Tips for a Successful Sales Compensation Software Implementation

Erik W. Charles
Erik W. Charles
In General
Erik Charles is the Vice President, Product Marketing, at Xactly Corporation where he is responsible for driving the product strategy, defining the product vision, and developing a strong team of product owners and designers.

In my last post, I discussed the best time to automate sales compensation. What if you could be up and running in only a few days even when implementing mid-year?

That’s what happened when Zuora automated sales comp. Today, not only do their reps sell even after hitting quota; the company extracts more value from their existing CRM tools without additional investments. Also, headcount increased by 150% in the past year, which would have overwhelmed Zuora’s old manual processes.

I’m pretty willing to bet most companies would like to implement sales comp automation as successfully as Zuora did, so here are some tips for a successful roll-out. It goes back to the Boy Scout motto, “Be Prepared.”

●     Assign a project manager to the implementation to set milestones and deliverables.  One person needs to be the final owner so things don’t slip.

●     Get input from the sales force and document what works in the current process and where it could be more efficient. If  you get buy-in early from the sales team, roll-out is much smoother.

●     Set realistic goals that you can achieve in a short amount of time. A phased approach will also help avoid scope creep. Users are less likely to embrace a  roll-out that’s delayed or overly complicated.

●     Account for training time and develop a training plan. When solutions are easy to use, training time shouldn’t take too  long. For example, Xactly Express customer HealthTech Holdings trained its sales team by tacking on a 30-minute presentation to their regular sales meeting.

●     Pay attention to your data integrity. This is a side benefit of implementing sales comp automation—you’ll improve the  purity of your data, and get more from the CRM tools you already have.

A carefully planned implementation is more than worth it. Streamlined sales comp means sales enablement—a top b2b priority. The benefits include increased sales force retention, higher customer satisfaction, and better audit trails.

Check out how Motorola reduced their number of comp plans while driving desired sales performance for more insights.


Recent Posts

Leave a Comment


Thank You for Your Interest!

Please Share This Resource!

Tips for a Successful Sales Compensation Software Implementation