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Ventana Research Launches Sales Compensation Management Benchmark Research

Research will investigate the process and a broadening scope of technology used to unlock sales potential

Bend, OR / Nov 05, 2013 / by Ventana Research

SAN RAMON, CA, November 5, 2013 - Ventana Research has launched its newest benchmark research, an in-depth exploration of Sales Compensation Management. The new research will examine the range of approaches to compensation and incentives being used in today’s sales organizations and will examine the challenges organizations face and the best practices they have embraced and determine how organizations are advancing their processes to generate the best possible results.

Over the past two decades, most sales organizations have experienced successive waves of technology investment, first in sales force automation (SFA) and then in customer relationship management (CRM). However, neither has delivered the full functionality necessary to meet the compensation and incentive needs of sales organizations. More than a decade ago, larger sales organizations began a series of software application investments intended yet again to improve efficiency and effectiveness of sales compensation. This time these investments have returned many tangible benefits, but many sales organizations have yet to adopt dedicated sales compensation applications. Indeed, many still use spreadsheets significantly to manage the details of variable compensation, requiring substantial time and effort to manually integrate data from across systems and then share information.

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. It is clear that managing sales talent and compensation processes is dependent on having the right systems and processes to deliver, as and when needed, information critical to sales operations and performance; our research will examine these processes and related application requirements.

"Managing the accuracy and effectiveness of sales compensation is a critical component for sales and finance organizations," said Mark Smith, CEO and chief research officer at Ventana Research. "Utilizing dedicated applications for sales compensation is a proven step to being effective but many have yet to adopt them. The research will provide critical research to help organizations conduct a self-examination and determine if the current processes and applications are using best practices."

Those interested in learning more about or participating in this benchmark research can do so at The research is being sponsored by IBM, Iconixx, Synygy and Xactly Corporation. Ventana Research, a leading business technology research and advisory services firm, provides qualified research participants with an incentive, a complimentary research report valued at $995 and presentation of the research findings as well as access to a free educational webinar on key findings of the benchmark research. 


About Ventana Research

Ventana Research is the most authoritative and respected benchmark business technology research and advisory services firm. We provide insight and expert guidance on mainstream and disruptive technologies through a unique set of research-based offerings including benchmark research and technology evaluation assessments, education workshops and our research and advisory services, Ventana On-Demand. Our unparalleled understanding of the role of technology in optimizing business processes and performance and our best practices guidance are rooted in our rigorous research-based benchmarking of people, processes, information and technology across business and IT functions in every industry. This benchmark research plus our market coverage and in-depth knowledge of hundreds of technology providers means we can deliver education and expertise to our clients to increase the value they derive from technology investments while reducing time, cost and risk.

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To learn how Ventana Research advances the maturity of organizations' use of information and technology through benchmark research, education and advisory services, visit

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