Synygy, Inc., a recognized authority in sales performance management, announces the release of the fall edition of Synygy Magazine. This latest issue, available online at www.synygymagazine.com, emphasizes effective performance analysis metrics and measurement as fundamental and necessary process outputs critical to any business's survival, much less success or goal attainment.
Cover Story: The Value of Performance Metrics
In his introductory letter, Synygy president and CEO Mark A. Stiffler points out how using the right metrics to measure individual and organization effectiveness can improve performance and create long-lasting value. "Given the importance of metrics, it is an unfortunate reality that many sales organizations fail to develop, utilize, and analyze useful performance metrics," he writes. "The resulting lack of meaningful data can diminish profit, alienate the sales force, and fragment the entire organization"”all of which may lead to disastrous consequences."
This point is explored further in the cover feature, a Q&A with acclaimed business education consultant Michael Hammer. In "Recognition, Analysis & Motivation," he presents his findings on how most organizations with which he works are extremely dissatisfied with their operational metrics and discusses the wisdom and effectiveness of using a properly constructed portfolio of processes and metrics.
Applying Expertise and Experience to Improve Processes and Approaches
Additional articles in the issue spotlight the value of expertise and experience as a key to keeping metrics and processes on track. These include:
"Preventative Maintenance," an extensive how-to on conducting "annual check-ups" of sales compensation plans. The article explores critical steps and actions to best performing such a review, as well as essential metrics for assessing problem symptoms.
"Don't Promote. Reward," a thought-provoking piece that looks at the age-old habit of promoting top sales performers to management and what might be a better set of approaches to keep them optimally satisfied and productive.
Rounding out the issue are regular features "Ask the Experts," responding to queries about approaches to quota setting and management; "A Closer Look," focusing on sales compensation plan accuracy problems and remedies; and "Best Practices," outlining processes to achieve clarity and effectiveness when communicating sales compensation plans.
The fall edition and past issues of Synygy Magazine are available at www.synygymagazine.com.
About Synygy
Synygy Inc., a recognized authority in sales performance management, is the largest provider of solutions for solving problems related to the management of sales compensation plans. These problems include:
- strategic misalignment because of an inability to design, model, implement, and manage the sales compensation plans that companies desire
- misunderstood plans and inaccurate results that fail to drive needed sales force behaviors
- lack of management information that fails to provide visibility into the effectiveness of strategy execution
- an inability to quickly adapt to change that limits enhancements to strategy and associated plan modifications
Synygy is based in Chester, Pennsylvania, has extensive operations in Europe and Asia, and has achieved 16 consecutive years of success. www.synygy.com
