The UK's largest electricity supplierRWE
npowerhas 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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