Sales Incentive Compensation Management12Sales Commission/Compensation Planning software is for administration of sales incentives like sales commissions and service rewards.Xactly Incent1 Engagement Cloud (formerly Oracle Sales Cloud)2 Incentive Compensation Management3 Sales4 SPM Cloud5 Commissions7 SPM8 SimplyComp9 Sales Compensation11 Incentive Compensation Management15 Incentive Manager17 Incentive Compensation Management18 Commissions19 Total Compensation20 Financial Systems22

Sales Incentive Compensation Management Software

Sales Incentive Compensation Management Software Overview

What is Sales Incentive Compensation Management (ICM)?

Incentive compensation management (ICM) involves designing, implementing, and optimizing a strategic plan around sales commissions and incentives. The goal of ICM is to improve sales performance by keeping sales people motivated, while keeping incentive schemes within a margin—theoretically, this allows the organization to maximize revenue.

Sales ICM Software = Commission Tracking + Incentive Schemes

Sales ICM software helps organize and automate this type of initiative. Thus ICM software products fall under the umbrella of Sales Enablement and Productivity, since they diminish the administrative load for sales managers and facilitate the financial component of a sales acceleration strategy. ICM platforms are particularly useful for organizations with complex, hierarchal sales crediting rules, as well as for organizations that want to fine-tune their existing sales incentive programs or develop new, agile incentive programs.

Two major benefits of sales compensation management software are that it enables visibility into the relationship between performance and costs/earnings, and that it promotes transparent accounting related to Sales. Although sales incentive compensation management tools may be alternately be called sales commission software or commission tracking software, more advanced ICM products go beyond tracking commissions with the ability to set-up more nuanced compensation plans and incentive formulas (sometimes including gamification and contest features or non-monetary rewards). Many also include functionality for forecasting projected earnings/payouts and modeling hypothetical changes to the compensation plan.

Key Factors to Consider

Most of the leading sales ICM vendors offer on-premise or cloud deployment options. In some cases, different packages are available for companies of different sizes or complexity, with hierarchal schema, security, and admin capabilities increasing with price.

Scalability should be a key consideration during the evaluation process, as reviewers have noted that not all sales compensation solutions scale well, and often businesses looking to optimize incentive strategically already have large a sales force or are planning to grow.

Most products focus on tools for sales operations and sales managers to create and modify the incentive program, but many also include dashboards and reports for sales reps. Mobile functionality is especially important in products that offer dashboards and updates for individual salespeople.

Sales ICM products should integrate with the company's CRM and may integrate to payroll systems or other sales tools like gamification software or SPM platforms.

Sales Compensation Management vs. Sales Performance Management

The term “Sales Performance Management” (and its acronym, SPM) can be confusing with regard to ICM, because some vendors brand their sales compensation products as SPM solutions. While the marketplace may use these terms interchangeably at times, when evaluating software products it is important to understand the distinction between incentive compensation management point solutions—which can contribute to or fuel a sales performance management strategies—and SPM software, which goes beyond compensation to consider other levers and dials affecting sales performance and outcomes, such as buying cycles and specific selling behavior.

Some vendors offer ICM as part of a sales performance management suite. In addition to incentive compensation management functionality, SPM products tend to include more in-depth analytics around sales performance and sales cycle trends, built-in best practices, sales training/coaching features, and/or tools for managing the sales pipeline. We have included some SPM products in the incentive compensation management category where ICM is the vendor’s focus or where they most often compete with point solutions.

Sales ICM Software Features & Capabilities

Sales incentive management tools should support users (often sales managers) with features around the following tasks and priorities:
  • Sales compensation plan creation: Easy for Sales to create incentive compensation plans without IT assistance.
  • Complex sales crediting: Users can set up complex crediting chains to attribute credit for sales to multiple tiers of employees and/or partners.
  • Sales compensation process automation: Automates processes related to sales compensation, like incentive and quota plans, approvals, dispute resolution, payroll processing, etc.
  • Incentive auditing/regulation compliance: Internal workflow and tracking elements create an audit trail and help ensure regulatory compliance.
  • Sales compensation dashboards & forecasting: Analytics tools give sales ops managers and/or reps a view into sales performance in terms of sales vs. quotas, as well as earnings so far and projected payouts. May include competitive stats.
  • Incentive modeling: Includes a sandbox or testing environment for users to explore what-if scenarios and develop incentive compensation strategies.
  • Agile incentive strategy: Incentive plans are flexible; users can create and adjust compensation plans and incentive rules in order to strategically adapt to changes in sales performance/the marketplace/corporate goals.
  • ICM mobile visibility: Real-time reports about sales performance and compensation are accessible on mobile devices; may also allow managers to update plans and/or reps to submit questions, disputes, etc.

Sales Incentive Compensation Management Products

Listings (1-24 of 24)

Xactly Incent

<a href='' target='_blank' rel='nofollow noopener noreferrer'>Customer Verified: Read more.</a>
159 Ratings

Xactly Incent Pro is a cloud-based, secure sales incentive compensation solution for enterprise-class businesses. Incent Pro replaces tedious, spreadsheet-based manual processes, making any incentive compensation program easy to manage and error free.

