Welcome to Susan Major's BeyeNETWORK expert channel on sales performance management.

In this channel, we will be reviewing topics that focus on incentive and variable compensation, quota management, territory management, reporting and compliance, and how to manage impacts to the business bottom line.

This channel will provide you with insight on managing your sales performance processes and help you understand how leading organizations utilize the data they have to make decisions that positively impact their sales and the bottom line.

We will address issues that allow companies to gain a competitive advantage in managing their sales team and processes. We will cover current issues in the news, technology, applications and implementations. We will discuss how the economy affects sales and the processes that enable organizations to make educated and profitable decisions.

We will discuss how current economic policies may affect an organization's sales and how they compensate for sales and revenue achievements. We will discuss potential changes to executive compensation packages due to the economic climate.

As channel expert, I will focus on providing information that will enable organizations to make sound decisions, stay abreast of current issues and aid in designing a sales performance management (SPM) process that will meet their needs.

I welcome your questions, comments and suggestions. Please contact me at smajor@revelwood.com to share your thoughts.

Susan is a management consultant of the sales performance management (SPM) practice at Revelwood, a technology solutions provider for IBM Cognos and Varicent. She can be reached at smajor@revelwood.com or by phone at (817) 688-7251.