The Power of Sales Analytics by Andris A. Zoltners & Prabhakant Sinha & Sally E. Lorimer
Author:Andris A. Zoltners & Prabhakant Sinha & Sally E. Lorimer
Language: eng
Format: mobi
Publisher: ZS Associates, Inc.
Published: 2015-03-09T14:00:00+00:00
The diagnostic analyses described in the next section, when performed regularly, can also support leaders in monitoring ongoing IC plan health.
Supporting Finance and Accounting
In some companies, the finance and accounting functions have requirements separate from those of executive and sales leadership, creating the need for additional metrics. Metrics for helping finance and accounting monitor IC include:
Accruals, restatements, and adjustments
Compensation cost by product
Percentage of national compensation budget spent
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