SAP ICM Expands Your Commissions Possibilities to Enhance Sales Team Motivation

  • by Rahul Rajaram Iyer, SAP America Consulting
  • February 15, 2009
One way to improve competitiveness is to implement incentive models that are tailored to specific business drivers. SAP Incentive and Commissions Management (ICM) provides an integrated platform to help you meet these requirements. Find out how to configure SAP CRM and SAP ERP Central Component to use ICM with your sales team.
Key Concept

SAP Incentive and Commissions Management (ICM) addresses the integration and management of the sales force. In addition, ICM automates some processes and helps tackle issues common with incentive and commission programs, such as implementing new global incentive programs and setting up multiple programs and products under a single compensation plan. With ICM you can pay partners through different payment systems — such as Financials Accounts Payable (FI-AP) for external partners and HR Payroll for employees — using the same process.

To address the current economic environment, companies have built complex incentive programs that are based on their sales team’s performance in achieving individual and corporate goals. It is essential to provide management with compensation and performance insights and provide sales personnel the ability to track their progress and estimate their earnings.

Furthermore, compliance and risk mitigation require that companies have methodologies in place to track payments. Industry and governmental regulations require calculation, payment, and audit history on all commission calculations.

SAP Incentives and Commissions Management (ICM) in SAP ERP Central Component (SAP ECC) offers functionality to help meet these needs. You can integrate it with SAP CRM to support complex scenarios such as payouts in multiple currencies or special programs (e.g., trips of a lifetime). In addition, ICM enables you to carry out these programs in multiple languages.

Rahul Rajaram Iyer

Rahul R. Iyer is part of SAP America’s consulting organization and has been working as an SAP consultant for 10 years in various functional and technical capacities. In his latest role, he was part of the SAP ICM product development team. Prior to that Rahul was involved in implementing ICM in multiple industries and countries.

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