Sales Performance Management Across Industries
Incentive compensation applies to any industry, anywhere.
Sales compensation programs are tied to the bottom line.
According to IRF, 90% of top performing companies leverage incentive programs to reward their salesforce. Yet, 62% of companies continue to leverage manual processes and Excel. It is critical to ensure you are getting ROI from your sales compensation plans and that the tools you are using to do so, provide the most efficient and accurate information possible. Without it, insights into how a salesforce is performing is affecting your bottom line. Moving from uncertain and ineffective to best-in-class will create opportunities to drive revenue. After all, that’s one of the keys to success of a top performing company.
Unique Complexities Across Industries
Collect
- Disparate and various sources systems
- Managing payee and HR data
- Manual intervention to data processes
- Error handling
Credit
- Complex indirect and overlay scenarios
- Geography, customer, and product-based assignments
- Exception and override requests
Calculate
- Large number of plans and metrics
- Plan exceptions and rule variations
- Flexibility and change management
Compensate
- Prior period adjustments
- Multiple calendars and payout frequencies
- Clawbacks and recovery handling
Communicate
- Detailed incentive reporting
- Performance and Geography summaries
- Dispute management
- Field self-service workfl ows
How Do We Help
Foundational models are tailored based on client specific requirements, and increase the ability to realize
strategics differentiators and best-practices.
BUSINESS AUTONOMY
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We provide a technical foundation and project artifacts to ensure adoption |
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SPEED TO MARKET
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We maximize the project ROI through tool utilization and automation of the end-to-end sales compensation process |
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SCALABILITY
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We create a flexible and scalable model to allow organizations to grow the sales team while maintaining operational efficiency |
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INSIGHTS TO DRIVE REVENUE
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We provide actionable data to motivate sellers plus compensation analytics to drive revenue and enhance user experience |
Clients From Around the Globe
“Sunrun maximized the value of our incentive compensation system, and we were able to increase overall sales volume of solar panels and batteries. We’re now able to better serve both our employees and our customers. The efficiencies generated from this new ICM system have led to an increase in deployment of solar across the United States.”
ROBERT YEAGER
Director of Compensation, Sunrun
Clients From Around the Globe
“OpenSymmetry rose to the challenge of creating a roadmap for an efficient, centralized ICM system for us. We started off with over 100 incentive plans throughout the bank in different lines of business, meaning the incentive administration was decentralized. With the help of OpenSymmetry, we have improved efficiencies by streamlining our incentive compensation administration to a single system.”
Kimberly Hinrichsen
VP & Sr. Director of Incentive Admin, U.S. Bank
Clients From Around the Globe
“After working [with OpenSymmetry], my whole world changed. From working with a huge, onerous spreadsheet system, it’s gotten simpler. It’s changed the game for everyone in the company. We have improved timelines for making information available for reps. It shifted my perspective to dig deeper into the data.”
Courtney Aubin,
Senior Sales Commissions Analyst, Blackbaud
Clients From Around the Globe
“Working with OpenSymmetry, we experienced openness, flexibility, and total commitment to our success from UK team. I was surprised that instead of coming up with solutions to fix our problems only, they were always looking for ways to simplify, streamline, and improve our processes in the same time. Due to that kind of commitment, we went from having over 100 configuration rules to just 27.”
Petra Maurova
Sales Rewards, SITA
Clients From Around the Globe
“OpenSymmetry helped us to evaluate our ICM program in a new light. Their technical and business expertise allowed us to understand the details of how changes would impact our system and processes. This enabled us to implement changes that would have the biggest impact on our business.”
Sales Operations Manager
Wacker Neuson
Clients From Around the Globe
“OpenSymmetry’s culture was a really good fit with T-Mobile. They were very open-minded and spent as much time listening and collaborating with us as they did telling us what needed to be done. That type of humility with such solid knowledge and capability was a perfect match for us.”
Clayton Tredway
Director Customer Care, T-Mobile
Clients From Around the Globe
“OpenSymmetry helped automate our data feeds and update our configuration of Xactly Incent, and these improvements helped us save approximately 7,200 hours per year by eliminating manual calculations, minimizing adjustments, and building trust in the data to reduce shadow accounting. When we got this working right, we reduced what took days to 3.5 hours. Time savings have been so key for us.”
Justin Ritchie
Senior Director of Sales Operations, Manheim (subsidiary of Cox Enterprises)
Clients From Around the Globe
“Working with OpenSymmetry, we have implemented a formal, auditable, trackable sign-off process for the payouts. It’s made a huge improvement. No more paper. Information is at associates’ fingertips 24/7. Managers can view sales results and compensation results for their teams, which leads to more effective and efficient management. The availability of information has made a huge difference.”
Jennifer Wooster
Vice President – Group Actuarial and Compensation Officer, Ameritas
Resources for Any Industry
From Strategy to Service
Webinar
In this webinar, learn how DSM was able to make a more informed decision based upon the reality of today, next year, and the years after that with their new SPM solution.
The Ultimate Guide to Sales Performance Management (SPM) Vendor Selection
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Leveraging experience on over 100 SPM selection engagements, this guidebook was developed to lead you through selecting a solution that will start your journey to a world class SPM solution.
SPM Challenges & Technology Considerations
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Considerations When Replacing Your SPM Solution
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The Difference Between SMB/Commercial & Enterprise SPM Platforms
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There are a multitude of (SPM) solutions on the market. Understanding the differences between what some consider SMB/Commercial grade solutions and enterprise solutions will be critical.
About Us
OpenSymmetry enables clients to achieve greater operational efficiency and get better sales results. We are a global consulting company specializing in the planning, implementation, and optimization of industry leading technology suppliers of sales performance management solutions.