Uncover Hidden Insights. in Your Sales Compensation Data

Transkript

1 Uncover Hidden Insights in Your Sales Compensation Data

2 Unser Ansatz: Sales Incentive Compensation ist das Bindeglied zwischen Unternehmensstrategie und der Kundenkommunikation In diesem Geschäftsprozess ist die sind Einsparungen und Effizienzsteigerungen am einfachsten zu realisieren Der Vertrieb kann im Wettbewerb nur mit validen Daten und Echtzeitanalysen bestehen

3 SPM Competency and Value SPM Reife Grad Scaling a Market OPTIMIZE decisions & processes STABILIZE the operation CHAOS pre-icm Typically, organizations begin with efficiency goals, then address growth objectives, and lastly, design finely-tuned approaches to the most complex business challenges. Time IBM Institute for Business Value in collaboration with MIT Sloan Management Review

4 Analytics can help sales leaders improve decisions about issues such as sales strategy, sales force size and structure, and the recruiting of sales talent (legacy) approaches can blindside sales forces with undesired consequences in terms of sales force effort allocation and financial risk.

5 Was fehlt in Unternehmen? 1) Technologien, die von allen genutzt werden können 2) Struktur und Organisation der Daten 3) Verständnis der Möglichkeiten

6 Incentive Compensation Lösungen helfen in vielen Bereichen

7 Kosten für Fehler und überhöhten Provisionszahlungen wurden bei mehr als $ 1 Million pro Jahr geschätzt Director of Compensation

8 wir wollten nicht auf die IT-Abteilung angewiesen sein, wenn wir Änderungen vornehmen Gibt dem Business-Anwender voll und ganz die Möglichkeit, den Kompensationsprozess zu verwalten, ohne tiefe technische Fähigkeiten " Chief Operating Officer, Wealth Management & Brokerage

9 "Manager können auf einen Blick die Produktivität aller ihrer Mitarbeiter verstehen" "Das Management nutzt die Informationen... um Motivationsprogramme zu erstellen " Sr VP of Human Resources

10 # of Reps YTD Sales 2013 Attainment Traditionelle Incentive Compensation Analytics Pay for Performance Boom Bust Analysis YTD Quota Attainment 2014 Attainment Quota Distribution Top & Bottom Performers Ranking Rep Attainment Marilyn Abdul Steve Jian 183% 121% 98% 42% Quota Attainment %

11 Was können wir lernen von Watson Analytics?

12 Information Watson Analytics you might und already possess. Have Cognitive you ever Computing correlated it? Nutzung von Watson s cognitive Fähigkeiten Datenanalyse über Fragestellungen wie bei google Lernfähig datenvisualisierung Liefert neue Erkenntnisse

13 Informationen, die Sie bereits besitzen Haben Sie sie jemals in Beziehung gesetzt? Sales by product, payee, territory and month Compensation: Plan type, payout by component, payee and month Territory hierarchy: city, state, region, country Payee hierarchy: payee, manager Time in role Tenure with company Performance rating Base salary Education Last employer HR survey info (How well do you understand the comp? Are you paid fairly? etc.) External demographics (household income, real estate values, etc.)

14 Viele Wege führen nach Rom:

15 Datenintegration Getting Started Workbooks Drag a file into this area or browse to it Connect to you data from remote sources All Data Sets Marketing Campaign Analysis Operations Plan 2015 Sales Comp & Demographics Marketing Campaign Analysis Operations Plan 2015 Sales Comp & Demographics

16 Datenintegration Getting Started Workbooks Sales Comp & Demographics Drag a file into this area or browse to it Connect to you data from remote sources

17 Fragestellung in einfacher Sprache Which How is sales pay related territories to performance? are the best? How does ProductSales for Territory for TerritoryReps compare compare by Region? by Region? How does SalesUnits for Territory for TerritoryReps and compare compare by by Region? Product? How does Sales Education for Territory for Reps Payee and compare by Region? by Region? How does Sales Avg. Sales for Territory for Reps Payee and compare by Region? by Region? How does Sales QuotaAttainment for Territory Reps compare and by Region?

18 Watson Analytics findet die besten Analysewege für Sie heraus Which How is sales pay related territories to performance? are the best? How What does is the Sales grouping for Territory Reps of YearlyRating compare by for Region? TerritoryRep How does BaseSalary compare by YearsInRole? How does AvgSales for PlanType compare by AvgCalls? How does TotalComp for Payee compare by UnderstandPlan? What is the breakdown of QuotaAttainment by YearlyRating?

19 What predicts Yearly Rating? Pay vs Performance Top Predictors of Yearly Rating What influences Yearly Rating? Annual Rating Target CustomerSat 2 Target AverageDealSize 3 Field AvgCalls Field AvgSale Field WorkLocation

20 Können Sie den Daten vertrauen? 61 Sales Comp and Demographics has 36 fields & 1470 records Missing Values threshold is 50% Change EmployeeNumber JobRole Age Gender ManagerNumber BaseSalary QuotaAttainment PlanType ProductSales ServicesSales EducationField EducationLevel YearlyRating YearsInRole ManagerChanges TrainingCourses2014 TotalWorkingYears JobSatistfaction SurveyUnderstandPlan SurveyPaidFairly AvgIncomeTerritory PopulationInTerritory

21 Visualisiert die Beziehungen Pay vs Performance Top Predictors of Annual Rating The decision tree shows how Yearly Rating is significantly influenced by AverageDealSize and 9 other inputs What influences Annual Rating? YearlyRating CustomerSat AverageDealSize AvgCalls AvgSale WorkLocation

22 Statistische Detailsichten The t is statistically significant so reject the null hypothesis that the Pearson correlation between Education and ProductSales equals 0.

23 Präsentation der Ergebnisse

24 Nutzen Staff & Organize the Team Know Where to Focus Optimize the Sales Process Manage the Sales Team Admin & Control Sales talent acquisition Sales talent retention Territory and coverage optimization What attributes contribute to purchase Lead analysis & prioritization Propensity to churn & upsell Sales strategy optimization Account team skills optimization Funnel progression analysis Sales rep alignment & motivation Assign optimal targets Tracking against targets Forecasting For accruals For business planning Sales comp process reporting Compliance reporting

25 Unser Ansatz: Sales Incentive Compensation ist das Bindeglied zwischen Unternehmensstrategie und der Kundenkommunikation In diesem Geschäftsprozess ist die sind Einsparungen und Effizienzsteigerungen am einfachsten zu realisieren Der Vertrieb kann im Wettbewerb nur mit validen Daten und Echtzeitanalysen bestehen

26 Holen Sie sich einen kostenlosen Watson Analytics Account