Sales compensation is an important part of a successful company. A strong incentive plan drives sales behaviors that help companies grow and achieve their goals. As a sales operations and compensation professional, compiling a team and analyzing metrics to create a compensation plan carries an incredible amount of responsibility.
Successful sales compensation plans require a balance between motivating incentives and revenue-driving factors, but that doesn’t mean it needs to be a stressful, time-consuming task. As part of our Friends of Xactly (FOX) Community, we’re speaking with sales compensation leaders to create a blog series about their journeys in sales compensation, best practices, and the Xactly advantage. Below is our interview with Urvi Berchtold.
Meet The Expert - Urvi Berchtold, Infoblox
Who: Urvi Berchtold
Position: Sales Compensation Manager
Time in sales compensation: 7 years
Bio: Urvi Berchtold has been working in sales compensation for over seven years. She began her career as a business/systems analyst and has always enjoyed working with numbers. She earned a bachelor’s degree in mechanical engineering and a holds a master’s in Information Systems. Berchtold enjoys finding solutions, going on long drives with her husband, and watching movies with her two dogs and cat.
Infoblox is a IT automation and security company, providing “Actionable Network Intelligence to enterprise, government, and service provider customers around the world.” Based in Silicon Valley, CA, Infoblox helps companies “protect against the rising flood of malware and cyberattacks that target networks; overcome complexity by creating a single point of control across traditional data centers as well as public and private cloud deployments; establish a single point of enforcement for security and compliance policies; and deliver actionable insights for making networks more reliable, efficient, and effective.
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 business/systems analyst, and started supporting the Xactly DELTA process. Our commission team left, and I [worked alongside] a new hire [to complete the work]. That [was] when I found my passion–I enjoyed communicating with salespeople and solving their commission troubles. I started supporting the U.S. team seven years ago, and I now manage a global program with over 350 payees [and] am working towards my CSCP certification to expand my knowledge base.”
What are the biggest challenges you face in your role today?
“The biggest challenge I face is that sales commission always feels like an orphan team. It’s part of finance because it deals with numbers, but it can also be a part of HR due to the customer service aspect of it.”
How has technology played a role in your evolution as a sales compensation professional?
“Xactly has taught me to think beyond numbers and reports. It has allowed me to see things from other people's perspective.”
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 am on the core team, along with my VPs and leaders in the plan designing and implementation process. Xactly has provided me the ability to prevent wild ideas, yet [maintain] enough flexibility to provide a good solution [for motivating sales reps’ compensation].”
What piece(s) of advice/lessons have you learned on your journey that you would share with your peers or younger self?
“Accuracy is more important than speed with sales compensation. Compensation and compassion go hand in hand.”
How do you envision the future of sales compensation? What do you anticipate for 2018 that was different for 2017?
“We are working on FY19 now.”
Discover the Xactly Advantage for Your Company
At Xactly, we want to provide an integrated incentive sales planning process from start to finish. As one of the most important parts of sales planning, compensation and incentive plans help drive business growth. To help companies achieve this, we partner with our customers and arm them with the tools they need to combine the necessary data for incentive compensation.
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