Analytics-Enabled Sales Alignment Process Streamlines Sales Crediting and Eligibility

Sales crediting and eligibility are two of the most common challenges that organizations face in managing their Incentive Compensation programs. Traditionally, these processes have relied on accurate alignment and roster data to determine the right individual to get sales credit, the absence of which causes IC & other downstream systems to wonder ‘what happened’ well after ‘it happened’.

As sales organizations evolve in their complexity to respond to a dynamic market place, it has become essential to adopt a nimble sales deployment model where the field leadership, rather than the traditional home office, is empowered to make territory and account coverage decisions. This inevitably increases the frequency (in many cases driven by the situation on the ground) of alignment changes and amplifies the challenges associated with sales crediting and eligibility.

While investing in an alignment ecosystem, organizations not only need to ensure that effective controls can be placed on the flow of alignment information into incentive compensation and reporting systems, but also that the field leadership understands the impact of their alignment changes on sales crediting and eligibility.
During the lunch hour sessions at PMSA Annual conference 2016, on April 18th – 19th, Sai Thyagarajan from Axtria, along with Jodi Greenberg from Quest Diagnostics will present a real world case of how Quest Diagnostics overcame these challenges using insights at the point of decision, powerful technology and good governance processes.

Join them for an insightful discussion of how streamlining their alignment process led to several tangible results including the faster turnaround in incentive processing, measurable increase in sales force productivity, improved trust and confidence in alignment data leading to top-line growth in revenues.

Tags: Sales and Marketing, Sales Operations, Incentive compensation, PMSA, Territory Alignment

Axtria Connect

Axtria combines industry knowledge, analytics and technology to help clients make better data-driven decisions. Its data analytics and cloud-based platforms support sales, marketing, and risk management decisions. It serves clients with a high-touch on-site and onshore presence, leveraged by a global delivery platform that reduces the total cost of ownership with efficient execution, innovation, and virtualization. Axtria works with more than 30 clients, including five of the Fortune 50, and eight of the top 10 global life sciences companies.

Subscribe to Email Updates

Recent Posts