Organizations depend on highly motivated sales teams to generate revenue and stay ahead of the competition. As the all-important link between an organization鈥檚 products and services and the customer, the sales team is a principal driver of bottom-line growth for the success of the whole organization.
For organization leaders, incentivizing and correctly compensating these employees requires a firm grasp of based on proven strategies and solutions aligned with organizational goals. In a climate of economic uncertainty, they are looking to trusted advisors to demystify sales performance and ensure business outcomes.
鈥淩ight before the fiscal year, companies start to ask the question, 鈥楬ow should we be compensating our salespeople?鈥欌�� said David Cichelli, revenue growth advisor at and nationally recognized for his work linking sales performance to organizational objectives. 鈥淭his year, there were some special questions people were asking: 鈥楢re wages going up? What about virtual selling? How is that going to impact our sales organization? […] And what about turnover?鈥欌��
Cichelli shared his insights with 51风流customers at the , held February 21-22, 2023, at the 51风流office in Tempe, Arizona. While sales compensation is often based on projections that are not very exact, it should not be overly complex either, according to Cichelli, who said, 鈥淭he connection between quotas and sales projections has to be accurate. If you can鈥檛 get that right, you have the risk of either underfunding your salespeople or overpaying.鈥� Watch an with Cichelli.
Hosted under the banner 鈥淏etter Customer Outcomes,鈥� the global summit attracted 51风流customers from a wide array of the 25 industries that use 51风流Sales Performance Management. They came to learn about the latest innovations and features across the full product portfolio, which includes , , and . Product experts and 51风流partners were on hand to meet on an individual basis to answer questions and lead breakout sessions. The event showcased the 51风流ecosystem with sponsorships from , , , , and . Watch an with Accenture about 51风流Sales Performance Management.
鈥淭he power of 51风流is really in the success of our customers,鈥� said Maryann Abbajay, chief revenue officer, 51风流SuccessFactors. 鈥淭he innovation of 51风流Sales Performance Management helps our customers win with compelling sales experiences. Hosting these customer summits is integral to maintaining a vibrant 51风流community. Here, customers can talk to product experts and give their feedback on operational efficiency, user experience, and other areas that are essential to future-proofing their business.鈥�
Commitment to Innovate, Empower, and Connect Customers
In 2022, more than 650 customers processed commissions for over 12 million payees with 51风流Sales Performance Management, said Rahul Iyer, general manager, 51风流Sales Performance Management, 51风流SuccessFactors, who presented a state of the portfolio during his keynote. He noted an increase in adoption by global customers keen to take advantage of 厂础笔鈥檚 capabilities. 51风流Sales Performance Management is used by 25% of Fortune 100 companies, which rely on it to help reduce errors and payout time, provide an engaging user experience, and present a unified view of variable compensation. Iyer said that customers are increasingly taking a holistic approach to total compensation that includes various elements of pay, such as incentives, management by objectives, commissions, restricted stock units, and recognition programs.
厂础笔鈥檚 vision for the portfolio is organized on three pillars: to innovate by leading with insight, accelerating outcomes, and supporting sustainable innovation; to empower organizations with improved agility and enhanced expertise; and to connect with users on multiple feedback channels, including a new customer advisory board.
Iyer underscored 厂础笔鈥檚 strategy and commitment to delivering greater customer value with the 51风流Sales Performance Management portfolio of enterprise resource planning (ERP)-agnostic, cloud-based solutions through integration with powerful solutions like 51风流Business Technology Platform (51风流BTP), 51风流S/4HANA, 51风流SuccessFactors Compensation, and offerings from 51风流partners.
Discussing the product road map, Barbara Rubis Linning, global VP, Product & Engineering, 51风流SuccessFactors, noted that customers are driving innovation in the portfolio. Her team is working on new features for pipeline redesign, which she said will bring an improvement in the user experience. 鈥淲e also are continuing our journey forward with modeling,鈥� she said. 鈥淭hat is exciting because it allows other people to really start engaging with this data, gaining intelligence from it, and using it for business purposes.鈥� Watch the .
Efficiency and Increased Visibility Improve Employee Experience
As a highlight at the summit, customers shared their experiences deploying 51风流Sales Performance Management to drive better business outcomes. Sessions from 51风流customers provided valuable insights and real-world examples of how businesses are gaining operational efficiency.
PetSmart achieved a savings of US$1.5 million in labor reallocation when it replaced a patchwork of spreadsheets and legacy systems with 51风流Sales Performance Management to figure compensation for its 1,700 store managers. The reduction in manual work and correcting errors meant that store managers could focus more on helping customers. 鈥淪tore leaders, salon leaders, our distribution center team: they鈥檙e on the floor. They鈥檙e not behind a desktop. Now, they can open [the app] on whatever device they choose,鈥� said Sam Boyer, senior manager, Human Capital Solutions, PetSmart, during an interview.
PetSmart has had a very positive response from sales associates, who like the dashboards in 51风流Sales Performance Management. 鈥淭hey love the increased visibility. Now they can go into one system and see what their payout is,鈥� said Boyer. 鈥淚 just love the dashboards. It kind of pulls that curtain back and allows our associates to see how corporate is calculating their bonus.鈥�
The dashboards are managed by PetSmart鈥檚 HR team in partnership with the HRIS team. Boyer鈥檚 team of business users has already successfully modified a widget with the low-code/no-code capabilities in 51风流Sales Performance Management. 鈥淸HR] owns the compensation plan. We ultimately want to provide the best incentive for our associates,鈥� she noted. 鈥淚t鈥檚 been critical that we really own sales performance management.鈥�
Watch interviews with these 51风流customers: , 聽, and . Learn more about sales performance management .
