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Copyright © OpenSymmetry Inc. Proprietary Information
Sales Performance
Management
November 19 2015
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Copyright © OpenSymmetry Inc. Proprietary Information
1. What is SPM?
2. Why will automation help you?
3. How to identif...
3
Copyright © OpenSymmetry Inc. Proprietary Information
What is SPM ?
4
Copyright © OpenSymmetry Inc. Proprietary Information
How Tough Can It Be?
5
Copyright © OpenSymmetry Inc. Proprietary Information
TQM
Territory planning and
target setting
SPMSales Performance
Man...
6
Copyright © OpenSymmetry Inc. Proprietary Information
Territories, Accounts, and Quotas
Sales cycle activity generally
t...
7
Copyright © OpenSymmetry Inc. Proprietary Information
Why is SPM Important?
What benefits can be realized by automating ...
8
Copyright © OpenSymmetry Inc. Proprietary Information
The SPM Maturity Curve
● Basic Calculations
● Manual Process
● Rea...
9
Copyright © OpenSymmetry Inc. Proprietary Information
Case Study Findings and Initiatives
Current State Future State
Pil...
10
Copyright © OpenSymmetry Inc. Proprietary Information
Case Value Grid
Positive Impact to Sales Performance in FY16
Ease...
11
Copyright © OpenSymmetry Inc. Proprietary Information
Business Case Drivers for SPM Automation
Cost Reduction
● Commiss...
12
Copyright © OpenSymmetry Inc. Proprietary Information
Case Study – Payback in 13 months
Current State Issue ICM Value P...
13
Copyright © OpenSymmetry Inc. Proprietary Information
How to Identify
the Right
Solution for You?
success is:
When it w...
14
Copyright © OpenSymmetry Inc. Proprietary Information
3 Risks
1.
2.
3.
Requirements Gathering
Product Selection
Deploym...
15
Copyright © OpenSymmetry Inc. Proprietary Information
Collect
Credit
Calculate Compensate
Communicate
Change
CONTROL
Th...
16
Copyright © OpenSymmetry Inc. Proprietary Information
CONTRACT
• Licenses – how
many, account for
growth
• Services – e...
17
Copyright © OpenSymmetry Inc. Proprietary Information
technology
purchase
The OS Roadmap takes you
from uncertainty to ...
18
Copyright © OpenSymmetry Inc. Proprietary Information
Data Strategy SPMSales Performance
Management
End-to-End
Process ...
19
Copyright © OpenSymmetry Inc. Proprietary Information
Contact OpenSymmetry to help you!
20
Copyright © OpenSymmetry Inc. Proprietary Information
Further
Information
Jon Clark
Director Strategy Services EMEA
jon...
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Sales Performance Management – what is it, why do I need it and how can I leverage an automated solution as a strategic advantage

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Presentation by Jon Clark, Director Strategy Services EMEA, OpenSymmetry, to E-reward's Showcase Compensation Management Software, 19 November 2015.
The session will focus around the What, Why and How of Sales Performance Management (SPM) and Incentive Compensation Management (ICM) automation. Learn:
• What SPM automation can do for your organisation, its benefits and real life stories of other organisations and how they are thriving in a new, more automated world.
• Why organisations embark on the journey to automation, including the tangible and intangible benefits and the potential costs. Understand how an automated solution can be used to enhance sales performance, reduce administrative headaches and allow your organisation to move from a day-to-day survival mode of calculation to using an SPM solution as a strategic advantage.
• How to manage the process of identifying the right solution for your company using OpenSymmetry’s 7C’s model.

Published in: Business
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Sales Performance Management – what is it, why do I need it and how can I leverage an automated solution as a strategic advantage

