Sales management brings a distinct perspective to the sales compensation automation discussion - a discussion too often dominated by Finance, HR, and Accounting.  In this SMA webcast, we will explore current sales compensation trends and the advantages that accrue to sales management when sales compensation is automated.  Jennifer Kerr from Ecolab will discuss the business case analysis used by Ecolab as they considered an investment in Sales Performance Management (SPM) software, a critical platform that automated their sales commissions.  Special emphasis is given to the project benefits expected to impact the sales force.

 

Jennifer will be joined by OpenSymmetry, a consulting and research firm that assists sales organizations in aligning management needs with enabling technology.  OpenSymmetry will comment on the marked increase in firms deploying SPM software solutions, review current SPM market trends, and detail the benefits and outcomes firms should expect when investing in SPM or compensation automation solutions.  Included in their presentation will be an overview of SPM packages’ basic functionality and its impact sales management.  Using a series of client examples, they will also review what best-practice firms are doing to get the most from their sales compensation programs, automation tools, and technology-based sales management enablement efforts. 

 

During an expanded Q&A format at the end of the webcast, OpenSymmetry and Ecolab’s Jennifer Kerr will field questions related to specific SPM functionality, such as plan modeling, analytics and workflow.

 

 

Jennifer combines a successful track record in the management of field compensation analysis professionals with the development of information systems solutions to drive successful corporate sales compensation and incentive programs.  Jennifer has more than 15 years of experience creating and implementing a vision using a combination of processes and technology.  Tactically, Jennifer is directing the design, implementation and administration of compensation systems and processes at Ecolab.  Strategically, she is leading a multi-year effort to bring new technology to the company's worldwide compensation systems to merchandise sales programs to associates, as well as provide real time information for corporate decision making.