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Category: Best practices

Spreadsheets vs ICM Solutions

Spreadsheets vs ICM Solutions Comparison: Error-prone Factor We know that significant changes in a company, such as the introduction of a new tool and all the change management that come…
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Shadow accounting

Shadow accounting. What reps are doing when the manager in not looking? Shadow accounting is a common, yet the non- official, practice of keeping records by each rep in order to…
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The cos of commission errors

The real cost of commission errors

For sales people, the vast majority of profits are generated by sales commissions. Therefore, a miscalculated commission can be disastrous for the employee, the team, and the entire company.  Once settled…
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Commision reporting

Let’s talk about commission reporting

Let’s talk about commission reporting, because well done reporting changes the rules of the game. The Importance of Effective Commission Reporting Many companies get cold-sweat about monthly commission billing. If…
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SPM world

Essential terms in the ICM/SPM world

Together with Varicent, we have collected the most important terms and concepts that will help you understand the different components of the sales process and their meanings. Plan components There…
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Grzegorz Struś

GRZEGORZ STRUŚ

Member of the Board, COO
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