Incentive Compensation Management: Top Tools and Must Haves
Sales incentives are what drive and push salespeople toward success and revenue growth. However, managing incentives and their effective implementation is a complex process to carry out.
Finance teams often struggle with incentive compensation management because of a lack of dedicated resources and the level of complexity.
If you're still relying on spreadsheets to calculate and distribute commissions, you've likely felt the pain:
Calculation errors result in disputes with sales reps and financial loss.
The process is incredibly time-consuming, resulting in payment delays and a halt to other finance tasks.
There's a lack of transparency, leaving reps uncertain about their earnings and eroding trust.
In fact, Gartner found that only 24% of sellers really understand how their incentives are calculated when using manual methods such as spreadsheets. If so few understand their variable compensation, how can it ever be effective?
The use of ICM (Incentive Compensation Management) software can result in much better sales performance management. It can help you control incentives to suit unique needs and design successful incentive compensation programs.
With incentive compensation management software, you can:
Dramatically improve operational efficiency, reducing errors by up to 90% and slashing dispute resolution times by over 40%
Unlock significant cost savings, with some companies cutting the time spent managing compensation by 50%
Gain a powerful lever for motivating sellers and driving better sales outcomes
McKinsey found that optimizing incentive plans can turbocharge sales by 50% more than even marketing investments. Removing manual processes can not only provide better results in compensation effectiveness but also free up your finance team to focus on more critical tasks.
But with so many Incentive Compensation Management software in the market, which one should you choose? Read more to find out how to make the right choice.
7 Must-Have Features in Incentive Compensation Management Software
According to Gartner, incentive compensation management (ICM) software should be able to:
Handle complex rules and criteria for incentives and know when exactly to credit.
Process large amounts of data quickly
Manage and analyze compensation plans, quotas, crediting, and adjustments.
Process commissionable transactions with ease.
Generate transaction registers and commission statements.
On the basis of the above requirements, there are 7 essential features to look for in incentive compensation management software:
1. Robust Rule Engine
The use of incentive compensation software should allow you to create multiple conditions, rules, and other gates to configure compensation plans with ease. A good ICM solution should allow for the creation of rules without extensive coding knowledge.
Look for:
A no-code or low-code interface that empowers admins to create and modify rules without IT assistance
Pre-built templates and rule libraries to streamline plan setup
The ability to handle a wide variety of incentive types (commissions, bonuses, SPIFFs, etc.) and payout frequencies
2. Flexibility in Crediting
An incentive compensation management software should support various crediting rules, including split commissions, overrides, and team-based incentives, ensuring that the right people are credited accurately for their contributions.
Key capabilities include:
Support for split crediting, overlay assignments, and adjustments
The ability to credit multiple roles (e.g., rep, manager, overlay) on a single transaction
Flexible rollup and rolldown hierarchies to handle changes in territory assignments
3. Scalability
As businesses grow, their compensation plans become more complex. Good ICM software must scale without significant performance degradation, handling an increasing volume of transactions and data.
Ensure your solution offers:
Superior performance to handle large volumes of data and users
Automated data processing to reduce manual effort
The ability to easily add new reps, plans, and incentive types over time
4. Integration Capabilities
Effective incentive compensation management solutions should integrate seamlessly with other business systems, such as CRM (Customer Relationship Management), ERP (Enterprise Resource Planning), Billing Systems (like Stripe, PayPal, QuickBooks, etc.), and HRIS (Human Resource Information System to leverage data across the organization for accurate compensation calculation.
Look for an ICM platform that provides:
Bi-directional data syncing to eliminate manual uploads and exports
Pre-built connectors for popular CRM, ERP, HCM, and billing systems
Flexible API and web services for custom integrations
5. Transparency and Reporting
Providing clear, accessible reports and dashboards for both administrators and compensation recipients (salespersons) helps in understanding how incentives are calculated, fostering trust and enabling better decision-making.
Key features to look for include:
Real-time dashboards and reports
Drill-down capabilities to view transaction-level details
Self-service access for reps to view their progress and payouts
Flexible reporting tools for admins to monitor and analyze plan effectiveness
6. Compliance and Audit Trails
Good incentive compensation management software should include features for monitoring compliance with internal policies and external regulations, along with comprehensive audit trails for all calculations and payouts.
Your ICM platform should provide:
Automated tracking of all data changes and calculations
Comprehensive audit trails to demonstrate compliance
Built-in workflows for approval and sign-off processes
Secure data storage and access controls
7. User-Friendly Interface
A user-friendly interface is crucial for administrators who set up and manage compensation plans, as well as for employees who want to track their performance and earnings. Hence, the usability of any incentive compensation software depends on how well-designed the user interface is.
