Sales Compensation for Tough Times

•Als PPT, PDF herunterladen•

1 gefällt mir•731 views

You'll learn what you can and should do now to ensure success in 2009. You'll see how to avoid overpayment and how to manage your incentive costs so that they stay in line with sales results in these tough times.

Business Technologie

Today’s Speaker ,[object Object],[object Object],[object Object],[object Object]

Today’s Speaker ,[object Object],[object Object]

About Makana Solutions “ the most innovative product I’ve seen lately…they really understand how people design plans and work.” James Hollincheck Research VP “ Plan design is a key element of effective sales compensation, which drives sales behavior. Salesforce users can take advantage of a dedicated sales comp planning solution via the AppExchange with Makana Motivator.” George Hu, CMO “ We believe CEO Cobb's significant knowledge of and insight into the sales compensation industry….will help land Makana Solutions a solid position in the expanding market.” Judy Hodges, Research Analyst

Software for your 2009 Planning ,[object Object],[object Object],[object Object],[object Object]

Planning to Payment Coming Soon ,[object Object],[object Object]

Sales Compensation Best Practices ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Makana Value Proposition ,[object Object]

Sales Compensation in Tough Times ,[object Object],[object Object],[object Object]

Tough times – what can you do? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Survey Results for Components of Growth Sirius Decisions

Refine Market Focus ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Plan Communicates ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Modeling is more important now than ever Total Sales

Optimize Sales Productivity ,[object Object],[object Object],[object Object],[object Object]

Performance Distribution Curve Unbalanced Balanced

Average Opportunity Rep Capacity Lost Opportunity Territory Opportunity vs. Rep Capacity

Reduce Quotas in 2009? ,[object Object],[object Object],[object Object],[object Object]

Reduce Compensation Costs ,[object Object],[object Object],[object Object],[object Object]

Provide Extra Motivation ,[object Object],[object Object],[object Object],Mix and Upside

Other Levers… ,[object Object],[object Object],[object Object]

Understand Cost Exposures ,[object Object],[object Object]

Analyze Pay for Performance Annual Attainment Are you paying the same for equal performance?

Eliminate ‘Gaming the Plan’ ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Close the Loopholes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Now, We’ll Show You How Base Incentive TTC Quota Customers Product Lines Job Roles Territories Organization Measures Formulas Payout

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

Questions & Answers ,[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]

Empfohlen

Sales Comp Planning Process RecordingLiz Cobb

Show Me the Money: Incentive Comp for SaaSKeychain Logic

How to Boost Revenue with a More Strategic Sales Compensation PlanCornerstone Software, Inc.

Sales compensation analysis - How Does Benchmarking Help MeSBI | Sales Benchmark Index

110201 sales comp pptMassTLC

Building a SaaS Startup | Fernando Okumura | Lunch & Learn UCICove

The Strategic Sales Incentive Plan Audit: Put Away Your CalculatorCallidus Software

The Best of Kellblog: 10 Non-Obvious Things about Scaling SaaS with HostAnaly...saastr

Empfohlen

Sales Comp Planning Process RecordingLiz Cobb

Show Me the Money: Incentive Comp for SaaSKeychain Logic

How to Boost Revenue with a More Strategic Sales Compensation PlanCornerstone Software, Inc.

Sales compensation analysis - How Does Benchmarking Help MeSBI | Sales Benchmark Index

110201 sales comp pptMassTLC

Building a SaaS Startup | Fernando Okumura | Lunch & Learn UCICove

The Strategic Sales Incentive Plan Audit: Put Away Your CalculatorCallidus Software

The Best of Kellblog: 10 Non-Obvious Things about Scaling SaaS with HostAnaly...saastr

SaaS MetricsGreg Barnes

How to Drive Top-Line Growth with Customer Success Management MetricsGainsight

Research reveals: How to effectively manage sales compensationAnaplan

Demystifying the Role of a CFOsaastr

From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound

From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker

SaaS Pricing: Supercharge revenue with a value-based pricing strategy by Patr...Freshsales

Jumpstart: 10 Things I'd Do Even Better: More Lessons Learned with Shasta Ven...saastr

SaaStr18 Dave Kellogg Ten Non-Obvious About Scaling SaaSDave Kellogg

How to Double Sales in 30 Dayssaastr

What They Dont Teach You At SloanBrian Halligan

The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker

SaaS Pipeline Conversions AssignmentBharatRane4

Lessons Learned: How to Land, Expand, and Expand Againsaastr

Key Account frameworks DemandFarm

Tae Hea Nahm - Finding 'go to market fit'SaaStock

Inside Sales Success: A Guide for Global LeadersAnneke Seley

Zero to 50m David Skok

What Motivates A Sales ForceCallidus Software

The Fallacy of Best PracticesTenbound

The Emergence of the Global Sales Compensation ManagerAvaya Inc.

Principles of sales_compensationMod Piyanush

Weitere ähnliche Inhalte

Was ist angesagt?

