Intricate and convoluted business models coupled with the current mantra for “customer-centricity” is driving complexity in compensation planning models. In many cases, companies have steered away from tackling the problem head-on, preferring to repair other aspects of the sales planning process which are less likely to disrupt bottom line sales performance.

But as a result, sales costs are rising disproportionately to revenues. In addition, an over-reliance on spreadsheets and a variety of unintegrated solutions is contributing to a CFO blind spot, exposing finance leaders to unacceptable levels of financial and reputational risk.

In this paper, we discuss these threads and what some finance leaders are doing to stay ahead of the complexities of compensation planning.

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