Building a strong sales compensation plan is vital to any company’s sales planning process. Sales operations and compensation professionals must compile a team to piece together and analyze metrics as well as build and model plans that drive the right sales behaviors, help reach company objectives, and drive growth.
The right mixture of compensation requirements results from a balance of motivating incentives and growth drivers, but fortunately, the process doesn’t have to be stressful or time-consuming. As part of our Friends of Xactly (FOX) Community, we’ve spoken with sales compensation leaders to create a blog series about their journeys in sales compensation, best practices, and the Xactly advantage.
Meet The Expert - Abhishek Mahajan
Who: Abhishek Mahajan
Position: Associate Consultant
Time in sales compensation: 3 years
Bio: Abhishek Mahajan is a Sales Compensation consultant and helps clients design, implement and operationalize their sales compensation. He is a biker and love long bike rides.
ZS is one of the world’s largest business services firms. The company leads the way in “combining science and hands-on experience to solve the toughest business challenges.” For more than 35 years, ZS has provided global professional services in consulting, outsourcing, technology, and software.
Tell us about your career journey in sales compensation. (How did you get your start? How did you end up where you are today?, etc.)
I started as a solution architect for Xactly Incent, mainly involved in Incent configuration, reporting. After one year I got the chance to run the day to day operations for a financial services giant and learn the intricacies of sales operations. Currently I'm helping clients design their sales compensation plans and processes.
What are the biggest challenges you face in your role today?
The biggest challenge I face is lack of training materials/communities online. These should be an open support platform where anyone can ask doubts and get answers.
How has technology played a role in your evolution as a sales compensation professional?
I've implemented the sales compensation system on both excel and Xactly (better technology). Technology not only eases the everyday job but also opens up other opportunities for improvement.
Describe your company's sales compensation planning process, your role in it, and how Xactly has changed this process (What is your favorite Xactly tip/trick that you’ve learned?).
I work for ZS, an Xactly partner, and help clients design, configure, and operate the sales compensation processes. Xactly has tremendously helped in easing out the configuration and reporting. With the advent of Xactly Connect, we have more access and control over the ETL and data management processes.
What piece(s) of advice/lessons have you learned on your journey that you would share with your peers or younger self?
In sales compensation, it’s very important to look at the bigger picture and keep in mind the final goal of the task you're working on.
How do you envision the future of sales compensation?
Gamification and non-monetary awards (recognitions) in sales compensation.
Discover the Xactly Advantage for Your Company
At Xactly, we provide customers with an integrated sales planning suite. We partner with our customers to integrate their sales planning process and arm them with the tools and data they for incentive compensation. The sales operations and compensation planning roles carry the responsibility of the company’s compensation, but the team should never have to struggle with error-prone spreadsheets or manual commission calculations. Find the right Xactly solution for your business, industry, or role. Schedule your personalized demo today!