Oracle Engagement Cloud (formerly Oracle Sales Cloud)

<a href='' target='_blank' rel='nofollow noopener noreferrer'>Customer Verified: Read more.</a>
100 Ratings

Oracle Engagement Cloud (formerly Oracle Sales Cloud) is a sales automation software accessible through Microsoft Outlook, iOS, and Android, along with territory and quota management and social collaboration.

Optymyze SPM Cloud supports a wide range of incentive compensation and sales performance needs with a comprehensve suite of fully-integrated applications that feature a common, touch-oriented UI, utilize a single, configurable data repository, and enable non-technical users to implement and mana...

2 Ratings

Synygy is a Sales Performance Management solution from the company of the same name, which advertises itself as SOaaS (Sales Operations as a Service). It includes software and best practices around sales compensation management, sales optimization, sales enablement, and sales analytics. Synygy is...

Callidus Commissions automates sales compensation, including commissions and incentives. It allows organizations to implement complex, flexible compensation rules based on relationships and hierarchies, which is particularly useful when credit for a sale should be attributed to multiple levels at...

4 Ratings

Obero SPM is a sales performance management product that helps organizations streamline their sales planning, execution and optimization processes. The product supports the end-to-end sales performance life cycle, and automating processes for sales, HR and finance. Functionalities include:- Sale...

We don't have enough ratings and reviews to provide an overall score.

Joopy is a sales performance management software solution designed to help users grow sales ops, automate and simplify sales incentive compensation workflows, and get accurate insights into historical and current performance analytics. The vendor says Joopy benefits sales performance managers, HR...

We don't have enough ratings and reviews to provide an overall score.

Compgun is a compensation management tool that is designed to be simple enough to be familiar to Excel users, while being powerful enough to handle any commission plan. The vendor says key differentiators include a solution that is quick to set up and easy to use. The vendor says it will configu...

We don't have enough ratings and reviews to provide an overall score.

QCommission is a powerful, flexible sales commission software. It calculates salespeople’s compensation accurately and reduces errors related to spreadsheets and manual methods. It allows users to calculate commissions as soon as the commission period is over, which the vendor says can save a lot...

We don't have enough ratings and reviews to provide an overall score.

Easy-Commission is a simple and flexible sales commission software offered by CellarStone Inc. The vendor says it is easy to use and cost effective to implement, and offers the key features, benefits and functionality of ICM software. It is web hosted product that has functionalities such as sett...

We don't have enough ratings and reviews to provide an overall score.

NetCommissions is a modular solution for sales compensation, with features around Reporting, Modeling, and Plans for sales commissions. NetCommissions allows companies to automate the sales incentive and commissions process and communicate performance feedback to sales teams in real time. The ve...

We don't have enough ratings and reviews to provide an overall score.

Javelin™ Incentive Manager is highly flexible, web-based incentive compensation software that oversees the entire incentive process, from defining incentive programs to ensuring payouts are correct and on time, while implementing even complicated business rules with ease.

We don't have enough ratings and reviews to provide an overall score.

NICE Incentive Compensation Management allows users to take control of sales incentives programs by building, communicating, and approving comprehensive, flexible plans. NICE ICM allows compensation admins to build and adjust complex compensation plans independently, with no IT help, starting fro...

We don't have enough ratings and reviews to provide an overall score.

Core provides self-service Incentive Compensation Management solutions. Core Commissions has no per-payee charges, offers rapid install, handles the most complex rules out-of-the-box, automates e-mail distribution, and automates report generation. The portal handles all advanced commission featur...

We don't have enough ratings and reviews to provide an overall score.

beqom is a Total Compensation Solution for HR & Sales to lead, align and motivate their employees and partners. The beqom Total Compensation platform is used globally across all industry sectors by over 100 large companies such as Microsoft and Vodafone. It addresses all Performance and Compe...

We don't have enough ratings and reviews to provide an overall score.

CompensationXL, or CompXL for short, is an affordable compensation planning tool that combines the flexibility and ease of use of Excel with the convenience of the cloud. CompensationXL automates the interaction between the compensation team and planning managers during focal review cycles for me...

We don't have enough ratings and reviews to provide an overall score.

Xtiva aims to help leading financial service companies to achieve more. Xtiva provides leading sales performance management (SPM) and incentive compensation management (ICM) technology systems for the financial services industry. According to the vendor, this cloud-based SPM product suite enables...

We don't have enough ratings and reviews to provide an overall score.

Intangent is a software consulting firm specializing in Sales Performance Management. The vendor works with SPM technology companies like Anaplan, beqom, IBM ICM, SAP Callidus, and Xactly. Intangent offers full-suite services including implementation, managed services, training and strategic advi...

We don't have enough ratings and reviews to provide an overall score.

Spiff headquartered in Sandy offers their sales commission engine and automation platform, providing a personalized performance dashboard for individual contributors, commission plan building tools, approval workflow for commission plans, and integrations with payment (e.g. Stripe, Paypal), as we...