establishing a center of excellence for sales performance ......•provide spm consulting services...
TRANSCRIPT
Sales Force Productivity Conference ● 15-17 October 2018 ● Ritz-Carlton, Atlanta ● © 2018 The Sales Management Association. All rights reserved.
Establishing a Center of Excellence for Sales Performance Management
Presented by : NAVEEN NAIR, Optymyze
RAHUL NAIR, Optymyze
2Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
OUR PRESENTERS
NAVEEN NAIR
Optymyze
RAHUL NAIR
Director of Strategic Engagement
Vice President, Professional Services
Optymyze
3Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
25years in SPM
1,000+ engagements
7 global offices
600employees
organicgrowth
Optymyze Helps Companies Rapidly Improve Sales Performance And Create Strategic Sales Operations
4Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
GLOBAL PRESENCEWe have people in place every place you want to be. We know local markets with boots on the ground and deep experience.
UNITED STATES Employees ~300
AMEA/APACEmployees ~200
London, EnglandFrankfurt, Germany
Bucharest & Iasi, Romania
Sydney, Australia
Pune, India
Philadelphia, PA
San Francisco, CA
EUROPEEmployees ~150
Countries with participants compensated using Optymyze’s software
Optymyze office locations
5Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
HOW DO I GO ABOUT SETTING UP A COE?
•Inventory your current state
•What will success for your organization look like?
•How will a CoE help you reach that aspirational state?
6Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
WHY IMPLEMENT A COE?
7Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
HOW DO I SET UP A COE?
Define Vision, Strategy, and Initiatives
Secure Senior Leader Sponsorship
Define Functional Structure
Assemble Team of Experts
Establish Business Processes
8Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
WHAT IS THE MANDATE OF A COE?
• Provide SPM operational management
• Provide SPM consulting services
• Own SPM enabling technology
• Are there any Sales Ops responsibilities that they
need to take on?
9Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
WHAT IS THE GOAL OF THE COE?
• Maintain and propagate corporate knowledge• Introduce company-wide standards and best
practices• Align organizational initiatives with business-level
plans• Increase efficiency through business unit
harmonization
10Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
WHAT SERVICES DOES IT PROVIDE?
Strategic Operational
Payroll ProcessingQuota Setting
Process Planning
Vision Road MappingComp Plan Design
Performance Analytics
11Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
• How does the COE interact with the business at each level?
• Is there an organizational mandate?• Is it a separate entity?• What engagement model will you employ?
WHAT IS THE BUSINESS MODEL OF A COE?
12Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
WHAT RESOURCES DO YOU NEED?
• Where will personnel come from?• Who liaises with partners?• Who manages:
– Liability and responsibility?
– Growth and expansion plans?
– Budget?
– Technology?
13Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
WHAT TECHNOLOGY SHOULD YOU USE?
• How will you use technology to resolve:
– Data challenges?
– Planning and strategy?
– Manual compensation processing?
– Industry-specific hurdles?
– Inscrutable data?
14Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
PARALLEL PLANNING HORIZONS
Strategic Planning Roadmap planning with multi-year horizon1
Operational Planning Translate long-term vision into 12-to-18-month operational plan2
Delivery Planning Short-term focus on immediate priorities3
15Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
INDUSTRIAL MANUFACTURING MULTINATIONAL CONGLOMERATE
• Goals
– Improve & standardize SPM processes
– Cut operational costs & increase productivity of personnel
• Outcomes
– Happy, healthy workforce
– Increased strategic focus throughout organization
16Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
• Goals– Centralize incentive compensation processes– Process governance and consistency
• Outcomes– More data availability– Streamlined technical solution– A more effective comp process
FIRST CITIZENS BANK
Q & A PLEASE BE SURE TO SPEAK INTO THE MICROPHONE. WE’RE RECORDING!
© Copyright 2018 The Sales Management Association. All rights reserved.17
NAVEEN NAIR
Vice President, Professional Services
Optymyze
RAHUL NAIR
Director of Strategic Engagement
Optymyze
[email protected]/2REi8zD
[email protected]/2A6JeIG