The leading Artificial Intelligence
Sales Performance Management platform.
Our platform embraces AI and automation as the best approach to Sales Performance Management (SPM). It curates the perfect sales compensation plans and manages the end-to-end sales compensation process while improving sales agility, productivity and performance.
SPM means different things to different people. From our perspective, it’s a total approach to sales performance including design, administration, communication, and change management. Effectively managing sales performance requires instant access to data insights and analytics to continually optimize and adapt to change.
Incentive Compensation Management
Automate and streamline your end-to-end sales incentive compensation process.
Powered by innovation and AI, our customers gain more time back by eliminating tedious administration. Our platform allows you to design and curate the perfect plan in minutes. AI makes next best action recommendations to keep your salespeople motivated while boosting productivity and performance. Easily optimize your compensation plans to remain agile to market conditions. Experience the Forma difference.
Design the perfect compensation plan.
In minutes, not weeks or months.
No coding, no heavy configuration, no building complex calculations. We have all that covered. Just select the compensation structures that meet your requirements, connect your data, and launch your sales compensation plans to the sales team.
With Forma AI, you won’t spend weeks or months creating and testing calculations; it’s all done within minutes.
Gain more time back.
Eliminate tedious administration.
When asked, “What is the average amount of time you spend on administering sales compensation?”, most sales and compensation leaders will agree – way too much. Collecting the data, validating the accuracy of the data, building compensation structures, creating calculations/formulas, etc. - it can take weeks, if not months.
With Forma AI, you’ll gain time back and eliminate the tedious administration tasks so you can get to the more strategic, value added activities to win more business.
Boost sales productivity through AI innovation.
Communicate next best action recommendations.
Don’t leave your sales reps guessing. When they are under performing, guide them to success. When they are at 83% quota attainment, nudge them to 100% attainment by telling them where to focus, what’s most likely to get them over the finish line.
With Forma AI, your sales reps are provided with next best action recommendations to be successful.
Monitor compensation plan effectiveness.
Change quickly to address sales outliers.
Monitor outliers and trends of your sales compensation plans to track effectiveness. Quickly identify where the compensation plan is working and where you might need to make a change. Some sales reps will figure out how to “game the plan” focusing their attention on the highest earning potential. Others may engage in unethical sales behaviours. There may be some sales reps that are sandbagging some of their sales deals.
With Forma AI, whatever the outlier is, you are empowered to quickly identify it and take corrective action.
Sales Territory Management
Never miss another opportunity.
Increase revenue by ensuring your sales territory coverage model is optimized to take advantage of complete market opportunity and potential. Powered by innovation and AI, our customers are enabled to deploy fair and equitable sales territories that excite and motivate the sales team. AI enforces territory crediting rules and overlays, manages commission splits in complex team selling environments, and allows for quick territory reassignment to avoid any coverage gaps. Experience the Forma difference.
Design sales territories based on market potential and opportunity.
Gets sales reps excited about their patch.
If you assign a sales territory with little market potential and opportunity, you're left watching your sales reps walk out the door! Sales reps like a challenge but they also need to feel confident that the challenge can be overcome. Designing sales territories must be based on data and insights that uncovers where a sales rep will focus their time and efforts.
With Forma AI, sales leaders can discover, and design sales territories based on true market potential and opportunity by segments (i.e. geographic, product need, new accounts, account size, prosperity to buy, up-sell/cross-sell opportunities).
Administer complex sales territory coverage models.
Segment by geography, product, account.
Designing a sales territory coverage model is complex. It involves multiple complicated hierarchies including geographic locations, products and accounts. There are very intrinsic crediting rules that need to be established. Sales rep existing customer relationships need to be considered. Multiple sales roles and level of experience is critically important. There are often sales overlays where multiple salespeople work on the same sales deal resulting in split commissions.
With Forma AI, these complex design considerations are part of our innovative platform and are handled upfront so that nothing is an afterthought.
Communicate sales territory assignments.
Provide Sales reps with a complete picture of the market potential.
There is nothing more important to a sales rep than their assigned sales territory. They need to have a complete picture of the market opportunity that lies in front of them. Which customers are considered key accounts? Who are existing customers and who are net new opportunities? What customers should be targeted that align with the corporate objectives? Where are the opportunities that I need to win to achieve quota attainment faster? Where are the opportunities that will increase my commission earnings?
