As Sales Performance Management (SPM) and Incentive Compensation Management (ICM) solutions are increasingly making their way into organizations big and small, companies are quickly realizing there is a lot of value being left on the table if they focus on just calculating numbers. Modern SPM/ICM solutions allow salespeople to interact directly with their stats and metrics, bringing the entire compensation process out from being a once-a-month back office task into playing an active role in everyday sales activities. From simple commission dispute and resolution to various adjustments and approvals, automating sales processes needs to be a top goal of SPM projects right alongside calculating compensation.
The opportunities are endless:
The business case for implementing an SPM solution is typically based on no longer having to spend time in manual work. A solid SPM solution like Varicent will greatly improve your ROI when you include automating all these other sales processes.