The document explores the evolution of incentive compensation management (ICM) systems, highlighting the limitations of traditional reward systems in today’s complex sales environment. It discusses how modern ICM solutions, enhance efficiency and effectiveness by automating processes and providing real-time feedback. The paper introduces the “Overall Impact Assessment” (OIA) model from SDA Bocconi’s Commercial Excellence Lab, which evaluates the impact of ICM systems on businesses by measuring efficiency improvements, cost savings, and enhanced sales performance.