In CSO Insights' most recent incentive compensation management study, 96% of the more than 1,100 firms surveyed stated that their approach to sales rep compensation had a variable-pay component. Only 12% of the firms surveyed are leveraging CRM solutions for compensation plan administration. This could be the capabilities inherent in their core CRM systems, or CRM 2.0 applications from solution providers such as Merced, Synygy, Xactly, Varicent, etc, that they can integrate into their existing CRM platforms. If compensation plans are truly meant to drive selling behavior, then comapnies need to upgrade the systems they use to manage these plans.
REALITY CHECK BY JIM DICKIE CRM’s Mo
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