WorldatWork
has done a great job of putting together the Spotlight on Sales Compensation, a
conference focused specifically on helping sales compensation professionals.
This year’s conference runs August 24-26th in Chicago.
Survey:
CFO Research Services
www.cfo.com/whitepapers/index.cfm/display
www.cfo.com/whitepapers/index.cfm/display
CFO
Research Services does a great job of understanding the role of Finance and
marries that with excellent survey, analytical and writing skills to provide
some of the best research available. I sponsored research to better
understand what CFOs were thinking about their changing involvement in sales
compensation. “Managing Sales Incentive Compensation amid Uncertainty”
provides some great data on the changing role and changing perspective of CFOs
when it comes to the need to change sales compensation. This is a good read and
well executed by Sam Knox and his team.
Ventana
Research 2011 SPM Value Index
www.ventanaresearch.com/research/overview.aspx?id=3208
www.ventanaresearch.com/research/overview.aspx?id=3208
Ventana
compiles an authoritative look at the Sales Performance Management
Market. The 2011 Value Index provides a comprehensive look at the Sales
Performance Management market and vendors.
Compensation
Analytics
www.compensationanalytics.com/resources.html
www.compensationanalytics.com/resources.html
There
are a number of good articles and insights from Mark Coleman on his
website. Mark also writes a good blog. He has a long career in Sales Performance Management. He
brings lots of experience from being a practitioner with a couple of insurance
companies, and also from the consulting side as a Accenture partner. This
link takes you to some of the articles he has posted.
BetterSalesComp
Blog
www.bettersalescomp.com/blog
www.bettersalescomp.com/blog
Ted Briggs
and Clinton Gott share their real-world experiences in sales
compensation. They are particularly knowledgeable in High Tech, Financial
Services and Medical Devices.
New Sigma Blog SalesCompInsights
www.salescompinsights.com
Industry
veteran posts regularly with valuable insights and opinions. A must read
for Sales Compensation professionals.
CSO Insights - Compensation
http://www.csoinsights.com/topics/Compensation-Territory-Quota
Jim
Dickie and Barry Trailer are experts in understanding senior sales
executives. Over the years they have gathered fantastic survey data on
key trends in improving sales performance. Combined with their personal
experiences and insights they are a great resource to understand the keys
trends from the Sales perspective. This link leads to some of the great
findings on compensation, quotas and territories.
Ann Bares - Compensation Cafe
http://compforce.typepad.com/compensation_cafe
Ann writes
one of the best blogs on compensation practices. It's broader than sales
compensation, but her opinions and posts are very useful for compensation
professionals.
Sales Management Association
http://salesmanagement.org/
Bob
Kelly has put together some impressive resources and experts all focused on
helping sales and sales operations leaders. They provide tools and
training for individuals who manage, coach or lead sales organizations.
There is a membership fee for this site, but Bob does provide a lot of webinars
and replays on Slideshare.
The Alexander
Group
David
Cichelli is Alexander Group’s principal thought leader regarding sales
effectiveness challenges and solutions facing sales organizations during
different stages of growth. He has written two books on Compensating the Sales
Force, and speaks a lot of conferences. The Alexander Group blog has some
information on driving sales force effectiveness
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