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Using BI to Drive Sales Plan Effectiveness

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Callidus Software
Callidus Software

Bruce Jackson discusses using Callidus TrueAnalytics business intelligence technology to analyze sales incentive plan data and determine if plans are effectively meeting business objectives. Key factors that make plans effective include measuring performance metrics against strategic goals, analyzing earnings vs performance correlations, and understanding operating expenses and how the plan impacts them. Turnover, earnings demographics, and market competitiveness can also provide important insights.

BusinessTechnology
1 of 12
Bruce Jackson Managing Director, Sales Performance Management Iconixx Using Callidus TrueAnalytics to Drive Sales Plan Effectiveness
Session Theme ,[object Object],[object Object]
Sales Incentive Plan ,[object Object],Corporate Strategy Business Objectives Incentive Plans Business Results
What Makes Incentive Plans Effective? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Turning Data into Knowledge ,[object Object],[object Object],[object Object]
Pay for Performance ,[object Object],[object Object],[object Object],% of Target Incentive % of Quota 100 200 100 200 Earnings vs. Performance
Earning Demographics ,[object Object],[object Object],[object Object],% of Target Incentive Territory Size 3M 200% Target Incentive vs. Territory Size 2M 1M 4M 5M 7M 6M 100% 8M 10M 9M
Turnover Ratios ,[object Object],[object Object],[object Object],Compensation Tenure $200k Compensation for Top Performers $100k Michael Eric Julio Sathee Kristie Stacy James Tony
Operating Expense ,[object Object],[object Object],[object Object],Compensation Revenue $1,000k $2,000k $100k $200k 10% 5% 20% Compensation Cost
Market Competitiveness ,[object Object],[object Object],Avg. Performance of People Who Left 0 - 25% Population 5 10 0% 25% - 50% 50% - 75% 50% - 75% 75% - 100% 100% - 125% 125% - 150% 150% - 175% 175% - 200% 200% -
Session Theme ,[object Object],[object Object]

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