Have you ever stopped to consider how much time you spend every pay period tracking all of your sales activities because you don’t trust the process that calculates your commission payments?
“Shadow Accounting” seems to be part of every sales rep’s job; because no one is completely confident that they are being paid what they earned. As a result, it is estimated that at least twenty percent of a salesperson’s time is spent tracking her own sales activities. Imagine if that weren’t necessary. How many more sales could be closed if you no longer felt the need to validate your incentive management process?
I know of one sales person, who long after he had left a former employer, received a letter in the mail informing him that he had been overpaid; and he was instructed to return several thousand dollars to the company. I believe this person’s response was, “Good luck!”
In this case, as in many others, sales reps can be overpaid. If you are, how inclined are you to bring that to anyone’s attention? But how do you feel when months later, the overpayment is discovered and the subsequent adjustment is suddenly deducted from your pay? You feel robbed, right?
Wouldn’t it work better for everyone if payments were simply accurate? I hear from sales people all the time that they just want to be compensated accurately. At Glocent, we think that is important.