Look for an ICM platform with:
An intuitive, easy-to-navigate user interface
Guided workflows and in-app help for common tasks
Mobile access for reps to view their performance on the go
Minimal training required for administrators and reps to get up and running
By prioritizing these features in your evaluation process, you can be confident you're selecting a best-in-class platform that will meet your needs today and scale with you into the future.
Step-By-Step to Choosing an Incentive Compensation Management Software
With so many ICM platforms in the market, selecting the right one for your business can seem daunting. Let's learn how to select the perfect incentive compensation management software from the ones in the market that can fulfill all your ICM needs.
Follow these eight steps to make an informed decision:
1. Assess Your Business Needs
Start by clearly defining your business objectives and the challenges you face with your current compensation management process. Think of roadblocks such as lack of flexibility, time investment, lack of visibility, etc.
Consider these questions:
Do you have a dedicated Sales Comp Analyst? If not then, you may need software that is self-served and business user-friendly. It should be intuitive with a good UX.
Do you face a lot of inquiries/disputes from your payees? If so, you may need software that automates this workflow as it would avoid a lot of back and forth.
Do you have a tiered commission structure that has commission rates based on sales performance tiers? Would the commission tool allow for easy creation and modification of this structure while maintaining past history?
A clear answer to these, along with consideration for company size, industry, and sales cycle complexity, can lead to the right choice.
2. Research and Shortlist ICM Vendors
Conduct thorough research to identify software vendors that specialize in your industry and have a proven track record of success. Look for reviews, case studies, white papers, and testimonials to shortlist potential vendors.
Does your ICM software check the following?
Use predefined rules and formulas to calculate sales commission payouts based on your criteria and plan logic
Integrate with customer relationship management and/or billing systems and pull sales activity and customer transaction data to calculate commissions automatically
Provide automation that saves time and reduces errors and discrepancies in commission payouts
3. Evaluate ICM Software Features
Match your business needs with the features offered by each vendor. Prioritize software that offers the flexibility to create diverse compensation plans, robust reporting, and analytics, and integrates seamlessly with your existing tools.
Assess their ability to:
Handle complex plan designs and crediting rules
Scale with your business over time
Integrate with your existing systems
Provide transparency and audit -trails
Support compliance requirements
Offer a user-friendly interface
4. Consider Implementation and Support
Evaluate the vendor's support services, including implementation assistance, training resources, and customer support availability. A vendor that offers comprehensive support will ensure a smoother transition and help you maximize the value of your investment.
Look for:
A proven implementation methodology and timeline
Dedicated project management and training resources
Ongoing technical support and customer success services
Regular software updates and enhancements
5. Request Custom Demos, Trials or POCs
Before making a final decision, request live demonstrations and, if possible, a trial period to test the software in your environment. This will give you a hands-on understanding of how well the incentive compensation management software meets your needs and how intuitive it is for your team.
During these, assess:
Ease of use and intuitiveness of the interface
Ability to handle your specific use cases and scenarios
Performance and speed of calculations
Quality and relevance of reporting and analytics
6. Analyze Total Cost of Ownership
Consider not just the upfront cost but also the total cost of ownership, including implementation, training, support, and any additional fees for updates or add-ons. Opt for a solution that offers transparent pricing and aligns with your budget.
Factor in:
Implementation and integration costs
Training and change management efforts
Ongoing support and maintenance fees
Hardware or infrastructure upgrades
Opportunity costs of not having the right system in place
7. Get Feedback from Your Sales Team
Involving your sales team in the selection process is mandatory- They are the best to test features and usability. Their feedback can be instrumental in choosing a solution that they will readily adopt and benefit from.
Solicit their input on:
The most critical pain points to address
The usability and relevance of each platform
The feasibility of implementation and adoption
The alignment with long-term business goals
After these 7 steps, you should be on firm ground to make the best decision for your company.
Top 5 Best Incentive Compensation Management Software
After thorough research and analysis of user reviews, here are our top 5 picks for the best sales incentive management software in 2024:
1. Visdum
Visdum is a popular ICM tool among SaaS companies because of its deep CRM integration, accurate and transparent commission calculations, and user-friendly interface.
Users appreciate the ability to easily integrate, choose fields, set filter criteria, and sync schedules. The platform offers IC dashboards that offer quick visibility into achievements and earnings.
Pros of Visdum:
1. Seamless integration with existing systems streamlines sales compensation management.
2. Intuitive design and navigation enhance efficiency.
3. Versatile handling of diverse sales compensation plans.
Cons of Visdum:
1. Initial plan setup may be time-consuming, despite swift change request handling.
2. CaptivateIQ
CaptivateIQ is another ICM tool praised for its intuitive design, automated commission calculations, and excellent customer service.
The platform's flexibility in managing complex commission structures and clear visual representation of calculations have impressed users. Its integration with CRM and accounting software has greatly improved sales operations effectiveness.
