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Efficiency can be a tricky game to play in sales compensation management. How do you forecast more accurately without bringing on a cumbersome and complicated system that IT will have fix every other month? How do you get faster reporting while still maintaining accuracy? How do you improve dispute transparency without causing even more disputes?

The switch to automation is driving almost every part of every industry right now, and sales compensation management is no exception.

But if you’re going to invest in a new sales incentive compensation management (ICM) system, you’ll need major stakeholder buy-in, and to get stakeholder buy-in, you’ll need to understand the power of an end-to-end automated solution, integrated with Salesforce, for commissions oversight.

In short, there are many, but we’ll highlight three of the main benefits here.

1. Better and easier forecasting

You know the power of good forecasting: it aligns your comp plan with your business goals and prevents you from overspending or rewarding the wrong sales behaviors.

With an end-to-end, Salesforce-integrated ICM system, you’ll get modeling and forecasting tools that let you know, via a visual, easy-to-use, intuitive interface, which incentives will work best and exactly how much they will cost, leaving you solidly in the black and driving exactly the behavior you want.

2. Better and easier reporting

Too many sales operations teams still use excel spreadsheets with complex macros, which makes them reliant on compensation administrators or IT to create and run reports. This way of doing things also makes it extremely difficult to import and export data and get accurate information.

Integrating your commissions engine into Salesforce will give your sales ops teams the ability to embed compensation data and create reports easily, with no manual data import or export required, which means you’ll always be reporting on only the latest and most accurate information, whether you’re on a mobile device or at your desk.

3. Better and easier disputing

The big headaches for sales leaders and sales ops teams most often come in the form of compensation disputes, which are one of the primary drivers of sales team turnover, which then leads to angry Glassdoor reviews and a tougher time recruiting new talent.

You know as well as we do: the less disputing you have, the less drama you’ll have, and the less turnover you’ll have, and the less angry Glassdoor reviews you’ll have. A Salesforce-integrated ICM system will route disputes to the right team and also track them, providing you with unheralded visibility into the dispute process and allowing you to gain valuable insights that can be used to prevent future disputes and keep a hold of your best reps.

One solution—One easy choice

Of course, all three of the above lead to the big number 4, which we hope is already understood as the primary result: BETTER SALES PERFORMANCE.

Commissions by CallidusCloud is an end-to-end solution that manages your entire incentive compensation process, delivering transparent incentives and giving you the power to easily influence sales behaviors for the better.

Being able to manage leads, forecast, report, credit, dispute, and analyze valuable information all in one platform, anytime, anywhere, and from any device, means less time fixing problems and looking at “what happened” and more time looking into the future to your next rock-solid sales report, which you know will be positive and accurate.

Get started here.

Author Bio

Christine Dorrion

Christine Dorrion is the VP of Global Sales & Channel Operations and Enablement at CallidusCloud. She has led the transformation of the Worldwide Sales and Channel Organization, CRM transformations, and global sales effectiveness during the past six years. Christine is recognized for designing and leading the CRM implementation and migration strategy as well as the CallidusCloud Lead to Money suite.



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