ASC 606: The Impact on Sales Compensation

Available On-Demand

Duration:60 minutes


Effective 1st January 2018, US and European companies will have to be compliant with the new ASC 606 and IFRS 15 accounting standards respectively, as new revenue recognition rules bring changes to sales commission accounting.

This webinar, led by Kevin Gray, Business Unit Executive, Marketing at IBM and Maneesh Gupta, Managing Partner at Spectrum Technologies, a leading implementer of incentive compensation management (ICM) technology, will guide you through the key requirements of ASC606 – covering the 5-step model of revenue recognition, what’s changing and how does it impact the accounting for sales compensation.

Whether you capitalize or expense the sales commission, depends upon several factors - such as the contract duration, delivery schedule and even the role of the person in the organization. Through the sharing of specific types of sales contracts and business situations, we’ll show you ASC 606 compliant ways to handle sales compensation. We’ll also cover the impact of ASC 606 on incentive compensation systems.

Join our webinar and learn:

  • What these new standards are
  • How they impact sales commission accounting
  • How to build a model for revenue recognition from customers
  • How to account for some real world scenarios of Sales Compensation situations
  • How to get your SPM systems ready for ASC 606


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Kevin Gray

Kevin Gray is the Business Unit Executive, Marketing Sales Performance Management (SPM). Kevin has written several articles and thought leadership white papers on the topics of sales performance management and incentive compensation and is a frequent speaker on webinars and industry events. Kevin has over 20 years of experience working with leading companies in many segments of the technology sector including IBM, Varicent, Anaplan, Oracle, NetSuite, Siebel Systems, PeopleSoft, Microsoft, and Janna Systems. Over his career, Kevin has helped many organizations implement and adopt Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), eCommerce, Human Resource (HR) and Sales Performance Management (SPM)/Incentive Compensation Management (ICM) solutions. Kevin holds a Business Administration, Computer Programming from Saint-Lawrence College of Applied Arts & Technology.

Maneesh Gupta

Maneesh oversees business development and customer success for Spectrum. For the past 15 years he has been heavily involved in Sales Performance Management (SPM) industry, first as a consumer of the SPM software, and then as a System Integration partner for all major SPM software vendors. Under his leadership Spectrum has helped more than 75 enterprise customers in selecting, designing and implementing SPM tools. Maneesh holds a degree in engineering from I.I.T. Delhi and an MBA from Santa Clara University.


ASC 606: The Impact on Sales Compensation
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