CRM whitepaper: ICM in CRM
Type: Whitepaper
Author: Tata, Rahul Mehta
Length: 14 pages
Cost: Free. Registration required
::: ICM motivates ‘em :::
This whitepaper explores the significance of Incentive Compensation Management (ICM) to push for better performance by the sales force. ICM is explained from the point of view of Cybernetics. Cybernetics is the study of communication and control, typically involving regulatory feedback, in living organisms, in machines and organizations and their combinations.
Sales ICM involves rewards for the sales force; the rewards are determined by achievements over a period of time or during promotions and campaigns. Aspects of Sales ICM include compensation plans, associated business rules, sales quotas, tracking and reporting performance-based results and payments.
How to motivate your sales force to achieve more? >>>>
Filed under: CRM Whitepapers