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.

ADP® National Account Services, part of ADP’s Employer Services Division, a leading provider of payroll, benefits administration and human resources services, announced the launch of an automated Sales Incentive Compensation Management (ICM) solution powered by Centive Compel. This offering, delivered through a strategic alliance with Centive, marks ADP's entry into the Sales ICM market, providing clients with a strategic tool to drive sales productivity and aid in its clients' Sarbanes-Oxley compliance with respect to commission accounting.

ADP Incentive Compensation Management is an on-demand, easy-to-use solution that empowers organizations to track, manage and report on sales compensation. Beyond calculating commissions and bonuses, users can access real-time sales data, model compensation plans, and forecast anticipated commission-based pay.

“We are confident that this solution will be embraced by the market as a way to effectively increase sales performance and enhance the bottom line.”
Regina Lee, President, ADP National Account Services

The announcement received significant analyst and press coverage, including from Beagle Research, ZDNet, CRM Magazine, etc.

“There are many fine companies in the incentive compensation market but I would bet that almost any one of them would like to be in Centive’s shoes this morning.”
Dennis Pombriant, Beagle Research principal

“For Centive, the ADP partnership is a landmark deal that helps put the vendor on the map in a way that its rivals must envy...”
Phil Wainewright, influential commentator and strategist on emerging software industry trends

To learn how Compel can help your organization automate sales incentive compensation and maximize sales performance, follow the links below.

Headquartered in San Jose, California, Pillar Data Systems is a leading vendor of midrange and enterprise network storage systems. With offices throughout the US and Europe, the global company has a rapidly growing sales force organized in direct and channel sales.

Challenge
Due to its success the company has experienced rapid growth over the last few years and as the company’s size and revenues increased Pillar realized they had outgrown their in-house sales compensation system. Managing commissions with spreadsheets proved to be inefficient, time-consuming, error-prone and inconsistent. The company needed to accurately measure sales performance and motivate an explosively growing sales team while ensuring an efficient and Sarbanes-Oxley compliant sales compensation process.

Strategy
The company’s sales operations team recognized that a centralized, automated solution would be needed to best support the its growing sales force. Following an extensive evaluation of new potential solutions, including both on-premise and on-demand models, Pillar chose Centive Compel, the most widely-used on-demand sales performance management solution.

Results
With Compel, Pillar increased sales performance by providing sales reps with visibility into performance metrics and accurate and timely commission payments. They also reduced commission processing time by half and eliminated 40 hours per pay period previously spent in manually preparing and distributing commission reports. Pillar Data Systems successfully met its SOX compliance needs in commission accounting.

“With Compel, Pillar Data Systems increased sales rep trust and motivation by providing them with visibility into performance metrics and accurate and timely commission payments. Our sales team is focused on their plans rather than worrying about their commission earnings.”
Curt Wittich, VP Worldwide Sales

Pillar Data Systems achieved its sales compensation and sales performance goals with Compel. They are pleased with the quality of service provided by Centive and appreciative of Centive’s commitment to their continued success. Compel has emerged as a central part of Pillar’s overall business performance plans.

To learn how Compel can help you achieve best-in-class sales performance, follow the links below.