Pros of CaptivateIQ:
1. Robust analytics provide insightful sales performance data.
2. Efficient CRM integration ensures seamless data synchronization.
1. Learning curve may require initial training for full feature utilization.
2. Extensive customization options may be complex for non-technical users, affecting ease of use.
3. QuotaPath
QuotaPath offers a simple, intuitive dashboard for tracking goal attainment and performance.
Users appreciate the ability to quickly see attainment broken down by deal. The platform's seamless Salesforce integration and responsive customer support are also highly valued. However, some users feel the dashboard could be more rep-friendly.
Pros of QuotaPath
1. Introduces transparency and accountability into the commission process, reducing repetitive queries from sales reps.
2. Streamlines commission calculations for the sales team, providing real-time earnings visibility.
Cons of QuotaPath
1. Challenges in allowing sales managers or ops to build team comp plans without external support.
2. Inability to connect to custom objects in Salesforce and occasional clunky views.
4. Spiff
Spiff is known for its exceptional customer service, with a knowledgeable team that provides personalized solutions for complex compensation programs.
Users find the platform easy to navigate and appreciate the real-time commission tracking. However, some have expressed a desire for more advanced filtering and analytics features.
Pros of SPIFF:
1. Intuitive user interface fosters a friendly environment.
2. Offers excellent visibility for reps regarding commissions.
Cons of SPIFF:
1. Optimization for individual requests poses challenges, potentially consuming time or incurring expenses.
2. Slow and cumbersome onboarding experience leads to significant deployment delays.
5. Performio
Performio enables businesses to accurately calculate and promptly pay commissions while ensuring transparency.
Users like the platform's flexible data ingestion, intuitive business rules, and sophisticated reporting. However, some have reported challenges with deriving data across different dimensions and expressed a need for more granular access controls.
Pros of Performio:
1. Straightforward platform with simple navigation.
2. Enables users to download Excel files for personal sales tracking.
Cons of Performio:
1. Some users struggle with its intuitiveness, particularly in locating past deals and filtering data.
2. Users request a more detailed month-to-month breakdown and notifications for updates.
Want to dive deeper into the pros, cons, and key features of more sales incentive compensation management platforms?
The AI powered AdvantageClub.ai platform is known to boost loyalty, retention, and performance for employees, customers, and partners.
Users find the platform's analytics and dashboards helpful for managing KPIs. The automated incentive system works well. The redemption marketplace, with its customizable, rule-based points system, helps maximize engagement.
Pros of AdvantageClub.ai:
1. The platform provides a live view of achieved KPIs against quotas, allowing team leads to monitor their team's progress.
2. Customizable advanced analytics and dashboarding to effortlessly manage KPI tracking, incentive calculation, and disbursement.
3. AI assisted smart nudges to help the sales team reach & exceed targets.
Cons of AdvantageClub.ai:
1. Users may require additional support to fully leverage the power of analytics and dashboard features.
2. No free trial available for users.
Wrapping Up
The journey to selecting the right incentive compensation management software is crucial for enhancing your sales team's performance and aligning with your strategic goals. Performance goals should factor in incentive programs, and the two should designed together for sales.
By focusing on software that offers comprehensive incentive compensation management features and aligns with your business requirements, you can build a foundation for sustained sales success and growth.
FAQs
What is incentive compensation management (ICM)?
Incentive compensation management (ICM) is the process of designing, administering, and analyzing compensation plans that can effectively motivate and reward employees for achieving specific goals or objectives. ICM handles incentives, bonuses, commission tiers, etc. to ensure high sales morale and productivity.
What is incentive compensation management software?
Incentive compensation management software or ICM tool is software that automates the process of managing employee incentive compensation plans and helps execute the compensation strategy. It enables plan design, implementation, and tracking of complex compensation structures, calculates payouts based on performance data, and provides transparency to sales reps.
What are the three types of incentive systems for employee compensation?
Employee incentives come in three forms: individual rewards based on personal performance like sales targets and bonuses; team incentives that promote collaboration through group performance metrics; and organizational incentives like profit-sharing and stock options that reward company-wide achievement and align everyone's goals.
What is the role of an incentive compensation manager?
An incentive compensation manager designs and oversees organizational bonus and incentive plans, aligning them with company goals and market standards. They develop performance metrics, manage plan administration, collaborate with stakeholders, monitor effectiveness, ensure compliance, and provide support to participants.
How does ICM work?
An ICM fetches sales deal data from the CRM and calculates commissions and incentives based on who handles the deal. The rules and criteria can be fed to the ICM tool and it generates commission statements automatically. It removes the hassle of creating formulas and managing incentives on spreadsheets.
What is the difference between incentive compensation and commission?
While commissions are a fixed percentage of the sale value awarded to salespersons as their 'share' in the sale, incentives can be rewarded for any purpose the company wants- performance-linked incentives, seasonal incentives, non-monetary incentives, etc. are some of the incentives companies usually offer to boost productivity and motivation in employees.
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