Incentive management software are programs designed to set commissions for your sales people that are based on the performance of your company. The enterprise incentive management systems automate the way you pay commissions, taking out the sometimes-cumbersome task of creating new models. The developers of EIM systems say that you should see higher sales after you implement an enterprise incentive management system.

EIM automates your compensation programs so that you should expect to see increased production form your sales force, reduced turnover, better cost control and sales goals that more in sync with your company goals. Enterprise incentive management is replacing customer relationship management and proving it mettle. As sales for IT companies with other compensation programs experiences a slump, vendors providing enterprise incentive management systems continue to see an increase in sales.

1. Align compensation with company goals with EIM systems

2. Use incentive management to promote a culture of pay for performance

3. Influence performance with enterprise incentive management solutions

Action Steps
The best contacts and resources to help you get it done

Keep your employees focused with EI

As expenses rise and sales remain the same, many companies are looking for ways to monitor those line items and bring them into alignment. New products and new company initiatives are often ignored or misunderstood, leaving salespeople unsure of themselves and their status. Enterprise incentive management systems allow managers to keep closer tabs on production and show sales people where they can better use their resources, giving them higher commissions and more revenue for the company.

I recommend: Callidus Software is bent on providing superior customer service from first contact through follow-up support with their incentive management software. Centive uses its information about enterprise incentive management to create more time for managers to manage and sell and less time figuring compensation for sales professionals.

Build enterprise incentive management systems into all departments

The administration of sales, new rollouts and territories affect every department from finance to human resources and sales management. Enterprise incentive management solutions are built to better integrate these various divisions creating a more cohesive workforce, all working toward the same goals.

I recommend: Actek Inc. builds customized solutions into its enterprise compensation management programs, leaving room for you to include anyone in your hierarchy in the EI process. Authoria offers workflow solutions that are easy to use and change when necessary, an important tool in your enterprise incentive management system.

Reward those who earned it with better sales analysis tools in EIM

Complicated commission structures can be overbearing for a sales manager. Commissions and incenteives largely motivate salespeople. By switching to enterprise compensation management system, everybody knows where they stand. Managers are free to mentor and everybody reaps higher rewards. Enterprise incentive management is a good bet for everyone.

I recommend: NetView understands that no new programs will work until salespeople see their paychecks. NetCommissions is an online hosting service providing incentive management. Their site also offers white papers and other links on their site providing more information about enterprise incentive management.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Expect to get negative feedback from your sales force when you first implement enterprise incentive management systems. That is the nature of salespeople. After seeing the promised results, they will be happy.