SaaS MetricsGreg Barnes

How to Drive Top-Line Growth with Customer Success Management MetricsGainsight

Research reveals: How to effectively manage sales compensationAnaplan

Demystifying the Role of a CFOsaastr

From SDR to AE: Becoming a Powerhouse Sales ProfessionalTenbound

From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker

SaaS Pricing: Supercharge revenue with a value-based pricing strategy by Patr...Freshsales

Jumpstart: 10 Things I'd Do Even Better: More Lessons Learned with Shasta Ven...saastr

SaaStr18 Dave Kellogg Ten Non-Obvious About Scaling SaaSDave Kellogg

How to Double Sales in 30 Dayssaastr

What They Dont Teach You At SloanBrian Halligan

The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker

SaaS Pipeline Conversions AssignmentBharatRane4

Lessons Learned: How to Land, Expand, and Expand Againsaastr

Key Account frameworks DemandFarm

Tae Hea Nahm - Finding 'go to market fit'SaaStock

Inside Sales Success: A Guide for Global LeadersAnneke Seley

Zero to 50m David Skok

What Motivates A Sales ForceCallidus Software

The Fallacy of Best PracticesTenbound

Was ist angesagt? (20)

SaaS Metrics

How to Drive Top-Line Growth with Customer Success Management Metrics

Research reveals: How to effectively manage sales compensation

Demystifying the Role of a CFO

From SDR to AE: Becoming a Powerhouse Sales Professional

From Call to Close: Three Strategies to Uplevel Your Entire Sales Process

SaaS Pricing: Supercharge revenue with a value-based pricing strategy by Patr...

Jumpstart: 10 Things I'd Do Even Better: More Lessons Learned with Shasta Ven...

SaaStr18 Dave Kellogg Ten Non-Obvious About Scaling SaaS

How to Double Sales in 30 Days

What They Dont Teach You At Sloan

The Secret Recipe to Show Extreme Value to Your New Buyer: The CFO

SaaS Pipeline Conversions Assignment

Lessons Learned: How to Land, Expand, and Expand Again

Key Account frameworks

Tae Hea Nahm - Finding 'go to market fit'

Inside Sales Success: A Guide for Global Leaders

Zero to 50m

What Motivates A Sales Force

The Fallacy of Best Practices

Andere mochten auch

The Emergence of the Global Sales Compensation ManagerAvaya Inc.

Principles of sales_compensationMod Piyanush

Accelerating Revenue Growthguestc4d058

Sales comp pricing quoting survey resultsVendavo

Best Practices for Sales Compensation Managementdreamforce2006

10 Costly Sales Compensation Pitfalls - PepperiStacey Woods

4 common headaches with sales compensation managementIBM Analytics

randstad_whitepaper_sales compensation planJean-Francois Vezina, MBA

Xactly Sales Compensation for Dummies_02_05_2007ThreatMetrix

New compensation models for maximising sales performance ron burke, towers ...Sales Institute Ireland

Sales Compensation: Tips and Tricks to Building a Powerful PlanRingLead

Sales flowchartAshish Khoyani

10 step sales processeconnexx

Andere mochten auch (13)

The Emergence of the Global Sales Compensation Manager

Principles of sales_compensation

Accelerating Revenue Growth

Sales comp pricing quoting survey results

Best Practices for Sales Compensation Management

10 Costly Sales Compensation Pitfalls - Pepperi

4 common headaches with sales compensation management

randstad_whitepaper_sales compensation plan

Xactly Sales Compensation for Dummies_02_05_2007

New compensation models for maximising sales performance ron burke, towers ...

Sales Compensation: Tips and Tricks to Building a Powerful Plan

Sales flowchart

10 step sales process

Ähnlich wie Sales Compensation for Tough Times

Webinar - Build a Better Sales Force using SPM technologyFred Sass

S D M001 Sechrist 091707Dreamforce07

Sales Enablement Plan PlaybookDemand Metric

Leeds Digital Festival: How to justify your marketing spend to your bossXpand Marketing

S O P006 Chan 091807Dreamforce07

Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...Callidus Software

Growing Revenues with Partnerscapevector

How to Make Your Administrator Hatdreamforce2006

Sales process mappingCorporate Care, Inc.

Business Plan Webinar for VeteransArkansas State University Small Business & Technology Development Center

Startup Economics, Finance and Accounting 101Dan Nelson

S D M004 Garoutte 091807Dreamforce07

Inflection Point IntroductionHoward Hodges

Strategies for Managing Sales Teams: How to find, select and compensate these...MaRS Discovery District

4iP Investment Workshop Sarah MyCakeScreen Yorkshire

My Cake Screen Yorkshire 100610brambles

Improving the Accuracy of Variable Sales Compensation ForecastsCallidus Software

Aligning Budgeting To Corporate Planning - ABF Conference on Corporate BudgetingKenny Ong

A Deep Dive into Account Fit: How to build the perfect account list & targeti...RollWorks

Tia Big Broker Conference 090917BethCarroll

Ähnlich wie Sales Compensation for Tough Times (20)

Webinar - Build a Better Sales Force using SPM technology

S D M001 Sechrist 091707

Sales Enablement Plan Playbook

Leeds Digital Festival: How to justify your marketing spend to your boss

S O P006 Chan 091807

Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Mu...

