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The primary focus of this study was to better understand how sales compensation programs are typically managed and to provide companies with information so that they can self-assess where they stand in relation to their peers.
In this survey, we discovered three of the following conclusions:- The majority of companies focus solely on automation, and only provide the bare minimum for sales compensation administration (timely and accurate payouts as well as some simple reporting).
- The digital divide is apparent; the separation between the companies that apply technology (and in some cases, disruptive technology) to their planning and administration processes is growing.
- Technology alone doesn’t solve the problem – process maturity and strategic usage of the technology is critical to success.
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