Executives Rate Current Incentive Compensation Management Approach as Difficult

Varicent Software and BPM Partners, unveiled a sneak peek at results from the recently launched 2007 Sales Performance Management (SPM) survey. Early results show that more than 80 percent of executives responding indicated that their current incentive compensation management solutions range between somewhat difficult and extremely difficult to use.

To date, many companies still rely on cumbersome spreadsheets or stand alone home-grown compensation management systems, creating errors, inefficiencies and a lack of visibility into sales performance and operations. The survey queries finance, human resources, sales and IT executives on incentive compensation management, territory alignment, quota planning and sales performance analytics.

"The 2007 BPM Pulse Survey showed that sales performance is a high priority for business performance management projects," said Craig Schiff, president and CEO, BPM Partners. "This new survey on sales performance management delves into the pain points many companies have in trying to manage variable pay programs intended to achieve better overall corporate performance by identifying issues and motivating individuals."

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Business Process Management (BPM)