Sales Performance Management - PowerPoint Presentation

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Sales Performance Management

SPM, Batesville, JD Edwards, and You

Charles McGuinness

Director, Customer StrategySlide2

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What is SPM?Creating More Performant Organizations

better

MANAGE

performance

better

MOTIVATE

behaviors

better MENTOR best practices

MANAGE

MENTOR

MOTIVATESlide4

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Incentives

Games

Royalties

Commissions

Rebates

Customer

Loyalty

Complex

Time

& Labor

Management

Bonuses

Rewards

Coaching

Plans

Behavior

Modification

Engine

SPM: A Centralized, Cloud-Based Behavior Modification EngineSlide5

What is SPM?

Unlike CRM, which is customer focused, SPM is employee focusedTraditionally tied to Sales, but works with any organization where setting, monitoring, and meeting goals is critical.

Standalone applications, can be bought in piecesSlide6

Grow Revenue with Sales Planning and Optimization

Model incentive compensation plans and project total compensation spend budgets

Model and optimize territories using real-time embedded analytics

Identify gaps and overlaps in territory coverage

Calculate quotas using past performance or territory potential and apply seasonality

Territory, Quota, and Incentive Compensation Modeling

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Increase Operational Efficiency and Reduce Costs

Accelerate compensation plan review, approval, and acceptance with customizable plan document and approval workflow

Guided compensation plan creation flows to streamline the plan creation process

Mass update capabilities leveraging round-trip file import/export

Expedite rollout of plan changes with automated transfer of territory, quota, and compensation setups between environments

Roll out territories, quotas, and comp plans to your sales force on day one

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How does SPM intersect with JD Edwards?

Data from JD Edwards can be critical in devising goals, quotas, territoriesFeed sales performance data into incentive compensation when sales reps are not closing specific opportunitiesFeed account sales data to help devise better quotas and territories

Batesville example later in presentation

Can work with JDE CRM, HCM

Can use SPM to help motivate ERP users directly

Based upon any sort of metric, not just $Rewards can be bonuses, awards or even gamification badges

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Customer Case Study

Quota Planning @BatesvilleSlide10

Batesville

Company Overview

Challenges

Benefits

Anticipated Results

Batesville is a leader in the funeral industry. 200 account managers serve over 13,000 funeral homes with more than 850 different products via 80 regional service centers. 

Create a common platform and standardize processes for business transformation across field sales and telesales.

Improve sales force effectiveness and management to results using real-time KPI dashboards- less time on non-selling activity, gain back lost business, increase market share.

Industry: Industrial Manufacturing

Sales and Marketing processes were previously not automated or standardized.

Inconsistent user adoption of previous system with no mobile access to SFA.

Account Management lacked full visibility into customer data from JDE order history and products and selling activity.

Opportunity Management processes needed to more consultative, with more account planning performed based on the sales potential of each customer

Lacked complete visibility to cost of sale and pipeline .

Robust cloud and mobile accessible SFA application enabling simplified user experience and gain business visibility.

Mature with the business – extend with Territory Management, Quota Management and Incentive Compensation as ramp-up.

Improve Account Planning by Sales Reps focusing on high-value customers.

Sophisticated analysis of customer trends, pipeline, activities and related information with advanced reporting and dashboards.

Improve collaboration and coaching between Sales Management and Sales Reps by focusing on planned and completed customer activities.

Increase management visibility to activities spent with high-value customers.

Increase visibility into customer buying trends producing a measurable increase in sales.

Increase user adoption and improve data quality through mobile access.

Improve compensation management, defining quota and measuring results.

Insight Driven Sales Performance Management

LIVE

Accounts & Contacts

Opportunities

Prospects

Territory Management

Incentive Compensation

Quota Management

JDE

Oracle

Sales

Cloud

Customer Master

Products

Invoice

Quote and Order

Order history

Fulfillment

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Batesville Prior State

Quota Process

1-2 months

Compensation Process

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Challenges

Multi-department process touching sales, finance, ops, compensation, HR with delays & numerous wait times

Multiple excel versions passing between users leads to changes being missed. Size of Excel file(s) is challenging

More time spent crunching numbers than reviewing numbers

1 to 2 month quota process leaves sales operations exhausted, reps confused and executives furious! Despite best effort, this repeats every year!

All the above leads to –

Reps didn’t know their targets until mid Q1 leading to loss in productivity & revenue.

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SPM Accomplishments

Changed process from data crunching to data analysis

Created visibility for Regional Directors to see factors that went into the quota calculations

Increased awareness where reps can see their earnings on a daily basis

Improved Accuracy

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“Our quota process typically takes 1 to 2 months. With our new Quota Management solution, it only takes two days, well maybe three.”

Diane Kinker

, Director - CRM Solutions, Batesville Casket Company

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