anaplan spm webinar series, part 4: motivating the right behavior with incentive compensation

Presented by

© Copyright 2016 The Sales Management Association. All rights reserved.

Sales Management Association Webcast

14 December 2016

Motivating the Right Behavior with Incentive Compensation

Hassan MahmoodManaging Director & Founder Voiant [email protected]

Rowan TonkinPractice Lead, Sales & Marketing [email protected]

mailto:[email protected]

2© Copyright 2016 The Sales Management Association. All rights reserved.

About The Sales Management AssociationA global, cross-industry professional association for sales operations and sales management.Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners.www.salesmanagement.orgwww.salesmanagementconference.com

About the Sales Management Association

17 – 19 OCTOBER 2017 ATLANTA

http://www.salesmanagement.org/

http://www.salesmanagementconference.com/


Today’s Speakers

Hassan MahmoodManaging Director & FounderVoiant [email protected]



Presented by


Sales Management Association Webcast

14 December 2016

Motivating the Right Behavior with Incentive Compensation

Hassan MahmoodManaging Director & Founder Voiant [email protected]



The sales performance management webinar series

ANAPLAN.COM/SPM-SERIES

Defining a compensation plan for every rep

SALES OPS WEBINAR SERIES: PART 4

The traditional planning to performance pathway

Account

Segmentation

and Scoring Capacity Planning and Management

Marketing

Budget

Allocation Marketing

Campaign

Planning

Compensation Planning

Deal Desk Crediting

Marketing

Attribution

Territory Planning and ManagementQuota Planning and Management

Forecasting Commissions

Campaign

Performance

ManagementMarketing

Spend

Management

Account

Planning

The connected pathway to smart sales performance

Account Segmentation and Scoring

Capacity Planning and Management

Marketing Budget

Allocation

Marketing Campaign Planning

Compensation Planning

Deal Desk

Commissions

Marketing Attribution

Territory Planning and Management

Quota Planning and

ManagementForecasting

Crediting

Campaign Performance Management

Marketing Spend

Management

Account Planning

Sales insightSales operations

Demands innovative products & sales models

Requires agility by sales leaders to execute

Elevates the value of sales performance management

Sales planning

Sales performance management

Establish an effective sales strategy; aligning sales objectives and sales

behaviors with your company goals.

Deliver your products to market with sales models that achieve sales goals and

bottom line results – ahead of the competition.

Sales insights worth sharing with the C-Suite. Deliver real-time performance in

one connected platform – say goodbye to spreadsheets.

More than ever before Sales Performance Management and the role of Sales Operations in your organization are critical to success.

The evolution Of SPM 1980s: Homegrown programs

Early 1990s: Excel-based calculations

Late 1990s: Beginning of incentive compensation solutions

2000s: Adoption of quota, territory increased competition from SPM capabilities

2010s: Move to the cloud

Today: Analytics-driven coaching and enablement forecast and model outcomes for smarter incentives

Poll question 1

How are you processing incentive compensation today?

1. Homegrown Solution2. Excel Based3. ICM Point Solution

Our view – The sales data desk

Build the capability not just to calculate commissions, but to truly gain insight and take action on what is critical to the success of your business and motivate the right behavior.

• Goals / quotas• Territory / assignments• Pipeline and forecast• Sales reps / Hierarchy• Customers & sales data• Products & sales data• Incentives / payout• Sales transactions and attainment

• Sales financials • Marketing - plans, goals • Product management - Goals,

growth, share • Customer Analysis - Share, target,

potential spend• Sales Process - Coaching,

messaging, collaboration, adoption• Sales training assets

Performance information Sales effectiveness, results &

predictability Sales goal allocation & coverage /

territories Product sales & marketing

effectiveness Customer sales goals, plan, and

results Financial impact of sales resources High performing sales reps /

leaders

Better insightsSales information

Better data yields smarter: Sales planning, operations & insight

Enterprise / reference data Financial data Marketing data Product data - Pricing, launch,

goals Customer data – Share, target,

spend analysis HR / organization data Business unit / management KPI’s

Sales performance data Goals / quotas Pipeline and attainment Territory / assignments Sales reps / hierarchy Customer level sales Product level sales Incentives / payout Sales process * enablement

+ =

SPM insight Sales effectiveness, results &

predictability Sales goal allocation & coverage /

territories Product sales & marketing

effectiveness Customer sales goals, plan, and

results Financial impact of sales resources High performing sales reps / leaders

Enhancing sales performance information with enterprise product, marketing, financial, and HR information can deliver new leadership insight.

