2018 Mid-Market Study on Sales and Incentives
Oct 18, 2018
Incentives drive sales behaviors, but when reps get paid incorrectly, it can create problems, specifically rep turnover. Learn how companies can plan effectively.
Compensation and incentive pay plays a big role in the success of a sales organization. Incentives drive sales behaviors, but when reps get paid incorrectly, it can lead to some big problems, specifically rep turnover.
In a recent survey with Salesforce and the CFO Alliance, we found that when faced with incorrect compensation payments and increased turnover, 50 percent of companies don’t adjust their forecasting or compensation plans. And many continue to use spreadsheets to manage their compensation, 80 percent of which have errors.
See more insights and the impact of automated sales performance management (SPM) tools in the infographic below, or download the full survey here.