Sales Compensation For Cloud Business

Global software company sees sales incentive tracking software boost sales performance, with minimal training & all under budget.

Overview

  • Our client is a global company that develops software for life sciences businesses, such as pharmaceutical and biotech companies.
  • They employ 100 salespeople globally with various roles including account executives, sales engineers, sales directors and regional VPs.
  • The sales engineer roles provide shared services to the sales team and sit in separate pools.
  • Administering sales compensation via Excel was becoming too complex for the Finance team to manage effectively.
  • It was difficult for the sales team to access reports to understand what deals had earned commission.

The Results

  • Sales commission administration was fully automated, saving our client 0.4 full-time equivalents in labor.
  • There is an 80% adoption of the software by the sales team, with minimal training.
  • An enterprise-wide rollout of the software came in under budget and was completed within 2 months.
  • The sales force are more focused on sales and spend less time checking up on their commission payments.

“I have been involved in a number of software implementations and Performio has been by far the smoothest. The end result exceeded expectations.”

Technical Operations
SaaS Company

The Situation

Our client, a leading software business for life sciences, presented us with their concerns:

  • Administering sales compensation via Excel was becoming too complex for the Finance team to manage effectively.
  • It took three weeks after the end of month to produce the sales team’s monthly scorecard report.
  • Checking of sales against commissions against the source data was labour intensive for finance and also for the sales people.

Their sales team and commission process was complex because sales engineers sit in pools that provide shared support services to the global sales team.

Client’s Goals

Our client wanted cloud-based software to streamline administration for the sales commission to:

  • Reduce administrative workload.
  • Reduce potential risk for payment inaccuracies.
  • Ensure continued Sarbanes-Oxley (SOX) compliance.
  • Provide an on demand service for the sales force and reduce the amount of time sales people spent running shadow accounts on their commission.
  • Improve the frequency and transparency of sales compensation reporting.

Our Approach

Performio suggested a two-staged approach:

  1. Create a “5 Day Sprint” for the sales team
  2. Train the Finance team on how to use the software

The “5 Day Sprint “delivered two benefits:

  • Proof of concept that the software could manage the calculations across all sales compensation plans.
  • Refocus the sales teams and kick off the new financial year with a concentrated sales effort.

Performio allocated 100 hours of support to the finance team to:

  • Train the finance team on how to reconcile calculations for eligible sales people for the financial year.
  • Embed the process for setting up sales compensation plans, quotas and assigning sales people to teams.
  • Manage sales engineer pools and to configure Performio.
  • Integrate Performio with Salesforce.com.

Set up configurable dashboard and reports.

Enterprise-Wide Rollout

The Results

  • Sales commission administration was fully automated, saving our client 0.4 full-time equivalents in labor costs.
  • Our client can now run the sales compensation reports in 60 seconds or less.
  • There is a monthly checklist to help Finance manage any adds, moves or changes to eligible salespeople, changes to products, the line of business categorizations and quotas. This process will be automated over time.
  • 80% adoption of the software by the sales team, with minimal training.
  • An enterprise-wide rollout of the software came in under budget and was completed within 2 months.
  • The sales force are more focused on sales and spend less time checking up on their commission payments.

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See how Performio sales commission tracking software works

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