Show the folks in finance a sample set of your sales incentives data and chances are good they are going to see some things that don't sit perfectly well with them: invoice numbers curiously out of sequence, unusual purchases such as five sets of tires for one customer and the like.
Incentive program compliance may not be keeping anyone awake at night in sales ops or marketing, but there is a high likelihood that your shareholders and the people in finance would feel better knowing where all the money goes at the end of a promotional program.
Reducing payment of fraudulent claims is one of those situations where an ounce of prevention is worth many pounds of cure.
It's so important to be aware of the impact of fraud on your promotion spend simply because it has a huge impact. Fraud is costly – and in today's competitive business environment, smart companies are always looking for ways to save money and improve their bottom line. Think about it this way: if you control the company's channel marketing or promotional spend, every dollar you save from fraud is a dollar you can dedicate towards a higher value reward in your program or rewarding an additional person. This can mean the difference between a good sales incentive program and a great sales incentive program. In turn, channel marketing people can keep their sales associates happy and the associates continue to support their business.