Effective March 17, 2008, Centive’s corporate office has moved into new space at the Cross Point Towers in Lowell, MA. The new office is located on the 7^thfloor of Cross Point Tower 3 at 900 Chelmsford Street, Lowell, MA 01851. This move provides Centive 53% more office space to support aggressive hiring plans and continued growth.

Cross Point is a premier business complex offering over 1.2 million square feet of office space. A partial list of Cross Point tenants includes Motorola, MetLife, Corning Life Sciences, Sterling Commerce, Gartner, Dassault Systems, Convergent Networks and Eastman Kodak. The Cross Point office complex is easily accessible to both Logan International Airport in Boston and Manchester-Boston Regional Airport in Manchester, NH.

“The move to Cross Point provides Centive with the additional office space we require and the room to expand as we continue to grow our business,” said Michael Torto, president and CEO, Centive. “It also provides our employees a centrally located, tier-one office complex with important amenities, like a fitness center, banking and day care facilities, to support a balanced work-life experience.”

For directions to Cross Point, and for information about Centive’s award winning, on-demand solutions for sales compensation and sales performance management, follow the links below.

One of the most common yet misunderstood aspects of sales management is the sales review or "funnel meeting." Most sales organizations utilize some sort of call or meeting, but not all managers are effective in running these meetings. In sales, clear and effective analysis today can bring triumph tomorrow.

The most successful sales organizations are extremely disciplined around how they analyze their deal activities. A deal review meeting allows you to assess the state of each deal and the progress and success of the individual or team behind it. Managed correctly, deal review meetings can provide insight and perspective on key deals in the funnel. Such unvarnished truths can help teammates to catch a sale, toughen their skin against criticism, and prepare for fielding similar questions or observations from a client.

The Art of the Deal Meeting,” Joseph DiMisa of Sibson Consulting provides valuable tips on how to structure and manage these important meetings. To download a free copy of this article, follow the link below.

Then take a few minutes to learn more about Compel. You’ll see how Compel provides sales reps and their managers with key insights into earnings and performance metrics; information that can supplement deal analysis.

Sales compensation is the single most important factor influencing the performance of your sales team. Effective sales compensation plans communicate to each rep where and how they should focus their sales efforts in order to meet or exceed specific performance targets.

But in business, change is constant. And the sales compensation plan is an organization’s best tool for steering and course-correcting the sales team as market influences drive change in corporate goals. The key to managing change is to have a consistent and proven process for designing, modeling, deploying and communicating new sales compensation plans.

Sales compensation plan design is a science; there is no “art” to the process. Sales plans based on gut feel or what “worked at my last company” are guaranteed to result in missed revenue, commission budget overruns, and/or costly sales rep turnover. To create quality plans that optimize sales performance, morale and effectiveness, you need to follow a repeatable and structured approach to the design of new compensation plans.

Follow the link below to download the white paper “Designing New Sales Compensation Plans.” This white paper describes the critical steps you should follow to ensure your sales plans are optimized to drive performance.