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Tracking employee performances and incentivizing the achievers
The client had a sales incentive process in place for motivating its sales personnel through performance-based incentive compensation plans. The entire sales team was a part of this incentive compensation plan.
However, the sales team was facing lack of clarity related to sometimes irrelevant and complex compensation plans. Further, the calculation of incentive was done manually, based on the performance metrics reported by the team managers via emails. The finance department, understandably, faced difficulties in examining and auditing the performance KPI’s that formed the basis for the determining incentives. Furthermore, the sales team did not have any access to their performance or commission calculations.
A highly motivated sales team is essential for improving the sales performance and maximize revenue for any business. This becomes achievable by having a robust and transparent sales incentive process supported by a Sales Incentive compensation management system, which is linked to the sales CRM
Some of the challenges that the organization faced are –
To start with, OrangeMantra conducted a discovery workshop with the client’s team, in addition to focus group meetings with the stakeholder team members. The first step was to align all with the business objectives and requirements. OrangeMantra also looked at the current Sales CRM, and incentive process, including the manual and approval steps performed by the client team members, and assessed the payroll processing system as well. The next step was to develop and configure the Salesforce solution, including the interface development for the client.
A custom and robust Sales incentive management system should with the following features: