For a bit more than the last decade, my career has focused on data and data visualization within sales, marketing and finance. From understanding data architecture and database design to deploying insightful and effective reports to teams across the organization, I have come to appreciate the profound role data plays in today’s highly competitive marketplace.
Understanding how to use data and integrating it into one’s daily routine is a challenge for many. As I reflect back on my career and the challenges for sales reps and analysts ahead, I chose to shift gears and focus on sharing my experiences with a greater audience.
With the purpose of sharing my skills, I created Saalun. Saalun is short for Sales Analytics University. The subscription based service is geared toward sales reps and analysts. While sales leadership can also benefit, the product is to help reps get the training they need without relying upon corporate leadership to provide it.
While we are just launching an early preview, we will open the doors in Q4’17 with content, newsletters, webinars and podcasts. Head over to our site and signup for notifications, early previews, and the latest news on this exciting project.
Sales Compensation is not easy. Throughout my career, I have seen plans which break the sales budget to plans which do are insulting to the rep as they pay too little for a lot of work. I refer to sales compensation programs as a form of art which requires a bit of science.
Science is pretty easy as it is understanding how your team should be selling your product and how it translates to the pipeline and corporate goals. This understanding translates to key performance indicators (KPIs) which one can use to monitor rep performance and team performance.
The art plays in as you develop the actual plan and which KPIs enter that plan. Average Deal Size, Number of Meetings, or Conference Attendees may not necessarily be the best indicators of sales. With a mix straight sales revenue compensation (say 2%) and additional kickers and bonuses, the art of using plan structure for influencing rep behavior can take trial and error to get right.
Finally, the best compensation programs leverage transparency, reporting, and recognition. This is plan implementation where making sure the rep understands their KPI progress and how it translates to their paycheck. Regular reporting and team leaderboard distribution are essential, motivating and drive revenue. A proactive analytics program can ease the calculation and payout of compensation at the end of the quarter.
As a specialist in the field, I encourage you to follow Spiral Analytics, my consulting firm dedicated to sales team optimization and small business promotion. Follow us on Facebook