Ever wonder how you can make an implementation run smoothly? Stephen Andrews, from Cox Business, has implemented Xactly twice.
When he helped Cox Business launch, the company was testing plans at 9 weeks and running at 10. Smooth sailing.
At CompCloud this morning, he offered up some tips that can help you have a smooth transition into the world of better incentives too.
First, Andrews said, get your team in place.
He came in late to the first implementation he was involved in, Andrews said. The team in place included someone from finance and someone from IT. Neither knew anything about the incentive plans. It was, as you might imagine, a problem.
“You want at least a couple of subject matter experts,” Andrews said. “Pick the one or two people who know your comp plan inside and out, who can recite it in their sleep.”
Plan a meeting to review your plan. What pieces are unusual and should be tested thoroughly? Bring in your most detail-orientated staffer and someone who is curious. Andrews said they’ll help you find potential problems.
Did using Xactly really make a difference? Indeed it did. Once successfully, and quickly, launched with help of his stellar team, Andrews found they were able to do things they couldn’t in the past.
SPIFs, once too complicated to do, could now be handled in clicks.
They launched one to bring up the median number of reps making quota. Because Xactly is so accessible to reps, Andrews said the plan was a success.
“They could see it. They were excited about. It was in their face,” Andrews said.
What will you do once launched? Join the conversation. #CompCloud