What Were Additional Findings of the Survey?
The following are some of the findings we discovered:
- Percentage of payouts later identified as overpayments - 4.2%
- Hours spent every month on incentive program administration tasks - 22 hours
- Percentage of representatives who understand incentive program terms & conditions - 75%
- Percentage of representatives trusting the accuracy of incentive program payouts - 63%
- Percentage of representatives using "shadow accounting" to verify payouts - 65%
- Ability (1-10 scale) to make on-demand changes to the incentive program's parameters - 4.5
- Ability (1-10 scale) to offer adequate security / audit capabilities - 5
- Ability (1-10 scale) to offer a legally protected incentive program - 3.5
- Ability (1-10 scale) to handle disruptive events such as refunds or territory changes - 4.2
- Ability (1-10 scale) to align incentives with sales objectives - 7
- Ability (1-10 scale) to issue payouts on time - 7.2
Key findings
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