Sales Comp Planning Process Recording

Driving the Sales Compensation Plan Design Process

“ Get a GamePlan” Program ,[object Object],[object Object],[object Object],[object Object]

Makana Solutions, Inc. ,[object Object],[object Object]

Planning to Payment: Coming Soon ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Modeled Calculated Planning % Attain Formulas Rate Payout < 100 Rate x Credit 5% $5,000 = 100 Rate x Credit 10% $10,000 > 100 Rate x Credit 15% $15,000 Payment % Attain Formulas Rate Payout < 100 Rate x Credit 5% $5,000 = 100 Rate x Credit 10% $10,000 > 100 Rate x Credit 15% $15,000

Driving the Planning Process ,[object Object],[object Object],[object Object],[object Object]

Benefits of Advanced Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],None of these things happen:

Overview of the Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Multiple Perspectives Needed ,[object Object]

Division of Responsibilities Responsible for leading these efforts during process Sales Leader Role definition, design, definitions and communication Sales Ops Performance analysis, quota allocation, territory assignment and document creation CEO Strategy and alignment Finance Analysis, modeling, budget and administration Marketing Market analysis, product strategy and pricing HR Role assessment, benchmarking, general policies Legal Contract language for arbitration and signoff

Establish Timeline ,[object Object],[object Object],[object Object],[object Object],Traditional timeline for a $10M SW company with 10 reps W1 W2 W3 W4 W5 W6 W7 W8 “ ” We probably reduced the process from a 2 person, 2 month process to a one person, two week process. Steve Balk, VP Sales

Use Motivator Planning to reduce the timeline

Identify New Macro-level Sales Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object]

Assess Current Plan ,[object Object],[object Object],[object Object],[object Object],[object Object]

Assess Alignment to Strategy ,[object Object],[object Object],[object Object],[object Object]

Assess Team Motivation ,[object Object],[object Object],[object Object],[object Object],[object Object]

Assess Competitiveness ,[object Object],[object Object]

Assess the Return on Investment ,[object Object],[object Object],[object Object]

Assess Your Feedback Loop ,[object Object],[object Object],[object Object],[object Object],The more frequent the feedback the better the results

Listen for Symptoms * “Check Your Sales Compensation”, Workspan, 01/05 By Mark Donnolo, Sibson Consulting

Top Job Design Errors* ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],* Compensating the Sales Force , David Cichelli

Example: How to Analyze Pay for Performance Annual Attainment Are you paying the same for equal performance?

Performance Distribution Curves Aim for a bell curve with 60% at or over quota

Rollout – Communicating the Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Implementation ,[object Object],[object Object],[object Object],[object Object]

Resources ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Next Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Comp Planning Process Recording

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