CRM - October 2007 - (Page 38)

You track your sale s team’s n the team. umbers— Here’s wh and so do at you ne es each m compens ed to kno ember of ation, and w about th how you e busines can make s of sales it work fo r all of yo u. PAY DAY n the pages of CRM, we’ve shared with our readers—you—countless ways to boost sales, make better connections with customers, segment your marketing campaigns, and even motivate your employees. But we haven’t touched too often on one of the key elements of maintaining an effective and eager sales team: keeping them paid—on time, and accurately. We won’t be discussing specific dollar amounts or particular commission schemata, of course—that varies widely by industry, company, territory, and even by agent. But it’s obvious: SCM deals with making sure your commission-based employees get what’s coming to them in a timely and accurate manner. According to the most recent Gartner MarketScope for Sales because of those very Incentive Compensation complexities that CRM Management Software, turns its eye to the topic the category is comof sales compensation posed of applications management. that “document remuneration plans, associWHAT AND WHY ated rules, and quotas Sales compensation management (SCM) may go by many names—it’s also called enterprise incentive management (EIM) or incentive compensation management (ICM), among other acronyms—but it’s universally central to your operations, for a reason that’s painfully 38 CUSTOMER RELATIONSHIP MANAGEMENT | OCTOBER 2007 BY www.destinationCRM.com MAR SHA LL L AGE R http://www.destinationCRM.com

Table of Contents Feed for the Digital Edition of CRM - October 2007

Contents Front Office Reality Check Customer Centricity Coupons Without the Clipping Something Special in the Air Oracle’s Name Game Market Focus: Sports & Entertainment: CRM Scores for Sports Franchises Statistically Speaking The Pulse Required Reading Are We There Yet? Help Them Help Themselves The Chain Gang Pay Day OutClick Media Gets a Second Opinion Best Kiteboarding Makes a Splash with NetSuite True-Blue Service Documentation Secret of My Success The Tipping Point Re:Tooling Pint of View

CRM - October 2007

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