Sales Performance Management · ICM
Pay your sellers accurately, plan with confidence, and see what drives revenue
ConsultingBlocks is a specialist SPM and incentive compensation partner with deep expertise in SAP SuccessFactors Incentive Management (formerly Callidus Cloud and SAP Commissions) and Varicent. We design plans, implement platforms, and run your commission operations so every payout is right and on time.
SPM and ICM, explained
Incentive compensation is the heart of sales performance management
Sales performance management (SPM) covers the full cycle of planning, paying and improving a sales force. Incentive compensation management (ICM) is the part that calculates and pays commissions, and it is where most of the effort, risk and cost sit. We cover the whole cycle, with ICM at the center.
Sales planning
Capacity, coverage and headcount models tied to revenue targets.
Territory & quota
Balanced territories and fair quotas that sellers believe they can hit.
Plan design
Commission plans that reward the behavior the business needs.
Calculate & pay
Crediting, calculation, approvals, statements, disputes and payroll.
Analyze
Pay-for-performance, cost of sales and plan effectiveness reporting.
Our focus platforms
Deep expertise on the two platforms we know best
We go deep rather than wide. Our consultants have built, fixed and run SAP and Varicent programs for years, so you get people who already know the edge cases.
SAP SuccessFactors Incentive Management
Implementation, migration, integration with SAP and non-SAP systems, and managed support across Incentive Management, Territory and Quota, and Agent Performance Management.
Explore SAP services → VaricentVaricent Incentives & Sales Planning
Model design, implementation, performance tuning, and support for Varicent incentive compensation, territory and quota planning, and seller insights.
Explore Varicent services →We also advise on platform selection and support programs on [other platforms you cover, if any].
Services
Strategy, delivery and ongoing operations under one roof
Strategy & design
Get the plan right first
- SPM program assessment and roadmap
- Incentive plan design and modeling
- Territory and quota strategy
- Channel and partner incentives
- Platform selection and business case
Implementation
Deliver a platform people trust
- New SAP and Varicent implementations
- Migrations from spreadsheets or legacy tools
- Integrations with CRM, ERP, HR and payroll
- Parallel testing and payout reconciliation
- Admin and end-user training
Managed services
Keep every close on track
- Monthly and quarterly close support
- Plan-year changes and new plan rollouts
- Dispute and inquiry handling
- Performance tuning and health checks
- Release and upgrade management
Delivery roadmap
How an SPM program comes together
Every implementation follows the same proven path, from the first assessment to steady-state support.
Why it matters
Signs your compensation program needs attention
Close takes too long
Commission close drags on because data arrives late and adjustments are manual.
Sellers don't trust statements
Reps keep shadow spreadsheets and disputes land in the comp team's inbox every period.
Plan changes are painful
Every new plan year means weeks of rework and risky last-minute configuration.
Audit findings
Approvals, changes and payout logic are hard to trace for SOX or internal audit.
The system has drifted
Years of patches have left rules nobody fully understands and batches that run for hours.
No view of plan effectiveness
Leaders can't see whether spend on incentives is actually driving the right results.
Industries
Programs we understand from the inside
Insurance
Agent and broker compensation, hierarchies, licensing and chargebacks.
Financial services
Banker, advisor and relationship manager incentives with strict controls.
High tech and software
SaaS bookings, ARR, multi-year deals and overlay roles.
Life sciences and med tech
Field sales incentives, territory alignment and compliance.
Telecommunications
Dealer, retail and channel compensation at high volume.
Manufacturing and distribution
Margin-based plans, rebates and distributor incentives.
Energy
Residential and commercial sales programs with complex milestones.
[Add or remove]
[Confirm the industries you have delivered in.]
Results
What clients get
- Accurate, on-time payouts every period
- Statements sellers understand and trust
- A clear audit trail for every calculation
- Plan changes made quickly and safely
FAQ
Common questions
Should we call it SPM or ICM?
Both describe the same work. ICM is the commission calculation and payment process. SPM is the wider umbrella that also includes sales planning, territories and quotas. We help with all of it.
Can you take over a system another partner implemented?
Yes. We start with a health check to document how your system works today, then agree on a support plan.
Do you only work on SAP and Varicent?
They are our specialty and where we have the deepest bench. [State whether you support other platforms.]
How long does an implementation take?
It depends on payee count, plan complexity and integrations. After a short assessment we give you a clear, detailed delivery plan.
Is your commission program ready for next plan year?
Book a free SPM assessment call. We'll review your current setup and share the three changes with the biggest payoff.