Building a Business Case for Sales Performance Management (SPM)

This white paper uncovers the many reasons why organizations need an SPM solution and how to build a business case to implement it. There are three main steps:

Identify who feels pain around sales compensation and why
Using the pain points identified, analyze current versus desired state of revenue, and expense outcomes to be achieved
Create the business case as a prelude to a full cost-benefit analysis

Every organization will have different pain points around sales compensation administration, depending on the business, technology and cultural factors. However, common factors can be determined.

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