IDC White Paper: Driving Sales Performance by Effectively Managing Incentive Compensation

This IDC White Paper examines the key factors contributing to the rising deployment of automated sales incentive compensation management solutions, discussing the many factors that are driving their adoption. Specifically, we look at their ability to drive and motivate desired sales behaviors, attract and retain key sales staff, provide strategic value as a sales performance and analysis tool, and deliver data that is consistent and accurate in replacing error-prone spreadsheets and unmanageable, custom-built solutions. We also discuss the significant advantages for small and midsize businesses (SMBs) of on-demand solutions over traditional, on-premise solutions for sales incentive compensation management.

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