TALENT STRATEGY FOR SALES

Sales Performance Management (SPM) applications should play a central role in how organizations
optimize their sales teams. However, running consistent and standardized processes across sales teams
is challenging. Standard merit and annual processes do not work for sales, resulting in sales leadership
running informal processes.

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WHAT IS TALENT STRATEGY FOR SALES?

Ensuring organizations have a cohesive process to maximize their investment in the sales organization.

✓Onboard the right people for the right job

✓Drive performance at an individual and team level

✓Minimize coverage gaps

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WHAT IS TALENT STRATEGY FOR SALES?

Onboard the right people for the right job

Identify KPIs of your A players, and leverage insights for recruiter enablement to find the right candidates and focus training for sales onboarding

Drive performance at an individual and team level

Get more from the middle – Provide sales resource management the information they need, when they need it in time to course correct behaviors

Minimize coverage
gaps

Effective churn – Eliminate subjectivity, while enabling an
efficient and effective process to refresh team, and provide
insights into resource pipeline

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PERFORMANCE MANAGEMENT PROCESSES

These processes must meet sales needs for:
✓Format – Combination of quantifi able and qualifi cation metrics
✓Frequency – Aligned to pay frequency
✓Formality – Remove subjectivity

VERBAL WARNING PROCESS

Track initial conversations to ensure team has been notified and discussions of corrective actions approved

WRITTEN WARNING

Document discussions and provide set of goals that need to be achieved

FINALIZATION

Notification to HR to begin termination and re-hire process

Global Client Testimonials

“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

Global Client Testimonials

“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

Global Client Testimonials

“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

Global Client Testimonials

“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

Global Client Testimonials

“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

Global Client Testimonials

“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

Global Client Testimonials

“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)

Global Client Testimonials

“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 Strategic Services

Sales Planning Guide

Reimagine Sales Planning

This guide will explore the challenges of sales planning, the future of sales planning, the technology platforms, and capabilities available, and a roadmap to success. Let’s re-imagine sales planning and unlock its full potential.

SPM Vendor Selection

Choosing an SPM solution with confidence

A common challenge for many companies is effectively evaluating and selecting the right Sales Performance Management (SPM) technology solution.

SPM Vendor Selection

Choosing an SPM solution with confidence

A common challenge for many companies is effectively evaluating and selecting the right Sales Performance Management (SPM) technology solution.

Building an Effective Business Case for SPM Solution

SPM solutions helps improve business performance

After helping our clients build their own business cases, we’ve learned what works. These two must-do’s for building an SPM solution business case make it nearly impossible for your stakeholders to say “no.”

6 Common Mistakes of Selecting a Sales Performance Management Solution

Choose the right vendor for your current and future state needs

To help achieve “best practices” around the management of their sales compensation programs, many companies rely upon Sales Performance Management (SPM) solution providers to leverage new technology solutions to reach these goals.

6 Common Mistakes of Selecting a Sales Performance Management Solution

Choose the right vendor for your current and future state needs

Considerations When Replacing Your SPM Technology Solution

We identify seven key areas we find critical to completing this effort

Understanding the challenges companies face when migrating Sales Performance Management (SPM) technology solutions can be a significant undertaking.

Sales Performance Management Optimization

Unique culture brought big discoveries to the sales compensation process

Getting a clear view of the SPM configuration and whether or not it was optimized to meet sales compensation program needs.

Sales Performance Management Optimization

Unique culture brought big discoveries to the sales compensation process

Getting a clear view of the SPM configuration and whether or not it was optimized to meet sales compensation program needs.

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.

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