ICM

by Alan Marrott Alan Marrott 10 Comments

Beware of Shiny Objects

The following scenario has become all too familiar.  Businesses come to realize the inefficiencies, inaccuracies and audit failures tied to managing incentive compensation with spreadsheets.  In an effort to improve and bring meaningful transparency to the process, organizations decide to purchase an automated Sales Performance Management (SPM) solution to address these deficiencies.  Months of effort, cost overruns and increasing frustration eventually end with a solution being implemented.  Months, weeks, or even days later, however, the users determine that the solution doesn’t support their incentive models and sales operations.

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