Past Issues
Published four times a year, each issue explores how successful corporations are integrating sales performance management solutions into their organizations, and offers solution-oriented articles that bring the wisdom and experience of today's business leaders to our readers.
-
- Winter 2008
Contents:
- Staying Focused - Sales effectiveness through consistent processes - Consistent processes for sales compensation management enhance the plan’s overall effectiveness while ensuring its adaptability.
- Role Play - Comp plan management for multiple sales channels - Many sales managers find themselves pondering how to most effectively administer and maximize numerous plans for various positions.
- Seismic Shift - Adapting to major changes in sales strategy - Major changes in sales strategy and an accompanying change in sales compensation require thorough planning, constant communication, and regular follow-up to ensure a smooth transition.
-
- Fall 2007
Contents:
- Recognition, Analysis, Motivation - A Q&A with Business expert Michael Hammer, Ph.D., sheds light on how using the right metrics can drive individual and organizational performance.
- Preventative Maintenance - Periodically checking a sales comp plan's key vital signs can help organizations identify and eliminate problems before they become a threat.
- Don't Promote. Reward. - Rather than placing top sales reps in management positions, maybe they should stay in their current role - as elite sellers in the field.
-
- Summer 2007
Contents:
- On the Fly – Synygy’s expertise and experience enabled GE Lighting to easily and frequently modify its sales compensation plans.
- One for All – To maximize sales force effectiveness following a merger or acquisition, organizations need a compensation system that allows them to constantly monitor results and rapidly respond to changes.
- 20/20 Hindsight – Historical data on individual and team performance helps organizations identify trends and provides a benchmark to use when setting future goals.
-
- Spring 2007
Contents:
- Territorial Instincts - Align sales territories with overall company strategy for a profitable bottom line.
- Strength In Numbers - Effective compensation reports explain how individual goals contribute to company success.
- Equal Footing - Get human resources involved in the sales compensation plan design process.
-
- Winter 2006
Contents:
- Nurture Performance - Retain and sustain top employees.
- Finding Clarity - Sales audits shed light on the internal processes that help or hinder your sales team.
- Bend Quotas Without Breaking Them - The key to effective quotas is knowing when to make adjustments.
-
- Fall 2006
Contents:
- Weather the Worst Storms – Flexible processes give Blue Cross Blue Shield of Louisiana strength during Hurricane Katrina
- A Closer Look – Synygy CEO Mark Stiffler takes a closer look at the challenges of effectively managing sales compensation plans
- Bringing In the Experts – Outsourcing is about adding value, not saving money
-
- Summer 2006
Contents:
- Loosening The Straps That Bind- With the right approach, it is possible for even resource-constrained organizations to implement effective sales compensation programs
- Frank Thoughts on Driving Performance - Improving business processes will yield better performance results from your employees
- Measure Organizational Performance - Synygy CEO Mark Stiffler illuminates ways to effectively measure and manage performance in an excerpt from his new book
-
- Spring 2006
Contents:
- Igniting Excellence - Industry experts identify five best incentive compensation management practices
- Global Sales Compensation - Learn more about Bob Davenport´s 2005 WorldatWork presentation on global sales compensation
- Global compensation Management - Read Mercer´s 2004 Research on Practices in Global Compensation Management
-
- Winter 2005
Contents:
- Top Of Their Game - Working Harder To Retain Top Performers
- Culture Consolidation - Proper Management Of Employee Incentives
- The Pulse Of Pharma - Synygy And Towers Perrin Explore Incentive Compensation Plan Design and Governance
-
- Fall 2005
Contents:
- The Finance Factor - Factiva Improved The Management Of Its Incentive Compensation
- True Colors - Enterprise Incentive Management And Incentive Compensation Influence Organizational Change
- Speaking Strategy - Variable Compensation Plans Distill Corporate Vision To Employees
-
- Summer 2005
Contents:
- Taking Care Of Business - ADVO Uses Synygy's EIM Solution And Hosted Management Services To Achieve Sales Strategy Success
- Setting Sales On Fire - Enhancing Sales Effectiveness By Rebuilding Sales Strategy
- Outsourcing Done Right - Top Performers Need Innovative Incentice Compensation
-
- Spring 2005
Contents:
- Looking Beyond The Numbers - Lincoln Financial Distributors Uses Incentive Compensation To Build A World-Class Sales Organization
- Incenting Sales In Retail Banking: Requirements For Success - Banks Deliver More Value By Supporting Incentives With Performance Management
- Fujisawa Healthcare Honored For Excellence - Fujisawa Healthcare Was Recognized For Its Innovative Performance Management Programs
- Trends In Sales Effectiveness Strategies - Joseph DiMisa From Sibson Consulting Discusses The Latest Trends In Sales Effectiveness
-
- Winter 2004
Contents:
- Making Performance Visible - Carl Zeiss Builds A Strong And Accurate Incentive Compensation System
- Using EIM To Drive Product Development - and Success - Incentive Compensation And The High Tech Industry
- Communicating By Objective: A Formula For Growth - Sepracor Succeeds In Defining, Measuring And Exceeding Performance-Based Objectives
- The Promise Of Performance Management - Successful Performance-Driven Companies; Companies With Poorly Executed Performance Management Processes
-
- Fall 2004
Contents:
- Helping To Sell More-Driving Performance - Alliance Capital And Enterprise Incentive Management
- The Innovation In Performance Management Awards - Awarding Companies That Demonstrate Innovative Performance Management Strategies
- EIM For Life Insurers: Getting Control Of Distribution - The Insurance Industry And Enterprise Incentive Management
- Five Habits Of Highly Effective Sales Organizations - Mercer Human Resource Consulting Reveals Winning Strategy For Sales Effectiveness
- GE Healthcare Boosts Sales Rep Confidence - GE Healthcare Enjoys Its Highest Level Of Sales Rep Confidence In Sales Reports And Incentives
-
- Summer 2004
Contents:
- Committed To Performance - Pharmaceutical Sales Force Effectiveness And Performance
- Building On Success - Incentive Plan Design And Management For Retailers
- Optimizing Quota Management - A Watson Wyatt And Synygy Survey
- Synygy's Mark Stiffler Is A Man On A Mission - Synygy's President And CEO Discusses His Vision For Performance-Driven Organizations
