Guest post from Michael Meisenheimer, SPM Industry Solutions, IBM Business Analytics
Follow Michael on Twitter @mikemeisenheime
Motivating and compensating sellers effectively and efficiently can be a headache, and not just for an organization’s sales management team. Failing to meet sales targets impacts the company’s balance sheet, and failing to anticipate such a shortfall affects the level of risk an organization faces.
Help is just a few weeks away...
IBM's Vision 2013 conference from May 19-22 will provide information on three key areas: performance management, risk management and sales performance management (SPM). Increasingly, these are interconnected, as organizations push for improved alignment of the sales organization with corporate priorities and increased visibility into the sales process.
An entire track – 23 breakout sessions – features content related to SPM. In its most recent MarketScope, Gartner estimates that investments in SPM will grow 25 percent from 2012 to 2013. These investments are being made to help companies drive process efficiency, deliver improved enablement and decision-making and address increasingly rigorous compliance requirements.
Clients from Capital One, Bank of the West, Branch Banking & Trust (BB&T), Ventana Medical and Shaw Industries will be among those sharing success stories at Vision.
The journey of manufacturer Shaw Industries is a great example of how improving sales performance management can have a ripple effect throughout an organization. In the past five years, Shaw has improved the management of its incentive compensation and variable pay by implementing IBM Cognos Incentive Compensation Management (ICM) to cover 26 complex plans for 2,000 payees in its commercial and residential lines of business. Beyond that, Shaw has really come to embody the evolution of ICM to SPM, so this presentation should be an eye-opener for other companies.
Another client, OptumHealth, will take the stage in the general session and highlight how SPM has transformed the compensation system for this $6 billion health management services company.
A deep roster of speakers
Several IBM Business Partners with extensive experience in SPM will also be speaking at Vision this year. I’m particularly looking forward to hearing what systems integrator OpenSymmetry, a premier sponsor of Vision 2013, has to say. They’ll be co-presenting with Huntington Bank, describing how, with ICM, the bank is planning for future challenges in regulation and compliance, as well as those associated with company strategies.
Conference attendees will have the chance to meet a number of IBM executives and product experts and get a look ahead at SPM product enhancements still under development. In addition, hands-on labs will give attendees a chance to play with just-released product capabilities.
For an in-depth look at what will be offered for SPM clients at Vision 2013, take a look at the Session Preview Tool, and, while you’re there, look at the related content for the other tracks – I’m sure it will spark other ideas to receive from this conference. All in all, Vision is an unparalleled opportunity to organizations drive growth, manage risk and optimize performance. Hope you’ll join us there.
And, for more discussions, join the Vision 2013 LinkedIn group.