Establishing a Center of Excellence for Sales Performance ......•Provide SPM consulting services ... –Cut operational costs & increase productivity of personnel •Outcomes –Happy,

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


25years in SPM

1,000+ engagements

7 global offices

600employees

organicgrowth

Optymyze Helps Companies Rapidly Improve Sales Performance And Create Strategic Sales Operations


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


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?


WHY IMPLEMENT A COE?


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


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?


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


WHAT SERVICES DOES IT PROVIDE?

Strategic Operational

Payroll ProcessingQuota Setting

Process Planning

Vision Road MappingComp Plan Design

Performance Analytics


• 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?


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?


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?


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


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


• 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

Establishing a Center of Excellence for Sales Performance ......•Provide SPM consulting services ... –Cut operational costs & increase productivity of personnel •Outcomes –Happy,

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