4 Reasons Why You Should Not Delay an ICM Solution Upgrade

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by BHG Staff


Blue Horizons Group is an end-to-end service provider and consultancy for your revenue operations strategies and systems.

ICM in the changing business world

The importance keeping your ICM ecosystem upgraded and updated

In today’s ever-changing business landscape, organizations heavily rely on accurate incentive compensation management (ICM) practices and systems to motivate their sales teams, drive performance, and boost overall productivity. A well designed and executed ICM ecosystem should support organizational objectives, streamline compensation processes, and ensure that sales teams are motivated for high performance. However, ICM systems and practices can become outdated over time, leading to potential problems that can be costly for your business.

In this blog, we will explore the risks associated with delaying ICM ecosystem upgrades. From inaccurate payouts to loss of employee trust, we’ll uncover why not elevating your incentive compensation management practices and system can prove to be more expensive in the long run.

1. Missed Business Opportunities

As businesses evolve, compensation plans must also evolve to align with new goals and strategies. Having processes in place to enable timely and effective changes to sales incentive plans is essential for a well-oiled incentive management machine. If your ICM system is outdated, it may struggle to adapt to these changes. Additionally, antiquated systems and tools do not have the capability to provide accurate and timely data-driven insights for leadership or administrative teams. This delay in implementing plan changes and obtaining pertinent insight impedes the ability of any organization to pivot in a changing market and capitalize on business opportunities.

Incentive compensation plays a crucial role in driving desired behaviors among sales teams. Cumbersome ICM processes and outdated ICM systems may lack the flexibility to introduce new incentive structures quickly. This delay can cause missed opportunities to capitalize on market trends or launch new products effectively.

In a competitive market, agility is essential, and businesses need to keep pace with dynamic needs. Delaying optimization and upgrades could leave you trailing behind competitors who have already embraced modern ICM solutions to support their sales force.

2. Loss of employee trust

Sales professionals work hard to achieve their targets and expect to be compensated timely and fairly for their efforts. An unreliable ICM solution that produces inaccurate or delayed payout can erode employee trust in the organization’s commitment to rewarding performance. Inadequate and manual tools such as spreadsheets do not provide payout transparency for your sales teams. When sales reps lose trust in the compensation process and do not have a timely line of sight to their payout information, it can be demotivating and lead to a lack of engagement.

Furthermore, employees may start looking for opportunities elsewhere, which can result in higher turnover and additional costs to recruit and train new talent.

3. Increased financial risk

As stated earlier, an ICM system or tool that is outdated or manual in nature will struggle to adapt to incentive changes, resulting in inaccurate payouts. Inaccurate commissions increase the company’s financial risk from overpaying employees and potential legal risk if employees are compensated incorrectly.

Moreover, errors in incentive payouts can lead to disputes that result in valuable administrative time to resolve conflicts. These indirect costs can add up, affecting your company’s bottom line.

4. Increased compliance risks

In many industries, incentive compensation plans are subject to various regulations and compliance standards. Outdated ICM systems may struggle to keep up with these changing requirements or not provide capabilities to enable traceability, accountability, and audit trails. This can leave your business vulnerable to compliance risks.

Non-compliance can lead to legal consequences, fines, and damage to your company’s reputation. Upgrading your ICM system to ensure compliance with industry regulatory standards and requirements is a proactive measure to protect your business from potential liabilities.

Don’t fall behind

Delaying the upgrade of your ICM ecosystem may seem like a cost-saving measure in the short term, but the long-term repercussions can be far more expensive. From missed opportunities to a loss of employee trust and increased risk, the cost of doing nothing towards optimizing and maximizing your incentive compensation management systems and processes can significantly impact your business.

Investing in a modern ICM system and injecting best practices to support your ICM processes will enable business success. By staying ahead of the curve, you can equip your organization with the tools needed to thrive in a competitive marketplace.  Don’t let the cost of doing nothing hinder your company’s growth and potential.

But you don’t have to do it alone! Blue Horizons Group is here to help. We are your end-to-end providers of ICM services and your strategic partner to guide you through each step of your incentive compensation journey. Our knowledge runs deep, with over 200 years of combined experience.

Our advisory services can help develop strategy, roadmaps, and plans tailored to your business needs. We can provide recommendations and implementation services for an ICM solution that fits your unique business needs. With unrivaled levels of experience constructing optimized compensation solutions, we are here to be your go-to team for achieving long-term success. We provide effective, innovative, and scalable incentive compensation solutions that are business led and owned.

Take action today to upgrade your ICM practice and infrastructure and secure a brighter and more profitable future for your business. Connect with our team at Blue Horizons Group to get started finding the perfect ICM system for you.



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