One of the more frustrating, time-consuming and costly aspects of old fashioned methods of sales compensation management has always been errors in commission payments that lead to payroll disputes. Not only do sales compensation disputes create more administrative costs, they can erode the trust of the sales team. Sales representatives that don’t trust that they will be compensated for their efforts accurately and in a timely manner will be less motivated to perform and likely pursue opportunities to game the system.
Reduce Incentive Disputes
With Glocent’s Sales Transaction Intelligence (STI) gathering capabilities, which promotes accurate sales incentive reporting and error-free sales compensation calculations, both sales employees and management can trust that commission payments will be consistent and reflective of true sales transaction data. Unlike solutions geared more toward sales performance tracking tools, Glocent’s unique design supports the processing and storage of unlimited amounts of data.
Without that capability, is full transparency truly achieved? Glocent can also handle complicated commission elements like split commissions, virtual hierarchies and products, computations comparing historical data to present pay cycles, or rewards and incentives based on non-revenue sources. Sales managers and commission administrators can also access commission details to make adjustments when needed. Employees can also access their incentive activity online, or on mobile devices, and before payment is processed, in order to double check records to eliminate payroll disputes before they arise.
Dispute Resolution Process
The detailed sales information used by Glocent not only creates accurate sales compensation payments, but it can also lead to a smooth dispute resolution process. The compensation administration staff can easily track the sales process to find where the error occurred. Sales employees can fill out an online form that confirms that all sales activities required for a commission have been completed. As the employee moves through this process, he will often learn of something he overlooked in the sales approval process, which would indicate why the sale had not been completed.
Because both management and employees have access to incredibly detailed records of every sale and the incentives associated with them, disputes can be resolved before they even arise.