Sales Compensation Solution Acquisition Best Practices Guide

Overview

This guide suggests a better process for acquiring an ICM solution. For many companies, sales compensation is the largest component of Sales, General and Administrative (SG&A) costs. The monthly calculation and payment of variable sales compensation is often an arduous, manual process that must accommodate a number of exceptions and changes: rarely does a sales compensation plan start and end a fiscal year intact.

The plan must survive the attrition and addition of sales representatives. It must accurately calculate and pay commissions on time, as there are risks and trust issues involved when it doesn’t. While the sales compensation plan is, theoretically, an enabler of revenue growth, these characteristics prevent it from scaling as the business grows.

This guide will examine the problems that motivate ICM solution acquisition, the limitations of acquiring one through a traditional RFP, a recommended approach, an example project plan and conclude with a discussion of associated risks and rewards. 

Table of Contents

• Introduction
• Motivation for Change
• Solution Acquisition Process
• Effective ICM Solution Acquisition
• Recommended ICM Acquistion Process
• Model ICM Acquisition Process
• Analyst Bottom Line
• About the Research Analyst
• Our Best Practices Report Methodology
• About Xactly Corportation
• About Demand Metric

About Demand Metric's Best Practices Report Methodology

Demand Metric’s Best Practices Guides investigate new developments and approaches in a given focus area to provide marketers with up-to-date, practical and efficient solutions to modern day challenges. Each guide identifies a challenge, discusses previous solutions to that challenge, presents new solutions based on in-depth research and suggests a recommended approach to implement new solutions.

Each Best Practices Guide involves hours of analyst research, focus area specific surveys and comprehensive interviews with executives in a given focus area in order to recommend solutions for the presented challenges.