Whether you’re evaluating a new Incentive Compensation Management (ICM) system, making changes to an existing system, or preparing for a new implementation, there will be challenges along the way. To help with your next project, we’ve identified five common challenges and recommended solutions.

The payment period is over. Your incentive compensation management solution locked the payment amounts in the previous months. But a change is required for a sales rep’s quota, order amount, compensation amount, or other variable compensation value. How do you keep track of the changes, get everything done before the deadline—and...

Preparation is key to successfully rolling out new sales incentive plans. At launch, it’s essential that your sales force understands the plan, and that they spend their time selling the products and services you want them to be selling, not calculating their compensation.

Every Incentive Compensation Management project kick-off typically includes a version of this guidance from the project sponsor:

Just as a builder’s tools require a skilled worker to craft a quality finished piece, your sales performance management solution requires expertise to deliver the ongoing performance you require.

Advanced predictive analytics is slowly making its way into the broader Sales Performance Management domain. More organisations are investing resources in machine learning techniques and how they can augment sales effectiveness.  This ranges from utilizing historical data for better forecasting, real time feedback to sales reps...