SAP® Sales Compensation and
Incentive Management

Automate your sales compensation plans with SAP® solutions.

Sales Compensation Management (Sales Incentive)

Sales Incentive is the commission paid to personnel, including internal sales employees and non-employees such as dealers, distributors, and contract sales representatives, brokers, and so on, who are directly or indirectly responsible for the sale of the company’s product or services.

Pain Points:

  • Complex incentive plan management

  • Inability to calculate and pay incentives in an accurate and timely manner

  • High manual effort for program maintenance

  • Unmotivated representatives drag down margin

Business Benefits:

  • Manages complex incentives: monetary (%, flat, scaled, etc.) and non-monetary (vouchers, gifts, etc..) as well as quantitative (revenue, quantity, sell-out etc.) and qualitative (KPI, MBO etc.)

  • Supports tiered incentive plans

  • Increases control through margin analysis and contract negotiation capabilities, on the fly and retroactively

  • Retroactive rebates processing and financial posting adjustment

  • Reduces false payments and disputes

  • Increases operational efficiency

  • Minimizes manual adjustments


  • Quotas

  • Growth

  • Flat

  • Market share

  • MBO contracts

  • KPI

  • Volume

  • Multi-dimensional

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