According to the research done by Salesforce, only 34% of sales professionals’ time is spent on revenue-generating activities. So, what makes up the other 66%? Because a lot of organizations still use spreadsheets to manually calculate commissions, sales executives prefer to keep a record of their sales data outside of their organization’s system and calculate their commissions themselves. This activity is what industry leaders call Shadow Accounting.
Without a doubt, Shadow Accounting is an invisible threat to the efficiency and growth of any company. A visible threat is that organizations miss sales opportunities and fail to convert on such revenue, moreover Shadow Accounting also contributes to a culture of mistrust within your departments which can be fundamentally destructive. So, the question is – how can you eliminate this issue once and for all?
In this session, we will discuss how Shadow Accounting impacts sales organizations, what causes it and how to prevent it. Find out how you can utilize sales performance management solutions to empower your sales organization.
Terms & Conditions
- Please note, by registering for this event, you will be agreeing to WorldatWork sharing your registration information with sponsors of this event.
- Prices are subject to change without notice. All sales are nonrefundable. Access to the live event is limited to the first 1000 participants, so be sure to log on up to 15 minutes prior to the event start time. The live event includes access to playback. Playback and the on-demand webinar are available two business days following the live event, and you can access them for 90 days. If you order the on-demand webinar after the live event, your 90-day access begins the day of order.
- HRCI credits will only be granted for attending the live webinar event. On-demand webinars do not qualify for HRCI credit. You may receive a certificate of completion for watching an on-demand webinar. Please contact Customer Experience Team at 877-951-9191 (United States and Canada) or +1 480-951-9191 (Outside US) or email firstname.lastname@example.org to request this certificate. You'll receive it in two to four weeks via email.
Get the latest news and insights in our weekly e-newsletter — featuring our most up-to-date Workspan Daily articles — delivered straight to your inbox from WorldatWork's experienced publications team.