In the OpenSymmetry 2013 Sales Performance and Technology Survey, the biggest challenges in providing sales and performance pay reports included the time to generate reports (24.6%), poor data quality (29.0%) and product issues (7.3%). These trends imply that sales organizations need a better system for delivering detailed, accurate and automated sales performance reports to meet compliance regulations.
What is Driving the Need for SPM?
In recent years, the industry has seen organisations increasingly adopt Sales Performance Management (SPM) best practices,be it through ICM automation or infrastructure optimization. Despite this fact, poor data quality and inaccurate compensation payments continue to be one of the biggest issues in the SPM space. Delayed or inaccurate compensation payments coupled with complexity of plans and lack of transparent sales processes adversely impact sales force morale resulting in lost sales opportunities and increased turnover. A demoralized sales force can be the single biggest reason foran organization to not achieve its performance and profitability goals in a given year.
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