White Papers

Ventana Research: Agile Incentive Compensation Management


Real-world sales organizations are complex. In a simple model, there is a one-to-one relationship between an account and a salesperson. A product is sold to the account, that salesperson receives credit for the sale and gets paid a commission. But for many organizations, that simple model doesn’t exist. Large organizations must contend with elements like global accounts spread across different regions, different country managers, global account heads, product specialists, multiple product lines, overlay teams, presales teams and sales engineers.

Complicating the process further, when all these workers are paid depends on the terms of the sale. This process becomes a complex matter of apportionment and attribution that falls on the compensation administrator, who may not have the tools to do so effectively or efficiently.