MEDIA CONTACT: Arthur Gehring
Makana Solutions
781.652.7020
agehring@makanasolutions.com Sales Comp Survey of SMB's Shows Shift in Business Strategy in Response to Recession89% of Respondents are Changing their Sales Compensation to Adapt to the Economic Conditions.LEXINGTON, Mass., April 2, 2009 - Makana® Solutions Inc., the leading provider of self-service sales compensation solutions, today announced the results of the first ever SMB Sales Compensation Survey. Key findings include: - SMB's are looking for new sources of revenue, with 63% responding that "generating new revenue streams" is their greatest business challenge in this economy.
- Respondents are identifying growth strategies, reducing costs, and optimizing sales productivity to cope with the recession.
- In their effort to optimize sales productivity, SMB's are looking at their sales comp as an area for improvement. Only 13% of respondents indicated that their plans were "very effective" in driving strategy, even though over 75% indicated that they spend 5% or more of revenue on sales comp.
"SMB's are looking to improve their sales compensation to cope with these challenging times. The survey results show that most SMB's spend 5% or more of revenue on sales compensation, but only 13% are ‘very satisfied' with their sales compensation's effectiveness in driving strategy," states Makana Solutions CEO, Liz Cobb. "This dissatisfaction is the result of the inadequacy of spreadsheets and word processors to build and manage effective sales compensation. Our resources and online tools help SMB's build and manage great sales compensation" The survey entitled "SMB Sales Compensation Survey Q1 2009," is available here: www.makanasolutions.com/compensation-survey, as well as a webinar recording where sales compensation experts analyze the results. About Makana Solutions
Makana Solutions' self-service on-demand software helps more than 250 small and mid-sized businesses design and deliver effective sales compensation that supports company goals and motivates sales to deliver results. Makana Motivator Express is the first solution designed specifically for effective incentive compensation planning. Makana Motivator Pro includes the planning capabilities, plus the ability to calculate payments and share graphical commission statements and performance reports. Makana has certified integration for salesforce.com sales compensation and is available on the salesforce.com AppExchange. Makana Solutions also offers expert sales compensation consulting and free best-practice resources on their web site www.makanasolutions.com.
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