Money Matters

Jim Dickie, a partner with CSO Insights, a research firm that specializes in benchmarking CRM and sales effectiveness initiatives, and frequent contributor to DestinationCRM, pens an article on the benefits of automating sales incentive management. Jim reviews market trends and concludes that it is the new generation of sales compensation systems, such as Compel, that is driving the acceptance of automated sales incentive 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. Last, the finance departments win, because just about all the headaches they have been getting each month or quarter around ‘fixing’ the mistakes from their old systems will be eliminated.”