Sales Force Productivity Conference ● 15-17 October 2018 ● Ritz-Carlton, Atlanta ● © 2018 The Sales Management Association. All rights reserved.

Establishing a Center of Excellence for Sales Performance Management

Presented by : NAVEEN NAIR, Optymyze

RAHUL NAIR, Optymyze

2Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

OUR PRESENTERS

NAVEEN NAIR

Optymyze

RAHUL NAIR

Director of Strategic Engagement

Vice President, Professional Services

Optymyze

3Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

25years in SPM

1,000+ engagements

7 global offices

600employees

organicgrowth

Optymyze Helps Companies Rapidly Improve Sales Performance And Create Strategic Sales Operations

4Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

GLOBAL PRESENCEWe have people in place every place you want to be. We know local markets with boots on the ground and deep experience.

UNITED STATES Employees ~300

AMEA/APACEmployees ~200

London, EnglandFrankfurt, Germany

Bucharest & Iasi, Romania

Sydney, Australia

Pune, India

Philadelphia, PA

San Francisco, CA

EUROPEEmployees ~150

Countries with participants compensated using Optymyze’s software

Optymyze office locations

5Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

HOW DO I GO ABOUT SETTING UP A COE?

•Inventory your current state

•What will success for your organization look like?

•How will a CoE help you reach that aspirational state?

6Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

WHY IMPLEMENT A COE?

7Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

HOW DO I SET UP A COE?

Define Vision, Strategy, and Initiatives

Secure Senior Leader Sponsorship

Define Functional Structure

Assemble Team of Experts

Establish Business Processes

8Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

WHAT IS THE MANDATE OF A COE?

• Provide SPM operational management

• Provide SPM consulting services

• Own SPM enabling technology

• Are there any Sales Ops responsibilities that they

need to take on?

9Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

WHAT IS THE GOAL OF THE COE?

• Maintain and propagate corporate knowledge• Introduce company-wide standards and best

practices• Align organizational initiatives with business-level

plans• Increase efficiency through business unit

harmonization

10Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

WHAT SERVICES DOES IT PROVIDE?

Strategic Operational

Payroll ProcessingQuota Setting

Process Planning

Vision Road MappingComp Plan Design

Performance Analytics

11Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

• How does the COE interact with the business at each level?

• Is there an organizational mandate?• Is it a separate entity?• What engagement model will you employ?

WHAT IS THE BUSINESS MODEL OF A COE?

12Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

WHAT RESOURCES DO YOU NEED?

• Where will personnel come from?• Who liaises with partners?• Who manages:

– Liability and responsibility?

– Growth and expansion plans?

– Budget?

– Technology?

13Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

WHAT TECHNOLOGY SHOULD YOU USE?

• How will you use technology to resolve:

– Data challenges?

– Planning and strategy?

– Manual compensation processing?

– Industry-specific hurdles?

– Inscrutable data?

14Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

PARALLEL PLANNING HORIZONS

Strategic Planning Roadmap planning with multi-year horizon1

Operational Planning Translate long-term vision into 12-to-18-month operational plan2

Delivery Planning Short-term focus on immediate priorities3

15Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

INDUSTRIAL MANUFACTURING MULTINATIONAL CONGLOMERATE

• Goals

– Improve & standardize SPM processes

– Cut operational costs & increase productivity of personnel

• Outcomes

– Happy, healthy workforce

– Increased strategic focus throughout organization

16Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.

• Goals– Centralize incentive compensation processes– Process governance and consistency

• Outcomes– More data availability– Streamlined technical solution– A more effective comp process

FIRST CITIZENS BANK

Q & A PLEASE BE SURE TO SPEAK INTO THE MICROPHONE. WE’RE RECORDING!

© Copyright 2018 The Sales Management Association. All rights reserved.17

NAVEEN NAIR

Vice President, Professional Services

Optymyze

RAHUL NAIR

Director of Strategic Engagement

Optymyze

NairRahul@spm.optymyze.combit.ly/2REi8zD

Nair@spm.optymyze.combit.ly/2A6JeIG