Sanity Solutions, offers specialist in data management, backup and recovery solutions plus partners with some of the industry’s largest companies (Cisco, IBM, Citrix, Dell). With so much at stake, Sanity wanted to ensure their sales commission management process was efficient and accurate. Controller Sheila Gentile described Sanity Solution’s commission process as “a manual routine with extensive reliance on Excel. In the past, we have negatively experienced errors with cell calculations as well from the general import of data.” Continue reading →
Accounting departments are under pressure to speed up the monthly closing process for management. Data integration is the key to success yet a recent survey indicates small to medium size businesses are seriously challenged in their ability to share critical financial data. Continue reading →
CellarStone Inc, a sales commission management solutions provider, announced last week its first round of venture funding from Seattle based Lighter Capital.
Like the fable hare, companies raising venture funding immediately grow too big too fast. Companies quick to take on investors and VCs prove time and again to come up short of the finish line. Skipping the fundamental initial slow growth period with a quick sprint leads to product and staff exhaustion and unhappy clients. Continue reading →
A salesperson’s job is an extremely difficult and challenging one. Not only do they have to work hard to turn the call or visit with a prospective client to a sale, but they also have to ensure that the commission they are getting from their sale is worth all the effort. It is therefore imperative for them to read through the contract carefully before taking on a sales job. This article presents the case of Verizon Wireless as an example to understand how and why employees need to be more careful about signing contracts before joining any firm. Continue reading →
Not automating your sales commissions properly is not just going to cause problems with your staff or HR; it could also cause problems with the law. We take a look at a real life example of when unpaid sales commissions go wrong and what you can do to prevent this from happening to your business.Continue reading →
Some companies are faced with the question of whether a 100% commission plan is the best commission plan design for them. There is clear benefit of tying the costs completely to sales and reducing risk to the company.But they wonder if it will attract quality sales people to their firm. Will it allow the sales people to focus on the right deals that may take longer to come to fruition versus focussing on the short term deals? Will it mean a rush to close deals with poor terms or by discounting excessively?Continue reading →
It’s March and we’re coming up to the end of the first quarter of 2009. Is your Sales Compensation Plan for 2009 in place? It’s surprising how many well-run, best of breed companies fail to put their sales commission plan in place in a timely fashion or fail to properly communicate how their sales people will be compensated. Continue reading →
This week we were talking to a customer who was looking for commissions software to automate their commissions. The customer’s current plans were very simple: they pay a flat commission rate to their sales reps on a monthly basis on any sales, that was invoiced to the customer.
But now they want to move to a commission plan, where the commission will be paid when the customer actually pays the company for the invoice. Actually, they wanted to pay a portion of the commission when the invoice is generated and a remaining portion when the payment is received from the customer. Continue reading →