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.
Many businesses lack the flexibility to modify their plans to capitalize on opportunities or address emerging threats. Given the turbulent business environment, there’s hardly been a more propitious time for management to make sure that incentive pay is driving—and will continue to drive—sales behavior that translates into steady profits.
Sales Performance Management (SPM) systems automate the entire process, from retrieving sales data to designing accessible reports. SPM aligns selling resources with business priorities. Encompassing incentive compensation, territory management, and quota planning.
For management, SPM systems supply insight into how an incentive plan is working—or is likely to work if certain components are changed:
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