Category: Cloud Accounting

The Cost of Guesstimating Compensation

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Many organizations use spreadsheet applications to manage their incentive compensation programs because they believe that spreadsheets take human error out of the process of crunching numbers. But that’s just not the case.

Think of it this way: Would you balance your company’s books with an abacus? Probably not. But if you’re still using thirty-year-old spreadsheet technology to track compensation and to drive employee motivation, that’s more or less what you are doing. And you’re not…

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Tweak Your Compensation Plan, Control Revenue Spiking

Spikey gate.

When Xactly shifted its fiscal year by one month, ending the fourth quarter on January 31 instead of December 31, leadership wasn’t surprised when revenue spikes also shifted by one month. This shift revealed what we already thought to be true: Revenue spiking is driven by the behavior of sales reps. Because we know that incentive compensation drives sales reps’ behavior, it makes sense that revenue spikes go hand-in-hand with measurement periods. If you…

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