What is structural sales in SAP ICM - Incentive and Commission Management (ICM)?

SAP Term: structural sales

• Component: ICM

• Component Name: Incentive and Commission Management (ICM)

• Description: Incentive and Commission Management Sales unit which is hierarchically structured and usually legally independent. Employee remuneration and career paths within structural sales are performance-oriented and the emphasis is placed on sales success and the procurement of new staff.

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• Key Concepts: 
  Structural Sales is a term used in ICM Incentive and Commission Management (ICM). It is a type of sales incentive that rewards salespeople for achieving certain goals or objectives. Structural Sales is based on a hierarchical structure, where each level of the hierarchy has its own set of goals and objectives. The higher up the hierarchy, the more difficult the goals and objectives become. 
  
  How to use it: 
  Structural Sales can be used to motivate salespeople to reach their goals and objectives. It can also be used to reward salespeople for achieving certain milestones or targets. The structure of Structural Sales can be customized to fit the needs of the organization. For example, an organization may choose to reward salespeople for reaching certain levels of sales volume or for achieving certain customer satisfaction ratings. 
  
  Tips & Tricks: 
  When setting up Structural Sales, it is important to consider the goals and objectives of the organization. It is also important to consider the incentives that will be offered to motivate salespeople to reach their goals. Additionally, it is important to ensure that the structure of Structural Sales is fair and equitable for all salespeople involved. 
  
  Related Information: 
  Structural Sales is just one type of incentive that can be used in ICM Incentive and Commission Management (ICM). Other types of incentives include performance-based incentives, team-based incentives, and customer-based incentives. Additionally, ICM also offers other features such as reporting, analytics, and forecasting tools.