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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