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The Harvard Business Review recently reported that U.S companies spend more than $800 billion on sales compensation each year. They also reported that today, only 2% of that – some $13 billion is spent on non-CRM sales technology (often referred to as the Sales Acceleration market). Whilst this number is growing, InsideSales.com reported that the Sales Acceleration market will top $30 billion in 2017, it’s still worth taking a step back and reflecting on whether or not this compensation spend is truly the best use of our resources.

Money talks, and the money tells us that today’s sales leaders think that compensation is a more effective mechanism that technology for driving sales performance.
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James Pember
CEO Sparta, gamification & performance management technology for the world's biggest and most-loved enterprise brands.Passionate about performance. Passionate about helping companies drive change. Love the intersection of behaviour, business, psychology and technology. One-time marathon finisher (probably won't try again).