SPM Benchmarking

  • Building the right SPM program begins with understanding your corporate objectives. Sales strategy is set to drive towards these overall goals and the SPM program is aligned to support that strategy. From designing the comp plans to analyzing the program effectiveness, each capability has unique characteristics that must be considered, established, operationalized and evaluated. For more information on these capabilities, please click on the SPM Capabilities Framework below.

       

    The best way to understand corporate objectives is to evaluate the current state of your organization. The below benchmarking survey can provide insight into how you compare to other organizations. To see how your admin and report functions compare to other companies, complete the benchmarking questionnaire below for your organization:

  • Who are the designated owners of the sales compensation administration processes?
  • Who are the designated owners of the sales compensation administration processes?
  • How many full time equivalent employees (excluding IT and Sales) are involved in administering the sales compensation program (such as data collection, calculation processing, report generation, manual adjustments/reconciliation, and answering field questions)?
  • How frequently does your organization provide sales performance and pay reports to compensation plan participants?
  • How long does it typically take to process incentive payments once the performance measurement period ends?
  • How many plan participants (payees) are receiving reports and/or payments?
  • What type of technology supports your admin and report capabilities today?