OpenSymmetry hosted a 3-hour pre-conference workshop during the 2013 WorldatWork Spotlight on Sales Compensation conference. The presentation was delivered on September 9th, 2013.

1. Riding the Maturity Curve
Sales Compensation Best Practices for
Program Administration
World at Work
September, 2013

2. Introduction
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3. About the Course
 The course is designed to be Interactive
 The concepts covered here are “real” and “application-ready”
 Offers an opportunity to share cross functional/ cross industry Insights
 Offers an opportunity to apply concepts to case studies
 Encourages self assessment
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4. Course Objectives
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About SPM Assessment
SPM Industry Thought Leadership
Where is my company at on the SPM maturity model?
Where does my company need to be on the maturity scale
(future state design) based on industry benchmarking/best
practices?
 What elements of SPM Maturity modeling do I need to
consider?
 How do I get to my future mode of operations?
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5. 2013 Sales Performance and Technology
Survey Highlights
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6. Course Objectives




About SPM Assessment
SPM Industry Thought Leadership
Where is my company at on the SPM maturity model?
Where does my company need to be on the maturity scale
(future state design) based on industry benchmarking/best
practices?
 What elements of SPM Maturity modeling do I need to
consider?
 How do I get to my future mode of operations?
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7. 2013 Sales Performance and Technology
Survey
 Plan Design
 Plan Administration
 Reporting and Analytics
 Technology Used and New Investments
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8. Key Highlights: Plan Design
According to the survey, the responsibility of designing the compensation plans
still lies primarily within the Sales Operations
Sales Compensation Administration owner : 2013
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9. Key Highlights: Plan Administration
Which of the following best describes how sales compensation administration
(not design) is managed within your organization?
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10. Key Highlights: Plan Administration
The biggest challenges in plan administering continue to be large number of
manual adjustments, a high degree of complexity of the sales compensation
program, and data issues
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11. Key Highlights: Plan Administration
Effectiveness of the sales compensation administration processes is mostly
measured by comparison of incentive payouts to budget and by the accuracy rate
Modes of evaluating the effectiveness of the sales compensation administration process : 2013
Option
Percentage
Incentive payouts in relation to budget
77.5%
Accuracy rate
50.0%
Time to payout each period
42.5%
Number of questions from the field
45.0%
Response time to field requests
32.5%
Audit Scores
40.0%
Sales time spent on compensation issues
30.0%
Ratio of total administration cost to sales
27.5%
Other
12.5%
N/A
0.0%
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12. Key Highlights: Technology Investments
What are the key issues affecting your decision?
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13. About Sales Performance Management
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14. Course Objectives




About SPM Assessment
SPM Industry Thought Leadership
Where is my company at on the SPM maturity model?
Where does my company need to be on the maturity scale
(future state design) based on industry benchmarking/best
practices?
 What elements of SPM Maturity modeling do I need to
consider?
 How do I get to my future mode of operations?
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15. What is SPM? Why is it Important?
Sales Performance Management is a rigorous approach to
optimizing resources to improve sales performance and ultimately
drive sustained competitive advantage for the company. It
leverages:
 Advanced Strategies
 Streamlined Processes
 Optimized Organizational structure
 Next-generation technologies, and
 Measurable metrics
Over 81% of sales reps achieve their annual quota at companies that
emphasize SPM, while lagging companies typically see only 25% of their reps
achieve these quota goals.
Additionally, these best-in-class companies that apply SPM also have 3x
higher annual growth in revenue than lagging companies.
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16. SPM Assessment: Triggers
Strategic
Situational
Triggered by Corporate
Vision
Triggered by an Event
SPM Assessment,
Implementation
and Automation
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17. SPM Assessment Coverage
A holistic review of all pillars within SPM: Candidate Selection, Sales Enablement,
Sales Process and Methodology, Sales Compensation Administration & Design,
and Territory & Quota helps set the CMO and FMO
Sales Performance Management
Sales Strategy & Transformation
Candidate
Assessment,
Selection & OnBoarding
Sales Coaching &
Training
Sales Process /
Methodology
Sales
Compensation
Administration &
Design
Territory & Quota
Business Intelligence
Enabling Technologies
Business Process Management (BPM)
Organization / People
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18. Exercise 1 – SPM Case Study – Challenges
and Pain Points
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19. Exercise 1: SPM Challenges and Pain Points
 Please list the challenges faced by Company ABC
 What factors do you think contributed to these challenges?
 What benefits did Company ABC realize by implementing an
incentive compensation management program?
 What are some of your pains points for your company within SPM?
Please rank based on degree of business impact?
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20. For access to the remainder of this presentation, please visit our website
for a direct download of the entire presentation here.
SPM Maturity Model
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