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Article: Aligning finance + sales = more profits: effective sales compensation management drives both top- and bottom-line growth. Automation can help align sales behavior directly to corporate financial objectives for enhanced sales performance and increased profits.(STRATEGY)
- Article from:
- Financial Executive
- Article date:
- March 1, 2008
- Author:
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Copyright informationCOPYRIGHT 2008 Financial Executives International. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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It's a conundrum. Businesses today need every competitive advantage they can muster, including the ability to leverage compensation to drive profitable sales behaviors. But, as finance departments around the world can attest, even as sales compensation is becoming increasingly strategic, it is also becoming considerably more complex--and therefore increasingly difficult to leverage strategically.
Most finance organizations are challenged when it comes to effectively managing the sales compensation process. The specter of Sarbanes-Oxley non-compliance and insufficient internal controls looms large over the manual processes typically employed for the purpose, and there's an ...