Additional Topics in SAP CRM Sales - SAP CRM

Lesson Overview

This lesson introduces additional functions in SAP CRM Sales, in particular Incentive & Commission Management.

Lesson Objectives

After completing this lesson, you will be able to:

  • Describe the Incentive & Commission Management functionality of SAP CRM.

Business Example

Incentive & Commission Management

Incentive & Commission Management

The Incentive and Commission Management (CRM-ICM) business scenario delivers an incentive management application, administration interface, and end-user interface. Planning administrators can use the application to create complex compensation plans and manage these after implementation. In this way, organizations can adapt incentive programs quickly and dynamically to the changing conditions of today's business environment. Sales staff can easily track their current performance and model potential commission from their sales pipelines. Being able to project the amount of commission themselves allows sales staff to identify the opportunities that ensure that both personal goals and corporate objectives are achieved. Offers an effective tool for efficient sales administration:

  • Commission can be calculated at a transaction level (a unique attribute of SAPs solution).
  • Complex calculation schemes and various parameters can be taken into account when calculating incentives.
  • Centralizes processing of data from different operational areas, since Incentive and Commission Management can centralize all data related to incentive management especially in industries with multiple and heterogeneous legacy systems.
  • Up-to-date visibility of the compensation status at any time, both for the compensated work force (Sales Manager and Sales Representative) and for management.

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SAP CRM Topics