Sales Comp Showdown
We surveyed 100 top revenue & sales compensation leaders to uncover where they agree and disagree on sales comp planning, design, and rollout.
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Let the Showdown Begin!
Sales compensation planning, incentives, and rollout can look very different depending on who’s in charge: revenue leaders or comp leaders. But one thing is certain – the strategies behind sales comp play a pivotal role in shaping an organization's success.
The Sales Comp Showdown compares different perspectives from 100 revenue and comp leaders on the nuances of sales comp planning, design, and rollout. Based on results from a survey conducted by Forma.ai, it aims to shed light on where these key stakeholders agree and disagree.
Whether you're on the revenue side or deeply involved in compensation strategy, you can use this guide to anticipate where there might be consensus or contention with your comp planning counterparts to better prep for your next strategic planning session.
Med device company plans sales comp 400% faster and eliminates payout errors by 16%
“What is amazing about Forma.ai is that internally, we don’t need the skills to configure a comp tool or our data – Forma.ai’s automation helps us do this and turnaround changes much faster than we would ever be able to with any other ICM platform.”
Forma.ai saves Procom >$1M and helps scale ICM process with 33% less resources
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Seamless ICM automation
"Forma.ai has significantly cut down the time and resources required for processing the team's commissions."
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“By optimizing our entire sales comp operation with Forma, our revenue has grown significantly, while reducing costs by 94%.”
The Topics at Hand
Plan Design Ownership
Who should be the ultimate owner of sales compensation plan design at an enterprise org?
Plan Design Process Length
How long should the sales compensation design process take at an enterprise org?
Comp Plan Adjustments
How often should you adjust your comp plan based on actual spend & effectiveness data ?
In your opinion, what is the cost of a bad comp plan?
Frequency of SPIFs
How often should you launch and use SPIFs to drive behavior?
Non-Monetary Incentives
Which non-monetary incentive is most impactful for sellers?
SPIF Budgeting
What % of total sales comp budget should be reserved for SPIFs?
Base/Variable Splits
What % of a new business reps’ (aka “Hunters”) comp should be variable?
Team-Based Incentives
Do team-based incentives work for sales teams?
What are the characteristics of SPIFs that work well?
Plan Rollout Ownership
Who should be the ultimate owner of rolling out the sales compensation plan to reps?
Rollout Timing
When is the ideal time to share the new comp plan with sales?
Plan Feedback from Reps – Satisfaction
When is the best time to survey reps to gauge satisfaction with the comp plan?
Plan Feedback from Reps – Understanding
Should a sales rep's understanding of the compensation plan be formally tested?
Comp Planning Bottlenecks
What is the biggest bottleneck to launching new comp plans and quotas on time?
What’s one lesson you learned the hard way around rolling out sales comp plans on time?
One intuitive platform for every team member
Forma.ai provides a central source of truth for Sales Performance, allowing rapid and agile planning and execution across territories, quotas, and incentive compensation.
Use our end-to-end platform to design and optimize territories, quotas, and compensations plans and deploy them rapidly.
Access intelligent models within our analytics dashboard to optimize all your SPM components and drive revenue.
Forma.ai automates rule building using AI. Type your changes into a prompt and let Forma.ai configure the rules, freeing you from manual configuration.
Automate period-end exceptions, plan launches, and all incentive calculations in between by processing changes instantly.
Evaluate the impact of quota, territory, or plan changes, and deploy them instantly for maximum results.
Drive more output and sharpen focus from your sales team with precise incentive plans, optimized SPIFs, competitive leaderboards, and more.
Always pay on time and reduce disputes with complete accuracy and transparency using customized dashboards.
Build comp plans that capture more revenue using our AI performance models and best-in-class benchmarks on comp plan design.
Ensure auditability and predictability of changes, payouts, and spend to uphold enterprise compliance standards and effectively manage risk.
Forma.ai’s suite of Performance Reports help automate mission critical financial reporting and predict sales compensation spend with confidence.
As a comprehensive and automated solution, Forma guarantees enterprises the lowest Total Cost of Ownership.