With Forma AI, sales and compensation leaders are able to communicate sales territory assignments to the sales organisation while providing them with a complete picture of the market opportunity.
Reassign and change sales territories quickly.
Avoid any coverage gaps and missed revenue.
When a salesperson is promoted, relocates, or simply leaves the company, a territory coverage gap is created, and the risk of missed revenue becomes real. Sales and Compensation leaders dread this scenario and it happens a lot. In a large sales organisation, there can be multiple territories that do not have an assigned sales rep and closing these territory gaps quickly is critical to the overall top-line results.
With Forma AI, sales and compensation leaders can quickly identify sales territory coverage gaps, reassign to another salesperson in minutes, and keep HR informed of sales capacity, recruitment and hiring needs.
Use data and statistical analysis to model quota targets and distribution among your salespeople.
Stop assigning sales quotas based on gut instinct. Use data and statistical analysis to model quota targets and distribution among your salespeople. Powered by innovation and AI, our customers are able to analyze historical quota attainment, market opportunity and potential, sales rep tenure and experience and many other data points to determine sales targets and distribution that salespeople agree are attainable. Experience the Forma AI difference.
Design top-down, bottom-up sales quotas.
Gain sales rep excitement and motivation.
Far too often, the sales quotas are set from the top-down without any collaboration with the sales managers and sales team. Finance and Sales executives will review past sales performance to reach an agreed growth rate. That growth rate is translated into quota targets and the sales managers turn around and distribute quota based on individual sales rep’s previous quota attainment. A sales rep that met their sales target last year receives a 10% increase this year. A sales rep that exceeded their quota target last year, receives an even higher percentage this year. That doesn’t seem like a fair process – penalizing top sales performers.
With Forma AI, setting sales quotas can be a collaborative effort where top level executives responsible for growth, partner with the sales team to gain agreement and alignment on what each sales manager and sales rep can deliver.
Administer unassigned sales quotas.
Keep your sales quotas in sync with your revenue plan.
When a salesperson is promoted, relocates, or simply leaves the company, unassigned sales quotas need to be managed, and the risk of missed revenue becomes real. Sales and Compensation leaders dread this scenario and it happens a lot. In a large sales organisation, there can be multiple salespeople moving, being promoted, or leaving the company at any given time. The longer unassigned sales quota exists, the most likely the sales quota targets are out of sync with your revenue plan. This misalignment impacts Finance who Is tracking and monitoring sales quota attainment and revenue to report to the board, investors, and other internal/external stakeholders.
With Forma AI, sales and compensation leaders can quickly identify unassigned sales quota, reassign to another salesperson in minutes, and keep HR informed of sales capacity, recruitment and hiring needs.
Change and reallocate sales quotas swiftly.
Avoid any unassigned sales quotas and missed revenue.
Sales and Compensation leaders are constantly juggling sales quotas. It’s not a 'one and done' exercise where you distribute sales quota targets to your sales reps at the beginning of the year and you're finished. There are many events that can trigger a change in quota distribution - e.g. a sales rep is promoted, goes on leave, or leaves the company. These events happen all the time and when they do, there are unassigned quotas and the potential of missed revenue.
With Forma AI, sales quotas can be reallocated swiftly so that revenue is not left on the table.
Communicate sales quotas changes with Finance.
Align financial reporting with actual sales attainment.
When a change occurs with the way the sales quotas have been allocated and when there is unassigned sales quota, there is a direct impact on the revenue plan. Finance owns the revenue plan and typically, sales and compensation leaders are responsible for allocated sales quotas to the sales team. It is critical that Finance is kept informed when there are unassigned sales quotas as a result of a sales rep being promoted, relocates or leaves the company.
With Forma AI, Finance, Sales Operations, and Compensation leaders are all kept informed when change impacts the quota targets and in turn, the revenue plan.
Experience the Forma AI difference.
See how Forma AI is different than any other Sales Performance and Incentive Compensation Management solution. Change the way you design, administer, communicate and manage change of sales performance and incentive compensation forever.