Growing Revenues with Partners

How to Make Your Administrator Hat

Sales process mapping

Business Plan Webinar for Veterans

Startup Economics, Finance and Accounting 101

S D M004 Garoutte 091807

Inflection Point Introduction

Strategies for Managing Sales Teams: How to find, select and compensate these...

4iP Investment Workshop Sarah MyCake

My Cake Screen Yorkshire 100610

Improving the Accuracy of Variable Sales Compensation Forecasts

Aligning Budgeting To Corporate Planning - ABF Conference on Corporate Budgeting

A Deep Dive into Account Fit: How to build the perfect account list & targeti...

Tia Big Broker Conference 090917

Kürzlich hochgeladen

Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesDipal Arora

Mondelez State of Snacking and Future Trends 2023Neil Kimberley

7.pdf This presentation captures many uses and the significance of the number...Paul Menig

VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒anilsa9823

Lucknow 💋 Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...anilsa9823

Event mailer assignment progress report .pdftbatkhuu1

$Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517$ $Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517$

Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517Call Girls In Delhi Whatsup 9873940964 Enjoy Unlimited Pleasure

Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...Dipal Arora

Cash Payment 9602870969 Escort Service in Udaipur Call GirlsApsara Of India

Understanding the Pakistan Budgeting Process: Basics and Key Insightsseri bangash

Forklift Operations: Safety through CartoonsForklift Trucks in Minnesota

Insurers' journeys to build a mastery in the IoT usageMatteo Carbone

MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLSeo

Unlocking the Secrets of Affiliate Marketing.pdfOnline Income Engine

A DAY IN THE LIFE OF A SALESMAN / WOMANIlamathiKannappan

VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service JamshedpurSuhani Kapoor

Best Basmati Rice Manufacturers in IndiaShree Krishna Exports

Sales & Marketing Alignment: How to Synergize for SuccessAggregage

Call Girls in Gomti Nagar - 7388211116 - With room Servicediscovermytutordmt

Pharma Works Profile of Karan Communicationskarancommunications

Kürzlich hochgeladen (20)

Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services

Mondelez State of Snacking and Future Trends 2023

7.pdf This presentation captures many uses and the significance of the number...

VIP Call Girls In Saharaganj ( Lucknow ) 🔝 8923113531 🔝 Cash Payment (COD) 👒

Lucknow 💋 Escorts in Lucknow - 450+ Call Girl Cash Payment 8923113531 Neha Th...

Event mailer assignment progress report .pdf

$Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517$ $Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517$

Nepali Escort Girl Kakori \ 9548273370 Indian Call Girls Service Lucknow ₹,9517

Call Girls Navi Mumbai Just Call 9907093804 Top Class Call Girl Service Avail...

Cash Payment 9602870969 Escort Service in Udaipur Call Girls

Understanding the Pakistan Budgeting Process: Basics and Key Insights

Forklift Operations: Safety through Cartoons

Insurers' journeys to build a mastery in the IoT usage

MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL

Unlocking the Secrets of Affiliate Marketing.pdf

A DAY IN THE LIFE OF A SALESMAN / WOMAN

VIP Call Girl Jamshedpur Aashi 8250192130 Independent Escort Service Jamshedpur

Best Basmati Rice Manufacturers in India

Sales & Marketing Alignment: How to Synergize for Success

Call Girls in Gomti Nagar - 7388211116 - With room Service

Pharma Works Profile of Karan Communications

Sales Compensation for Tough Times

1. Sales Compensation for Tough Times

4. About Makana Solutions “ the most innovative product I’ve seen lately…they really understand how people design plans and work.” James Hollincheck Research VP “ Plan design is a key element of effective sales compensation, which drives sales behavior. Salesforce users can take advantage of a dedicated sales comp planning solution via the AppExchange with Makana Motivator.” George Hu, CMO “ We believe CEO Cobb's significant knowledge of and insight into the sales compensation industry….will help land Makana Solutions a solid position in the expanding market.” Judy Hodges, Research Analyst

8. Sales Compensation for Tough Times

10.

11.

12.

13.

14. Survey Results for Components of Growth Sirius Decisions

15. Sales Comp Follows Business Strategy

16.

17.

18. Modeling is more important now than ever Total Sales

19.

20. Performance Distribution Curve Unbalanced Balanced

21. Average Opportunity Rep Capacity Lost Opportunity Territory Opportunity vs. Rep Capacity

22.

23.

24.

25.

26.

27. Analyze Pay for Performance Annual Attainment Are you paying the same for equal performance?

28.

29.

30. Now, We’ll Show You How Base Incentive TTC Quota Customers Product Lines Job Roles Territories Organization Measures Formulas Payout

31.

32.