Accrual and Actual payout variances have been an endemic problem across industries, particularly in organizations that still heavily rely on manual spreadsheets to model their sales compensation plans and those that do not have closed loop automation. Worse still are organizations that consider manual reconciliation of the sales compensation payout with their accrual as a
Motivating your sales force with the right amount of money is not just good practice, it’s also a business necessity. The sales compensation true-up process for quarters and year-end plans help to ensure financial accuracy, transparency and rep trust. But for many Sales Operations teams, executing a smooth and error-free true-up is a painful manual process plagued
Revenue operations in today’s world needs to operate with precision, transparency, and accountability. However, one of the least-discussed, but perhaps most impactful levers to achieve this is sales compensation automation. Long thought of as a back-office process that simply calculates commission amounts, sales compensation has evolved into a strategic enabler of transparency, compliance, and governance. The concept
There is no doubt that sales organizations are becoming more complex. As companies continue to grow, branch out into new lines of business, or enter new markets, it’s increasingly common to see multiple sales roles in the same territory (e.g., AE, SE, CSM, Channel). This increases coverage and specialization, providing a higher level of customer touch. However, it
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