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Sales Compensation Management

Sales Compensation Management

As the number of payees and the intricacies of sales compensation plans have increased, companies have shifted from spreadsheets to sales compensation management (SCM) platforms to administer their compensation programs. The SCM umbrella has also expanded to tackle sales-related administrative functions, such as sales performance management, talent management and learning. Companies often historically chose an SCM vendor based on its ability to streamline compensation calculations, but now they also look for other features, such as enhanced reporting and visualization, which are used as an additional tools to help motivate reps, and enhanced analytics that not only score individual performance but also provide organizational, product group and corporate-level strategic intelligence. Over the years, SCM vendors have kept pace with other enterprise software companies by migrating to the cloud, and integration with the sales force automation platform has become critical. The ability to pay sales compensation accurately and on time is an SCM solution’s primary function, but vendors are always seeking new ways to use technology improve sales productivity. Show less...

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