Five Key Success Factors for Sales Performance Management

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Keeping up with the pace of business requires a variety of skills. Lynn Ferrara, CCP, Senior Director of Global Compensation for Hertz and Brian Hartlen, Vice President for Varicent will share the story of implementation from the RFP to real life deliverability of Sales Performance Management (SPM) at Hertz. They will discuss the challenges and the new abilities the Hertz team has gained to address the changes in business.

SPM Solutions provide a new transparency into business and processes that were not available just a few years ago. These advancements allow compensation teams to become a better business partner in providing new insight into goal setting and management. This session will identify the challenges and benefits SPM Solutions can provide from a real life example with Hertz. It will also convey the lessons of moving forward once the initial solution is in place.

Adopting an SPM solution has several phases - identifying the need, selecting a provider, implementation, and the continuous improvements to process. This session will identify these phases and focus on the end results gained from what was identified in the RFP.

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