Over 100 companies participated in Xactly’s inaugural Sales Compensation Administration Best Practices Survey and provided us with information around the processes, approaches, and technologies they use to design and administer their sales compensation programs. The primary focus of this study was to better understand how sales compensation programs are typically managed and to provide companies with information so that they can self-assess where they stand in relation to their peers.
In this survey, we discovered three of the following conclusions:
- The majority of companies focus solely on automation, and only provide the bare minimum for sales compensation administration (timely and accurate payouts as well as some simple reporting).
- The digital divide is apparent; the separation between the companies that apply technology (and in some cases, disruptive technology) to their planning and administration processes is growing.
- Technology alone doesn’t solve the problem – process maturity and strategic usage of the technology is critical to success.