The Sales Pipeline Metrics You Really Need
‘If you aren’t measuring, you aren’t managing’ is a well-known adage from every business school. Measuring inputs, activities, and outputs is a...
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Paulson Lan
Paulson Lan is the Solutions Consultant at Varicent and has been in the ICM/SPM space for over 12 years and has helped numerous organizations around the world improve sales performance by leveraging various compensation strategies and streamlining back-office and sales operations processes.
Paulson holds a Bachelor of Science in Electrical Engineering from the University of Toronto.
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Designing the Ideal Sales Development Representative Compensation Plan
It’s easy to think of sales success as a highly skilled and focused individual taking on the world and winning single-handedly. The reality – as any...
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A Guide to Compensation Analysis
People sometimes feel uncomfortable when the topic of compensation analysis arises. It might be because those who designed the commission scheme are...
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How to Balance Your Sales Territories | Varicent
It’s important to create and maintain not just a workable sales territory strategy but a truly balance one. While we have previously covered the...
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Sales Tools for 2021
Ask anyone who works in the sales world what sales tools they rely on, and you’ll get a vast range of responses. From relying on customer...
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How SPM Software Solves Sales Challenges
Impossibly high quotas, territories that are either under or over-resourced, and outdated processes and systems that make tracking figures and...
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Transform Your Sales Strategy with the Right SPM Software
When Varicent commissioned Forrester to carry out a study across several sales organizations of the tangible advantages that SPM software brought to...
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Right First Time Compensation Statements Are Now a Reality
It’s time to talk compensation statements. We’re assuming, dear reader, that you’re in sales. If we’ve got that basic right, then please think about...
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Sales Metrics & KPIs that Every Team Should Measure
Imagine for a minute that you’re trying to cross a busy highway on foot while blindfolded. You have no way of knowing where the traffic is...
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