Pipeline to Paycheck: Salesforce Adds Incentive Compensation Management to Sales Cloud

Posted by By CMOFirst Bureau 2 Min Read
Salesforce
Salesforce announced the launch of Salesforce Spiff, incentive compensation management functionality built right into the world’s #1 AI CRM, to automate commissions and motivate sellers. With this additional capability, Sales Cloud provides sellers and sales leaders with a complete growth platform from pipeline to paycheck.
Recently acquired by Salesforce, Spiff empowers organizations to drive more revenue by helping sales leaders manage complex incentive compensation plans and understand the many factors influencing revenue performance. The product features an intuitive user interface, real-time visibility, transparency into key financial data, in-depth analytics and reporting, and seamless integration with other Salesforce applications.Why it matters: Sixty-four percent of organizations report correct quota setting as a major challenge for their sales compensation programs. As incentive-based pay is a standard piece of total compensation, with 90% of top-performing companies using incentive programs to reward their sales associates, this hurdle runs counter to optimal sales performance and can impact organizational goals. Additionally, incentive packages vary by level and business objective. Without compensation management technology, these packages can be difficult and time-consuming to manage manually.

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Innovation in action: Salesforce Spiff addresses these challenges by allowing sales and finance teams to automate every step of the commission process. Sales reps benefit from:

  • Salesforce Spiff Commission Estimator: View estimated commissions and align with business objectives while building customer quotes in Sales Cloud.
  • Salesforce Spiff Rep Dashboards & Mobile App: Review real-time dashboards to track commission trajectories within workflows.

Commission administrators can save time and reduce administrative headaches with:

  • Salesforce Spiff Commission Designer: Use a low-code commission builder to visualize the potential impact of various plan amendments.
  • Salesforce Spiff Assistant: Use a conversational AI assistant to quickly and easily gain insights into sales plans, rules, and calculations. Commission admins and sales reps can get logic, error, and filter explanations as well as formula optimization  in natural language, making plan building and management faster and simpler.

SOURCE: Salesforce 

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