Back to Basics: Two simple reasons to use an incentive compensation management solution

Posted by Steve Marley on Thu, Nov 20, 2014

I was working with one of our software partners to describe the benefits of an Incentive Compensation Management (ICM) solution to a company that was interested in purchasing. After articulating the benefits of an automated software solution to help with the processing of performance, payouts, and reports, the company asked one simple question: How much money will it save us? Discussions stalled at that point.


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Back to Basics: Incentive Compensation Plan Periods and Payout Frequency

Posted by Chad Albrecht on Thu, Oct 02, 2014

The majority of companies follow an annual incentive plan period for salespeople.  This is likely for multiple reasons.  First, executive compensation and broad-based compensation programs – two additional categories of compensation programs – are almost always annual.  For consistency, companies place salespeople on annual plans, as well.  Second, most companies have an annual business planning process and annual incentive compensation plans and goals tie in nicely with this planning process.


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A Four-Step Road Map to Improve Your Comp Admin Program

Posted by Justin Lane on Wed, Nov 20, 2013

As the plan design season starts to wrap up, it’s not too early to think about how to improve the administration of your new plans. Companies invest a significant amount of money to fund incentive plans, yet most companies are lacking in efficiency and effectiveness when it comes to administering these plans.


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Five Ways to Limit Shadow Accounting and Increase Selling

Posted by Justin Lane on Thu, Sep 26, 2013

"What would be some key positive outcomes,” I asked in a client interview during a process optimization project this week, “of creating a new process?” Notable responses included, “To help the sales reps spend less time figuring out if they are getting paid on all of their deals and getting paid correctly."

Pressed further, the compensation administrators spoke of having to reconcile their results with spreadsheets created by individual sales reps.


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