Sales Compensation administration

Sales compensation administration is like payroll. it is a hygiene factor. No one notices, if it is works well. Hell breaks loose, if it does not.

Sales compensation administration includes:

• Calculation of sales compensation.
• Issuance of cheques, direct credit interfaces.
• Communication to the sales team.
• Providing access to the sales compensation statements.
• Help-desk to provide any clarifications to the sales compensation related queries OR issues.

Sales compensation administration has to have following success factors:

• Timely: the cheques and credits should be done on the committed date and time of the day.
• Detailed statementing on how the calculation was reached.
• Providing sales staff, with tools to calculate the compensation themselves. This allows them to do scenario building on how much their compensation will be given certain sales performance.
• Detailed documentation (help guide OR readme) on how the compensation is calculated, the explanation of sales compensation reports, typical FAQs etc.