It seems that there's hardly a company around anymore that doesn't rely on some sort of automated CRM application, particularly with the new breed of on-demand CRM solutions delivering such compelling value. The visibility these solutions provide is invaluable in driving sales and satisfying customers. But what about post-sales visibility—the kind that can come from leveraging sales compensation information?
Sadly, post-sales visibility is an area where most companies still scramble for data and, thus, miss out on the synergies that can exist between CRM processes and strategic compensation programs—programs that change behaviors so sales reps sell the most profitable products and consistently engage in desired activities. Yet it doesn't have to be this way. It's now perfectly possible to build a bridge between pre- and post-sales data and leverage them both within a single environment to mold sales behaviors and maximize performance. But first you have to...
