A motivated sales force whose activities are perfectly aligned with the overall business strategy of their organisation is sure to be on the wish-list of any business wanting to succeed. A proven way to motivate the sales force (that could include partners in addition to employees) is to provide them with monetary incentives for each of their relevant business dealings. SAP CRM Incentive & Commission Management solution provides your business with the flexibility to provide your sales force with the right set of incentives plans to motivate them to close more deals.
With CRM Incentive & Commission Management, one can –
Develop commission contracts for different groups of recipients (managers/ executives/technicians).
Map your enterprise organisation in the system based on areas of responsibility.
Calculate and process commissions based on your business’s product/service offerings.
Once configured properly, the Incentive & Commission Management scenario for CRM works like this –
The ICM application resides in SAP ERP and all ICM related calculations happen in ERP.
When SAP CRM transaction data is the source for incentive & commission processing (as assumed in this write-up), this transaction data is transferred to the ICM application from SAP CRM.
The ICM application processes commission cases associated with the sales transactions and calculates and stores remuneration results.
As a pre-requisite to this process, all the relevant agreements and incentive plan contracts need to be maintained in ICM.
Again, as a pre-requisite, all the commission recipients need to be maintained in ICM and need to be mapped to corresponding business partners in SAP CRM.
Authorised users of SAP CRM can view the possible value of a commissionable sale using the commission simulation iView via the Sales Manager / Sales Representative portal. This operation retrieves the data calculated in ICM for the particular transaction.
Additionally, it is also possible to view the following commission and incentive reports via the portal in CRM – My team – sales & commissions, Closed deals per sales office or sales representative, Out-performers / sub-performers - MTD commissions, Out-performers / sub-performers – YTD commissions, My closed deals, My sales & commissions.
It is also possible to leverage the powerful analytical capabilities of SAP Business Intelligence with ICM to drive the incentive processes. For further information on CRM Incentive & Commission Management, feel free to check out http://help.sap.com.
