Comments on: Ask the Expert - Pros and Cons of Variable Compensation http://leapcomp.com/2008/03/ask-the-expert-pros-and-cons-of-variable-compensation.html Thu, 17 May 2012 23:44:42 +0000 http://wordpress.org/?v=2.6 By: admin http://leapcomp.com/2008/03/ask-the-expert-pros-and-cons-of-variable-compensation.html#comment-1339 admin Mon, 29 Sep 2008 11:44:55 +0000 http://julienldionne.wordpress.com/2008/03/14/ask-the-expert-pros-and-cons-of-variable-compensation/#comment-1339 Hi Robert, Thanks for the question. Years ago, there were very few - if any - applications which could perform what you are describing, and often there was no other option than using a custom built application. Most incentive compensation / sales performance management applications are well equipped to handle this now, but I don't think there is a "best" solution. The best solution will be determined by which product is the best fit for your colleague's needs: does it need to be on-demand or on premise, how complex are the spiff rules (just a flat bonus for every sales, or are there spiffs for certain combos of items being sold), how are returns handled (spiff taken back), if there are spiffs for groups of items sold together, how are partial returns handled, what is the volume of transactions, the number of reps, the number of stores, what is the budget to purchase the license / pay for the system, etc. These systems are never turn-key solutions. They always require some configuration before they can be used. Implementation of very large and complex projects can take up to a year, and is sometimes on-going efforts. Smaller projects can be configured, tested and deployed under 2 months. I would be pleased to discuss with you and your colleague the different options available. Regards, Julien Hi Robert,

Thanks for the question. Years ago, there were very few - if any - applications which could perform what you are describing, and often there was no other option than using a custom built application.

Most incentive compensation / sales performance management applications are well equipped to handle this now, but I don’t think there is a “best” solution. The best solution will be determined by which product is the best fit for your colleague’s needs: does it need to be on-demand or on premise, how complex are the spiff rules (just a flat bonus for every sales, or are there spiffs for certain combos of items being sold), how are returns handled (spiff taken back), if there are spiffs for groups of items sold together, how are partial returns handled, what is the volume of transactions, the number of reps, the number of stores, what is the budget to purchase the license / pay for the system, etc.

These systems are never turn-key solutions. They always require some configuration before they can be used. Implementation of very large and complex projects can take up to a year, and is sometimes on-going efforts. Smaller projects can be configured, tested and deployed under 2 months.

I would be pleased to discuss with you and your colleague the different options available.

Regards,
Julien

]]> By: Robert D http://leapcomp.com/2008/03/ask-the-expert-pros-and-cons-of-variable-compensation.html#comment-1338 Robert D Mon, 29 Sep 2008 11:14:54 +0000 http://julienldionne.wordpress.com/2008/03/14/ask-the-expert-pros-and-cons-of-variable-compensation/#comment-1338 A colleague of mine is looking for a SPIFF management solution. The solution needs to consist of the ability to manage several products, stores and employees selling the consumer level product at various competing stores. Obviously the power to produce ad-hoc reports and rigid data management are a must. I have some history related to developing and managing a spiff program several years ago for an international office and consumer digital client but the application was custom built. This is not an option since I do not own the code and not looking for any lawsuits in the near future. Are you aware of any off-the-shelf solutions? A colleague of mine is looking for a SPIFF management solution. The solution needs to consist of the ability to manage several products, stores and employees selling the consumer level product at various competing stores. Obviously the power to produce ad-hoc reports and rigid data management are a must.

I have some history related to developing and managing a spiff program several years ago for an international office and consumer digital client but the application was custom built. This is not an option since I do not own the code and not looking for any lawsuits in the near future.

Are you aware of any off-the-shelf solutions?

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