Conversations on Incentive Compensation: The Changing Role of Finance in “Pay for Performance”
sponsored by Varicent, an IBM Company

As companies reevaluate their compensation strategies in order to adapt to changes in the economy and business landscape, a broader view of ―pay for performance is being considered across business units. No longer just a function of sales, maximizing performance is becoming a priority consideration of finance.

A recent research report, ―Managing Sales Incentive Compensation Amid Uncertainty", released by CFO Research Services reveals that finance executives are taking a keen interest in how their companies can incent sophisticated sales behaviors. They are exploring things like team selling, cross-selling, as well as tying incentive compensation to more complicated metrics like profitability, customer satisfaction and repeat business.

Access this white paper to find out how CFO’s are no longer focused on the top line results of their sales team but are instead developing sophisticated incentive plans that can motivate behaviors in a complex, competitive business environment.

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