When looking to manage relationships with customers and sales leads in order to increase their sales, many companies will turn to CRM or Customer Relationship Management strategies. Sales organizations will use customer relationship management strategies to help their sales teams go after potential customers and keep up with existing customers. Often, a sales organization will look to CRM software to streamline their sales process while also improving relationships with current customers. Often, CRM software will provide some solutions for analyzing sales processes and managing customer service, and some might even provide some record-keeping services as well. However, not all sales processes are included in ever customer relationship management IT solution. Software companies offer IT products that claim to solve all a company's CRM needs, but they can often neglect important back-end processes like incentive compensation management or sales performance management. When a company lacks an efficient way to calculate and schedule their sales incentive compensation payments, these software solutions can be ineffective. Giving sales representatives a way to track their contacts and keep in touch with customers to offer upgrades, service plan renewals or new products can be very helpful, but a sales force can lose motivation if their incentive payments are incorrect or late. This is why incentive compensation management is an important aspect of any CRM or sales performance management strategy. Companies may not realize this, but there are also ICM software solutions that can streamline this crucial back-end sales process. ICM software like Glocent offers companies a way to automate their ICM processes so that their sales teams can receive 100% accurate incentive compensation payments and their executives can view accurate and timely reports of sales activities. An automated system like this will allow sales executives to focus on drafting and implementing corporate strategies rather than managing sales incentives.