Incentive, Compensation and Sales Performance Management

I was trying to find out more quantifiable information regarding the Return on Investment achieved by Incentive Compensation Management systems and finally found an interesting story: Telus – How to achieve ROI.

The article is already a bit over a year old, but it describes how Telus, a major Canadian telecom company, achieved positive results with a new ICM solution. The benefits stated in the article include:

• reduced incentive overpayments by 60 percent;
• recovered 52,500 days of selling time;
• cut incentive management administration costs by $560,000 annually;
• reduced compensation error rates 53.6 percent; and
• cut average dispute resolution time from 40 to eight hours.