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For countless businesses, calculating incentive compensation remains a manual process that takes too much time, produces too many errors and lags selling activity by about three months. Sales Performance Management (SPM) systems automate the entire process, from retrieving sales data to designing accessible reports.

SPM systems provide performance dashboards for both salespeople and sales managers so they can see for themselves how they are doing. SPM systems also provide an audit trail, making compliance much easier. The transparency relieves salespeople of the time-consuming task of maintaining their own scorecards, commonly known as “shadow accounting.”

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