DestinationCRM
Money Matters
New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.by Jim Dickie
Jim Dickie, partner at CSO Insights and frequent contributor to DestinationCRM, pens an article on the benefits of automating sales compensation management.
Says Dickie - "This year our project reviews of firms that have replaced in-house commission management systems with one of the new breed of commercial offerings (especially on-demand offerings) saw win-win-win results. The win for the reps is they can easily see how much they are getting paid and why. The win for sales managers is the ability to see specifically what impact their commission plans are having on behavior. And if companies do want to change compensation plans they now have the ability to model the impact those changes will have on future margins."
See the entire article on DestinationCRM at www.destinationcrm.com/articles/default.asp?ArticleID=6964.
