Turn Every Contract into Cash

In an article published in Customer Think magazine Michael Torto, CEO at Centive, writes about the enormous power of sales compensation in motivating sales reps and focusing them on achieving and exceeding sales targets. Torto affirms that when sales reps have real-time visibility into their performance and earnings, and trust the accuracy of commission calculations, every contract becomes as good as cash. As new contracts come in, reps instantly see what that contract means to them in terms of commission earnings and quota credit. They know how that contract will positively impact their commission check at the end of the month, and they hunger for more.

Performance-centric sales compensation systems also help sales managers and executives to benchmark sales performance and determine what practices, tools, skill sets and behaviors lead to meeting and exceeding sales targets. Executive analytics tools, such as rankings, comparison graphs and attainment models, help managers track team performance and identify leading and lagging sales producers over time. Armed with tools and data, managers are in a position to continuously improve sales performance and ensure that individual and company goals remain aligned.

Torto highlights the success of one Chicago-based technology company in measurably improving sales performance and sales morale in just the three months after the deployment of an on-demand sales compensation management solution.

As the leading on-demand sales performance and sales compensation management solution, Compel offers real-time performance visibility and performance analytics. Compel provides strategic value by enabling customers to run in-depth analysis, model and forecast sales compensation expense, optimize plan effectiveness, and drive sales performance and top-line revenue growth.

To learn how your compensation plans can become your most powerful sales performance management tool, follow the links below.