Aberdeen Benchmark Report Reveals Strategies for Best-in-Class Sales Performance
Validates business value provided by automated solutions like Centive Compel
Aberdeen Group's benchmark report "Sales Compensation Management: Coin-Operated Productivity" proves the business value companies gain by automating the design and administration processes involved in sales compensation management. In December 2007, Aberdeen Group surveyed over 130 companies to identify the strategies, capabilities and enablers that “best-in-class” firms are using to improve sales productivity and effectively manage compensation plan design and administration. The benchmark report indicates that "best-in-class" companies deploy automated solutions for sales compensation and recognize tangible benefits related to:
- Improving alignment of performance targets with business objectives;
- Establishing a formal, centralized process for plan design and administration;
- Providing accurate, actionable reporting to all constituents, from field sales to executive management.
The findings of the Aberdeen report, especially those related to best-in-class organizations, are corroborated by the success Centive's customers experience after deploying Compel. Our customers have shared with us results that indicate substantial, measurable improvements in designing, modeling and deploying sales plans, in operational efficiency related to day-to-day plan management, in providing timely access to reports and performance analytics, and perhaps most importantly, in sales performance and related increases in revenue and profitability."
Michael Torto, president and CEO, Centive
Additional findings in the Sales Compensation Management report indicate that within those companies leveraging best-n-class sales compensation processes, 90% improved plan alignment with strategic goals, 70% improved payment accuracy, 45% improved sales force annual turnover, and 41% improved sales force non-selling time.
"Best-in-class companies have adopted technology and implemented business strategies to develop plans and automate calculation and reporting, and for those companies, success has followed."
Gretchen Duhaime, senior research analyst, Aberdeen Group
As the leading on-demand sales performance management solution, Compel offers real-time performance visibility and performance analytics. Compel provides strategic value by enabling customers to run in-depth analysis, model and forecast sales compensation expense, optimize plan effectiveness, and drive sales performance and top-line revenue growth. To learn how Compel can help you achieve best-in-class sales performance, follow the links below.
