Any salesperson can tell you that, although big annual sales and unexpected deals coming through are a huge asset to business, true success requires strong and steady sales numbers on a consistent basis. One way to ensure that staff are consistently motivated and working their hardest to drive in revenues is to use incentive and sales compensation software. These programs are valuable tools that allow executives and salespeople alike to monitor progress, track performance and discover new ways to encourage top sales. Keep reading to find out how incentive compensation management software can help businesses stay on track all year long. Deeper understanding of performance One of the best things about incentive compensation software is that it’s a transparent tool that gives individuals access to their own information. A salesperson can log into their personal account and immediately see their sales numbers, which will give them a better understanding of how they operate. A salesperson can look at a particularly high sales day, for example, and ask themselves how they managed to close so many deals. Was it because they got a great night’s sleep the night before, or was it because they used a slightly different sales tactic that day? Staff members will gain new insights into their performance and will then be able to understand what needs to be adjusted in order to raise their performance every day. Supervisors also have access to workers’ sales numbers, so they can monitor staff progress and see how incentives are affecting employee performance. Flexibility ICM software provides the flexibility to make changes to a program, even after it has been implemented. If a VP of sales is scanning through data and notices that sales numbers have been steadily slowing down, he or she can introduce a supplementary incentive plan to boost performance. An executive can set up frequent sales competitions with small rewards, such as gift cards, to nudge sales upward without having to redesign a plan. These small initiatives really make a difference, and can help keep sales consistently high.
