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Effective Use Of Bonus And MBO Incentives
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Effective Use Of Bonus And MBO Incentives

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  • 1. Effectively Leveraging Objectives to Drive Performance Laura Roach Director, Process Solutions Callidus Software Inc.
  • 2. Agenda
    • Common Challenges
    • Variations of Objective Management
    • Leading Solutions for Performance Mgmt
    • What is TrueResolution
    • What is MBO Management & Bonus Allocation
    • Sample Business Scenarios
  • 3. Common Challenges – What the Market Says… Percentages indicate % of Organizations Responding in Category World at Work Journal, 3Q 2007 Pay for Performance, Measures, Standards & Goals Represent highest areas for improvement
  • 4. Common Challenges – What the Market Says…
  • 5. Common Challenges – What we Have Seen…
  • 6. Variations of Objective Management
    • Ways to measure and set objectives…
      • quantitative or qualitative
      • Individual Based
      • Team Based
      • Combination
  • 7. Callidus Sales Performance Management Suite Integrating sales and incentive data Sales Ops Finance Sales Visibility Sales Transparency Sales Incentive Insights TrueInformation TrueAnalytics Order Mgt Payroll SFA HR Other Execution Incentive Agility Distribution Management Efficient Workflows TrueComp Manager TrueProducer TrueResolution Planning Effective Quotas Optimized Territories Callidus Quota Management Callidus Territory Management Confident Forecasts TrueComp Modeling
  • 8. Objective Management Solutions Integrating sales and incentive data Leveraging TrueComp and TrueResolution, MBO’s and Bonuses can be measured, tracked, communicated, and assessed to ensure effective pay for performance Objective Mgmt Solutions Visibility Sales Transparency Sales Incentive Insights TrueInformation TrueAnalytics Order Mgt Payroll SFA HR Other Execution Incentive Agility Distribution Management Efficient Workflows TrueComp Manager TrueProducer TrueResolution Planning Effective Quotas Optimized Territories Callidus Quota Management Callidus Territory Management Confident Forecasts TrueComp Modeling
  • 9. What Is Callidus TrueResolution?
    • Self Service Portal for sales force and channel partners to submit disputes or change requests
    • Business process system to automate and coordinate the resolution of disputes and requests
    • Completely Auditable Request Tracking and Processing System
    • Administration of data cleansing and maintenance
  • 10. General Features
    • Completely Web-Based
    • Reportable Tracking Information
    • Request Process can be monitored for optimization
    • Directly Accesses TrueComp Repository
      • Request Submission guided by direct access to TrueComp data and Validated
      • Collects Information for Changes to be applied to TrueComp
    • Configurable Business Processes
    • Configurable User Interfaces
    • Flexible and Extensible
  • 11. Objective Management Solutions
    • Callidus MBO Solution (Individual)
      • Two workflows:
        • Set MBOs
        • Score MBOs
      • Two approval levels plus auditor review
      • Approved scores sent to TC for payment processing
    • Callidus Bonus Allocation Solutions (Team)
      • One workflow to review and assign bonus/pooled amounts per team
      • Two approval levels plus auditor review
      • Approved amounts updated in TC for payment processing
  • 12. Callidus MBO Solution
      • MBO Definition Process (workflow)
        • The assignment of performance metrics. These metrics are assigned by a person’s manager and approved by a manager the next level up.
      • MBO Scoring Process (workflow)
        • Includes the evaluation of the employee’s performance based on the originally defined metrics during the definition process.
  • 13. MBO Setting Workflow
      • The definition processes (workflow) where an employee is assigned performance metrics. These metrics are assigned by a person’s manager and approved by a manager the next level up.
  • 14. MBO Scoring Workflow
      • The scoring process (workflow) includes the evaluation of the employee’s performance based on the originally defined metrics during the definition process.
  • 15. Callidus Bonus Allocation Solution
      • The allocation of bonus or pooled amounts to an individual or team of individuals.
  • 16. Sample Business Scenarios
    • MBO
    • Bonus Allocation
    • Combination
  • 17. Effectively Leveraging Objectives to Drive Performance Laura Roach Director, Process Solutions Callidus Software Inc.