The concept behind variable compensation isn’t difficult — people are motivated by rewards, and organizations use monetary and other incentives (gift cards, trips, etc.) to shape behavior that improve business performance. Yet variable compensation can be an expensive proposition, in lost dollars, risk and performance potential, if managed incorrectly. Manual spreadsheet-based sales compensation management limit visibility into variable compensation expenses, sales and rep performance, as well as the ability to make necessary plan changes that could drive improved business results. In this session, Nina Ostrom, head of Americas field finance and operations with Progress Software will explore how a systemic and operational approach provides the necessary insight for effective budgeting and improved forecast predictability.
Nina Ostrom, Head of Americas Field Finance & Operations, Progress Software
Presentation delivered at CFO Dimensions 2013 - http://www.cfodimensions.com
Track: Operational Effectiveness | Session: 1