In an exclusive interview with Claudia Imhoff and the Business Intelligence Network (www.BeyeNETWORK.com), Marc Altshuller, Executive VP of Worldwide Field Operations for Varicent Software, discussed how his company bridges the gap between performance management and variable-based pay programs, thus enabling large organizations to effectively align sales operations with strategic objectives.

“The vast majority of global sales forces use incentive compensation plans to motivate and encourage salespeople to maximize profits,” said Altshuller. “Varicent’s Sales Performance Management (SPM) application helps global organizations properly align sales and operational objectives by automating the incentive compensation management process and empowering management with sales modeling, analysis and reporting capabilities. By using Varicent, our clients significantly reduce administrative costs and achieve better results.” [Read more…]