FAQ

What is Sales Performance Management?

Frequently Asked Questions

Everything you need to know about Sales Performance & Incentive Compensation Management

We’ve compiled the most frequently asked questions to help you quickly find the information you’re looking for. Use the filters to explore different categories

Pick a topic

General understanding
Incentive modeling
Trust & transparancy
Governance compliance & auditability

General understanding

Sales Performance Management (SPM) is a strategic discipline that covers everything related to managing, guiding, and optimizing sales performance including territory planning, quota setting, incentive compensation, coaching, analytics, and performance tracking. Incentive Compensation Management (ICM) is a subset of SPM focused specifically on the design, calculation, administration, and payment of sales compensation plans.

SPM = end-to-end performance ecosystem.
ICM = compensation and payout engine.

Find out more about Sales Performance Management in Vulki by Akeron
Because manual tools break under scale and complexity. Excel and CRM are not designed for:
  • Many transactions
  • Multiple plans, tiers, accelerators and exceptions
  • Frequent plan changes
  • Auditability and compliance
  • Clear visibility and trust for reps and managers
  • Automated workflows
  • Easy and fast integration with other enterprise software
A dedicated SPM/ICM solution reduces errors, improves trust, saves admin time, supports compliance, and motivates sales managers and employees with real-time insights. It makes the process more efficient whilst enabling performance growth Find out more about sales incentive management in Vulki by Akeron
  • Sales Operations/Revenue Operations – admins of plans and performance dashboards
  • Finance/Controlling – forecasting – accruals, and payout approvals
  • HR/Compensation & Benefits – plan governance and alignment
  • Sales Managers – team performance insights
  • Sales Reps – transparency into earnings
  • IT – integrations, data flows, and security oversight
Find out more about all the departments involved in Sales performance and incentive compensation management

Incentive plan design, calculation, what-if analysis

Yes. Modern ICM tools support highly complex and multi-layered plans, including:
  • Tiered rate structures
  • Accelerators and decelerators
  • Product- or geography-specific logic
  • Caps, floors, guarantees, and MBOs
  • Exceptions and manual adjustments with audit trails
Find out how to handle incentive compensation management with Vulki by Akeron
Yes. Modern platforms include:
  • Automated clawback logic
  • Adjustment workflows with approvals
  • A dedicated dispute resolution module with tracking and communication through A mobile application
Discover more on Vulki by Akeron’s application.
By leveraging historical performance data, the system allows you to model different scenarios such as adjusting quotas, modifying accelerators, changing product weightings, or introducing new incentive rules and immediately see how these modifications would have affected past payouts. This capability helps you:
  • Evaluate financial impact
  • Identify unintended consequences
  • Compare multiple plan versions
Find out more about Incentive compensation management in Vulki by Akeron

Trust and transparancy

Yes. Reps get dashboards showing:
  • Attainment
  • Earnings-to-date
  • Deal-level attribution
  • Forecasted and projected earnings
  • Leaderboards, status, levels
Discover how Vulki by Akeron SPM app works
Yes. Managers have access to hierarchical dashboards with:
  • Individual and team performance
  • Pipeline and quota attainment
  • Leaderboards
  • Alerts for at-risk performers
Find out more about sales incentive compensation management in Vulki by Akeron

Governance compliance & auditability in SPM

Yes. The system provides comprehensive auditability and governance features designed to ensure transparency, compliance, and full control over your incentive compensation processes.

Full Audit Trails

Every action performed in the system is automatically logged, timestamped, and versioned, including:
  • Calculation runs and recalculations
  • Adjustments and manual overrides
  • Plan configuration changes (rates, quotas, eligibility, rules, payout curves)
  • Data imports, exports, and integrations
  • User actions, such as approvals, comments, and data edit
These audit trails give you a complete “who did what and when” record, which is essential for internal controls, compliance audits, and resolving disputes.

Find out more about Vulki by Akeron’s Sales Performance Management software

TRY Vulki

Start Today!
Request a demo
Contact us