  1. 1. 1 Copyright © OpenSymmetry Inc. Proprietary Information Sales Performance Management November 19 2015
  2. 2. 2 Copyright © OpenSymmetry Inc. Proprietary Information 1. What is SPM? 2. Why will automation help you? 3. How to identify the right solution for you?
  3. 3. 3 Copyright © OpenSymmetry Inc. Proprietary Information What is SPM ?
  4. 4. 4 Copyright © OpenSymmetry Inc. Proprietary Information How Tough Can It Be?
  5. 5. 5 Copyright © OpenSymmetry Inc. Proprietary Information TQM Territory planning and target setting SPMSales Performance Management Sales Reporting Executive, Management and Administrative Reporting ICM – External Incentive Compensation Management ICM - Internal Incentive Compensation Management Talent Recruitment, Selection, Onboarding TQM Territory and Quota Management
  6. 6. 6 Copyright © OpenSymmetry Inc. Proprietary Information Territories, Accounts, and Quotas Sales cycle activity generally tracked in a CRM Calculate commissions and generate pay file Generate commission statements and operational reports Gain insight into performance, margins, products, spend SPM Process Automation
  7. 7. 7 Copyright © OpenSymmetry Inc. Proprietary Information Why is SPM Important? What benefits can be realized by automating the SPM process?
  8. 8. 8 Copyright © OpenSymmetry Inc. Proprietary Information The SPM Maturity Curve ● Basic Calculations ● Manual Process ● Reactionary ● Flexible and Configurable ● Owned by Business Team ● Focus on analytics not tactics ● Attract and retain top sales talent ● Automated Tools ● Lack Flexibility ● Basic Reporting ● IT Dependent Survival Mode Functional Operation Strategic Advantage
  9. 9. 9 Copyright © OpenSymmetry Inc. Proprietary Information Case Study Findings and Initiatives Current State Future State Pillar Client OS Benchmark Client OS Benchmark Candidate Assessment, Selection, Onboarding 2.58 1.63 2.5 4.13 3.5 3.5 Coaching and Training 2.62 1.5 2.25 4.10 3.5 3.5 Sales Process & Methodology 3.36 2.75 2.75 4.64 4.13 4 Territory and Quota Management 3.14 2 2.5 4.36 4 3 Compensation Design and Administration 2.29 1.5 2.5 3.83 4 4 Overall 2.8 1.88 4.21 3.83 This analysis shows sales performance capability below the benchmark Survival Strategic EmergingFunctional Differentiated
  10. 10. 10 Copyright © OpenSymmetry Inc. Proprietary Information Case Value Grid Positive Impact to Sales Performance in FY16 EaseofImplementation Size of calculator shows relative guideline cost Precise costs will need to be calculated as part of Roadmap phase Assess mobile tech. option Sales Process Training High Medium Low Upgrade recruitment process Implement SPM system Quota Setting Process Comp Plan Design Integrated Development Approach University use CRM process clarification Spiff Use Mgt. Dev Program
  11. 11. 11 Copyright © OpenSymmetry Inc. Proprietary Information Business Case Drivers for SPM Automation Cost Reduction ● Commission overpayment reduction ● Fewer, more standardized plans reduce cost of Sales, IT & Admin support ● Retention of high quality talent – low attrition ● Real-time visibility to metrics: ● Increased revenues through better performance tracking ● Greater ability to direct behavior ● Faster, more accurate performance reporting, ● Greater integration with other systems (CRM, CPM) ● Greater ability to model incentives, quotas, territory alignment ● Improved controls – workflows, approvals ● Best-in-class approach ● Improved auditing and compliance Performance Risk Management Decision Making
  12. 12. 12 Copyright © OpenSymmetry Inc. Proprietary Information Case Study – Payback in 13 months Current State Issue ICM Value Proposition Scale of Impact Likelihood Impact Quantification High operational risk and consequential reputational risk Provides a stable, robust platform that delivers reliable commission process High High Intangible High error rate in commission calculation, 1% overpayment estimated Reduction in error rate by at least 90%, effective tracking High High Tangible High level of operational FTE support Opportunity to reduce headcount or redeploy to more strategic, analytical activities High Medium Tangible Highly manual commission reporting process leading to shadow accounting and reduced selling time Real-time automated communication of sales performance and commission creates more selling time Medium Medium Tangible Lack of visibility and transparency for roles on sales performance, lack of flexibility on comp plan modelling leads to sub optimal margins Increased sales effectiveness through greater visibility of performance leading to high margins, agility to deploy plan variation and additional programs. External brokers find company easier to do business with High High Tangible Uncertainty over compliance capability/accuracy High level of compliance tracking accuracy provides accurate reporting Medium Medium Intangible
  13. 13. 13 Copyright © OpenSymmetry Inc. Proprietary Information How to Identify the Right Solution for You? success is: When it works! Real Results!
  14. 14. 14 Copyright © OpenSymmetry Inc. Proprietary Information 3 Risks 1. 2. 3. Requirements Gathering Product Selection Deployment Readiness
  15. 15. 15 Copyright © OpenSymmetry Inc. Proprietary Information Collect Credit Calculate Compensate Communicate Change CONTROL The 7 C’s of comp
  16. 16. 16 Copyright © OpenSymmetry Inc. Proprietary Information CONTRACT • Licenses – how many, account for growth • Services – external support IDENTIFY QUALIFY PRESENT SCOPE • Identify which vendors can deliver against your requirements • Demo scenarios • Scoring methodology • Determine Business Units in scope • 7Cs Current State • 7Cs Requirement • Assess shortlist using demo scenarios • Select vendor • Scoping methodology • Map requirements • Finalise implementation plan Selection Process
  17. 17. 17 Copyright © OpenSymmetry Inc. Proprietary Information technology purchase The OS Roadmap takes you from uncertainty to opportunity selectscopeevaluate implement adopt transform that’s the advantage uncertainty opportunity PLAN DEPLOY MANAGE ● Current state assessment ● Future State Roadmap ● Implementation Plan ● Business Case ● Software Selection ● Implementation Planning ● Deployment ● Change Management ● Business Operations ● Technology Support ● Process Optimization ● Transformational Outcomes
  18. 18. 18 Copyright © OpenSymmetry Inc. Proprietary Information Data Strategy SPMSales Performance Management End-to-End Process Redesign Resource Capacity Planning Centre of Excellence
  19. 19. 19 Copyright © OpenSymmetry Inc. Proprietary Information Contact OpenSymmetry to help you!
  20. 20. 20 Copyright © OpenSymmetry Inc. Proprietary Information Further Information Jon Clark Director Strategy Services EMEA jon.clark@opensymmetry.com +44 (0) 7768 558771 from strategy to success.

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