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Driving Success Through Cross-Functional Teams In Compensation Design And System Implementation
1. Driving Success Through Cross-Functional Teams Katie McConville Director of Sales Compensation Network Appliance
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6. Driving Success Through Cross-Functional Teams Working cross functionally is one of the most difficult things we have to do, and the most important thing we have to do to continue to lead the industry Let’s take our cross-functional temperature…
7. Driving Success Through Cross-Functional Teams Sales Force GEO Sales Operations, HR, & Compensation Teams WW Sales Comp & WW Comp & Benefits Best Practice Comp Tools & Systems Business Processes Finance & Commission Accounting Our Engagement Model
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9. Driving Success Through Cross-Functional Teams How Many Teams Impact Sales Compensation Design, Process, and Tools? Executives Product Management Sales Leadership Human Resources Finance Sales Operations IT Marketing Field Sales Teams Bigger question…who doesn’t impact comp design?
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11. Driving Success Through Cross-Functional Teams Clearly Defined Ownership Clearly Defined Project Plan Clearly Defined Communication Plan HR IT Comp & Benefits HR Sales Benchmark & OTE Set DW IT Commission IT CRM IT Finance IT DW IT Commission IT Commission IT IT Owner Sales Ops – CRM CRM/Quote System & Hierarchy Sales Comp Goals and Comp Plan Roll-out Sales Ops Year End Club Reporting Corp Finance AOP – Annual Operating Plan Sales Ops Reporting Reporting Tools Commission Acctg True Comp System Implement. Sales Comp Comp Plan Design Business Owner Process Track Fiscal Year Transition Project Team Tracks
12. Driving Success Through Cross-Functional Teams Executive Steering Objectives & Direction EMEA Field Steering Team Americas Field Steering Team Japan Field Steering Team NGS Field Steering Team EMEA Core Design Team Americas Core Design Team APAC Core Design Team NGS Core Design Team Design plan components, create plans, drive global consistency, goaling methodology, T’s and C’s, and rollout plan Field Steering – Feedback Current State, Outline Sales Strategy, Brainstorm Future State, Review Plan Design, and Assist in Roll-out/Communication APAC Field Steering Team