Incenting Performance

The goal of sales compensation goes beyond just motivating a sales team to perform; it is to increase profitability and shareholder value by aligning their behavior to company objectives. Companies today use variable or incentive sales compensation to not only motivate individual sales contributors, but also high-level executives and external channel partners.

Suprisingly, most companies manage compensation in spreadsheets that are only changed once a year. Plans are typically either overly simplified or unnecessarily complex due to the lack of an automated system to manage the compensation plans and calculations. In addition, spreadsheets do not offer the ability to track all changes to meet ever evolving federal regulations such as Sarbanes-Oxley. Even with the best compensation plans, lack of visibility by sales individuals can inhibit great performance. The more immediate the feedback to sales individuals, the more motivating that feedback can be.

Leveraging sales compensation solution truly impacts company top and bottom lines enabling a shift to a new paradigm. Tangible returns on investment (ROI) are achieved with incentive management both strategically and operationally. Operational returns include increased compensation payment accuracy and automation and auditability to meet federal regulations. More importantly, strategic returns are realized through a positive change in sales performance improving product mix, increasing sales and growing profitability.

Product Literature

Xactly Incent Datasheet