Sales performance data: A treasure trove of information and insight

Poll question 2

How satisfied are you with the reporting and analytics that you use for sales management and to the field?

1. Highly satisfied2. Satisfied3. Neutral4. Dissatisfied5. Highly dissatisfied

Sales forecasting and resultsQuestion

What is my attainment and how has that translated into incentive compensation?

Information

Incentive calculation Sales attainment Bonuses / awards

Insight

Incentive & attainment calculations with drill down by product/customer – in time to impact a sales performance period



+ How much can I earn based on the deals in my pipeline? Where should I spend my time?

Information


Opportunities in pipeline (by customer, stage, size, product)

Insight


Provide sellers / managers the ability to model potential attainment and earnings – aligned to sales stage, close dates and value in pipeline



+ How much can I earn based on the deals in my pipeline? Where should I spend my time?

+ How can I improve forecasting accuracy and the success rate for closing business in my pipeline?

Information


Opportunities in pipeline (by customer, stage, size, product)

Pipeline info (sales stage, customer, product, buyer)

Sales process (messaging, coaching)

Training assets

Insight


Provide sellers / managers the ability to model potential attainment and earnings – aligned to sales stage, close dates and value in pipeline

Aligning the right tools, expert knowledge, coaching and sales assets at every deal stage – improving sales predictability, effectiveness and results at all levels

Understanding top performanceQuestion

Which sellers and/or managers generated the most sales? By geography or industry?

Information

Sales attainment Sales by product Sales by customer Sales by territory

Insight

Rankings of sales results aligned by product, geo or customer – to understand sales performance in terms of product, customer or business unit objectives



Who are best at selling new or specific products? Or selling to new customers?

Information


Sales attainment Sales by product Sales by customer Customer information

Insight


Identify sellers most effective in sales situations that can impact your business - insight that can impact roles, goals and how new sellers perform



Who are best at selling new or specific products? Or selling to new customers?

What sellers are having the biggest impact on our bottom line?

Information


Sales attainment Sales by product Sales by customer Customer information

Sales attainment Sales financials (revenue,

profit) Incentive payouts

Insight


Identify sellers most effective in sales situations that can impact your business - insight that can impact roles, goals and how new sellers perform

Understand which sellers are generating the most revenue and profit margin - vs. incentives paid or rankings on % of goal.

Sales data hub: Capturing quality input data at the right level of detail regularly

Inbound data integration

Types of data:• HR data• Sales Goal/Quota Data• Sales Hierarchy Data• Territory Data• Sales Activity / Transaction Data• Sales Assignment / Crediting Data• Customer Data• Product DataChallenges:•Multiple Sources•Manual vs. Automated• Level of Detail• Frequency• Format•Data Quality• Validation

Sales transactions• Sales Date• Compensation Processing Date• Order Received Date• Sales Order Number• Territory/Rep Assignment• Product/Bundle Sold• Product Group• Product Line• Billed To• Shipped To• Geography Sold To• List Price• Sold Price• Discount

Sales reps• Name• Employee Information• History of Jobs Served with Time

Ranges• Job Titles• Salary(Current and Historical)• Target Incentive (Current And

Historical)• Geographic Territory• Team• Managers(Current and Historical)• Assigned Payment Plan(Current And

Historical)• Quota(Overall and Product/Service

Based Targets)• Termination, Leave of Absence DatesPayment plans• Name• Payment Breakdown(Base Versus

Commissions/Bonus/SPIFFs)• Roles Covered• Historical Versions

Quotas• Overall Quotas(Current and Historical)

—For Entire Organization, Teams, Regions, Districts, Territories, Product Lines

• Quotas By Product/Services Group(Current and Historical)—For Entire Organization, Teams, Regions, Districts, Territories, Product Lines

Sales hierarchies • Overall Organizational Hierarchy—From

Execs To Field Force• Geographic Based Hierarchy—From

Area/Region/District/Territory View of Information

• Snapshots of Hierarchies—Capturing Versions of This Information Every Month

Territories• Geographic Based

Territories—Area/Region/District/Territory/Zip Code

• Rep and Product Representation In Territories

• Snapshots of Territories-- Hierarchies—Capturing Versions of This Information Every Month

The sales performance management webinar series

ANAPLAN.COM/SPM-SERIES


Your Questions

Hassan Mahmood

Managing Director & Founder

Voiant Group

[email protected]




Did we run out of time before we got

to your question?

Presenters can follow-up with you via email. Feel free to submit more

questions if you’d like an offline response.



Thank You

Thank You