There are many pitfalls to a sales org that deals with patched-together tech and dated processes. Information is hard to track, and there’s little transparency. For reps, this can translate into dollars and cents: a lack of commission clarity and effective tracking might mean they lose out on hard-earned money. That’s where shadow accounting (number crunching by reps) comes into play.
In this article, we’ll dive into what shadow accounting looks like in modern-day sales orgs and how it came to be. Then we’ll take a look at some of the real-life impacts for sales teams across industries.
What you’ll learn:
What is shadow accounting? The origins of shadow accounting The negative impact of shadow accounting on sales teams Related statistics Motivate your reps with automated incentive pay
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Read the full article on Salesforce.org blog.
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