Revenue is the lifeblood of every company, and
sales teams make sure that the blood never stops
pumping. Acknowledging their critically important role,
successful companies now actively manage the performance
of their sales teams and help them adapt to
changing times. Furthermore, sales incentive compensation
is very often one of the largest expenses, so
effectively managing this line item can have a huge
effect on your company’s bottom line.

Unfortunately, selling is a complicated endeavor these
days, and managing the sales team is even more complicated.
Most companies struggle with issues such as
compensation errors and overpayments, compensation
systems that take too much time and effort to administer,
awkward ad hoc reporting, and changing audit and
compliance requirements, not to mention the fact that
sales people often create their own “shadow accounting”
systems to ensure they’re paid properly.

Addressing these issues ensures that both sales operations
and individual sellers spend their time facing outside,
to the market, rather than facing inside because
they don’t trust their own systems and processes.