Spreadsheets and inflexible legacy compensation management systems are a roadblock. Despite the opportunity, much of sales compensation is still dependent on spreadsheets, even though 90% typically contain hidden errors. Even organizations running traditional Incentive Compensation Management (ICM) and Sales Performance Management (SPM) systems still heavily rely on spreadsheets, due to the inflexibility of these legacy apps. Yet spreadsheets and their associated problems can have a painful impact.

Errors damage sales trust. Sales ends up wasting time in “shadow-accounting” (doublechecking their commissions). This often leads to poorly designed compensation models that result in lop-sided over-attainment or SPIFs that don’t drive ROI on spend. It’s why organizations are reexamining their sales comp systems and processes—whether moving from spreadsheets or re-evaluating the ease of use and flexibility of their existing sales comp software. One leading industry analyst predicts that by 2022 nearly half of B2B companies with more than 100-employees will deploy new solutions to tackle the problem of managing and automating sales comp.

What You Will Learn in this Guide:

  1) How to ensure data flows and transformations don’t jeopardize comp
    automation
  2) What to look for in a compensation plan builder so you don’t run out of runway
  3) Which comp and payee workflows are essential - and common mistakes to avoid
  4) The key questions to ask around reporting and analytics
  5) Why many ICM solutions are so hard to use
  6) How to ensure you won’t be left high and dry with service and support