Ventana Research is benchmarking the maturity and direction of sales compensation that is a critical component of every sales organizations incentives and rewards processes. This benchmark research will examine how sales organizations are addressing sales compensation and incentives processes. It will clarify trends and market indicators associated with sales compensation management, establish a baseline of existing operations and survey needs and planned changes in the next 24 months.

Ventana Research is undertaking this comprehensive benchmark of the adoption and use of sales compensation processes and technology. We will assess how compensation and incentive processes are functioning, what technology is being used, what type of information is needed to be efficient. This research will help sales better understand how to improve their sales and compensation efforts. Ventana Research believes that with proper planning and execution, companies that deploy sales compensation applications can achieve a competitive advantage.