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Article: SALES COMPENSATION MANAGEMENT: Are You Driven To Succeed?
- Article from:
- Customer Relationship Management
- Article date:
- June 1, 2007
- Author:
CopyrightCopyright Information Today, Inc. Jun 2007. Provided by ProQuest LLC. (Hide copyright information)
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Sales compensation should be one of the most powerful tools sales managers use to drive performance and revenue growth.
Well-designed and well-managed compensation plans serve to align sales representatives with the goals of the company, clearly identify the metrics by which each representative will be measured and rewarded, and motivate the sales team to meet and exceed quota targets.
But most companies use spreadsheets to manage sales compensation. These systems generate more pain than they do performance. Compensation plans are difficult to develop and manage, the commission calculation and approval process can take weeks and as a result commission payment and reporting and analysis is ...