Latest CSO Insights' Survey Confirms a Key to Improved Sales Behavior and
Performance Is Sales Performance Management

    
    Varicent sponsored report identifies ingredients that should be part of
any
    organization's compensation and sales performance management plans




    
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<p><location>TORONTO</location>, <chron>Oct. 8</chron> /CNW/ -- According to CSO Insights' 2009 Sales Compensation and Performance Management Survey released today, Sales Performance Management systems provide the visibility and performance metrics managers need to truly coach their people in order to increase bottom-line profits.</p>
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<p>Sponsored by Varicent Software, an innovator and provider of incentive compensation and sales performance management (SPM) solutions, the survey includes observations and insights from over 1,000 organizations.  The results provide a comprehensive review of compensation practices and performance management strategies employed over the past year along with their respective outcomes. CSO Insights also presents some analysis and recommendations as to what sales organizations should focus on for 2010.</p>
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<p>"This year's survey was very different than in previous years," said <person>Jim Dickie</person>, Managing Partner, CSO Insights.  "The economy caused a lot of change in terms of how organizations are compensating their salespeople, so we wanted to get an understanding on what types of sales strategies businesses are utilizing to get them back on track for the upcoming year."</p>
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    Some highlights include:

    --  Increased quota levels for sales representatives
    --  Nearly 1 in 4 companies design their plans anticipating less than half
        of their sales team will make quota

    --  Decreased total target compensation for sales representatives

    
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<p>"As a sales compensation and performance management software vendor, we strive to deliver practical solutions that can help organizations overcome their challenges," said <person>Brian Hartlen</person>, Vice President, Marketing, Varicent Software Incorporated.  "This survey was a great opportunity not only for businesses to gain insight into developing their 2010 programs, but also for Varicent to better understand the needs of the market."</p>
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<p>The full report is currently available for download at <a href="http://www.varicent.com/salescompensationsurveyresults">http://www.varicent.com/salescompensationsurveyresults</a>.</p>
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    About CSO Insights
    
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<p>CSO Insights benchmarks the challenges faced by today's sales and marketing organizations, tracking trends in the use of people, process, technology and knowledge to improve sales effectiveness. Each year, CSO Insights surveys thousands of Chief Sales Officers to learn the challenges they see as most critical. They also review offerings from solution providers to retain the position of the experts on options for CSOs.</p>
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    About Varicent Software Incorporated
    
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<p>Varicent Software Incorporated delivers the most innovative sales performance management solution addressing the needs of business professionals across the entire enterprise. High performing companies relying on Varicent for better visibility and control of their complex variable compensation programs, automating the assignment of territories, the collection and approval of quotas, and reporting and analyzing sales performance include Waste Management, Linksys by Cisco, Sherwin-Williams, Manpower, Autodesk, Getty Images, Starwood Hotels, Time Customer Service, and many others.</p>
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<p>©2009 Varicent Software. All rights reserved. Varicent and Varicent SPM are trademarks of Varicent Software Incorporated.</p>
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<p>All other trademarks and company names mentioned are the property of their respective owners.</p>
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For further information: Christine Matla of Varicent Software Incorporated, [phone], [email protected] Web Site: http://www.varicent.com