Npower puts salesforce incentives on front burner

The UK's largest electricity supplier RWE npower has implemented a salesforce management system to improve its processes for rewarding sales staff.

The utility company said the Callidus software would automate the payment of commissions, incentives and bonuses to ensure sales staff were paid accurately and on time.

Before implementing Callidus, the company said its incentivisation processes had been labour-intensive, difficult to audit and unable to provide an accurate view of commission costs.

The Callidus implementation is part of a larger npower initiative to find new ways to increase revenue and optimise revenue in a highly competitive market.

"Gaining visibility into compensation schemes is one of the quickest ways for a company such as npower to save money on avoiding inaccurate payouts and time-consuming processes for managing staff incentives," said Bill Schuh, vice-president for Europe at Callidus Software.

Npower said it had chosen Callidus because the software met its business needs, and the supplier had experience in sales management.

Another big factor was the supplier's partnership with SAP, which has enabled npower to link its sales performance management system to its wider ERP system from SAP.

Npower said it expected a quick return on investment because Callidus would enable sales executives to make better incentive decisions and implement new sales strategies rapidly.

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