Webinar: Shadow Accounting in Sales Organizations and How to Eliminate it
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 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.