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Learn how to best divide sales so you can conquer the market with Xactly expert Erik Charles. Review different roles, when you need them and how to reward them so they are motivated to improve your bottom line.
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Hunters, Farmers and Comp Plan DesignErik Charles | Senior Manager, Product Marketing Xactly Corporation
Will Wiegler | Chief Marketing OfficerThe TAS Group
© The TAS Group 2012
Introductions
Erik Charles
Senior Manager, Product Marketing
Xactly Corporation
Will Wiegler
Chief Marketing Officer
The TAS Group
© The TAS Group 2012
Poll #1
What is the ratio of Hunters to Farmers in your sales organization?
A: 1 : 1 Hunter
B: 1 : 2-3 Hunters
C: 1 : 4+ Hunters
© The TAS Group 2012
Poll #2
What percentage of your budget is used for sales performance incentives?
A: 0%
B: 1% - 3%
C: 3% - 5%
D: 5% - 8%
E: 8% +
Hunters, Farmers, and Comp Plan
Design
© The TAS Group 2012#salescomp
Connecting the Pieces
© The TAS Group 2012#salescomp
What Should You Measure?
© The TAS Group 2012#salescomp
Setting Quota So You Don’t Wipeout
© The TAS Group 2012#salescomp
Timing Your Cash Flow
• You will see spikes in revenue for whatever the measurement period is.
• Combine monthly and quarterly goals with the annual numbers to help smooth the revenue cycle.
12
34
56
78
910
1112
0%
5%
10%
15%
20%
25%
© The TAS Group 2012#salescomp
Thoughts on Rewards
• Make it immediate • Majority of variable
should be individual• Team bonuses can be
accelerators or contests
• Awards – President’s Club
• Weekend escapes• Gift certificates
© The TAS Group 2012#salescomp
When Should You Pay?
When the deal is won?
Once the client is “live”?
After accounting recognizes the revenue?
When cash is in hand?
© The TAS Group 2012#salescomp
First You Hunt Revenue and Growth
Are they hungry? Are you ready for them?Do you have a plan for them to hit the ground?
© The TAS Group 2012#salescomp
How Much Pay at Risk?
Flat Salary3%
1% -
15%10%
16% - 25%17%
26% - 40%23%
41% - 60%30%
>60%16%
© The TAS Group 2012#salescomp
Accelerating Uphill?
© The TAS Group 2012#salescomp
Quick Steps For Paying The Hunter
Conduct a salary survey to set target pay.
How much of the target pay should be variable?
Pick metrics to base rewards on that meet corporate goals, focusing on the most important one.
Check out how much you’ll spend on sales if everyone makes quota.
© The TAS Group 2012#salescomp
Things are Getting Bigger – Need a Captain
Have you promoted your best rep out of the field or have you truly found a sales leader?
© The TAS Group 2012#salescomp
How Much Can You Get From The Territory?
Do they have the right personality?What is the opportunity? and
How much can the Farmer influence?
© The TAS Group 2012#salescomp
Now Its Time to Get Your Hunters Focused
People not afraid of the phone.
Will this be a stepping-stone towards becoming an account executive?
© The TAS Group 2012#salescomp
How Complex is Your Product Line?
Combining knowledge and presence
© The TAS Group 2012#salescomp
Final Thoughts
What are you trying to achieve?
Who is going to sell for you?
How much leverage and upside?
What are you going to measure?
When will you write the check?
© The TAS Group 2012#salescomp
Questions …
225 W. Santa Clara St., Suite 1200San Jose, CA 95113
T (949) 439-3555
www.xactlycorp.com
Erik W. Charles
@erikchaz on Twitter
© The TAS Group 2012
• www.dealmakerindex.comScore your sales effectiveness. Get advice. See how you compare.
• www.dealmakergenius.comCreate a customized sales process.
• www.dealmaker365.comRead our blog featuring insights on sales effectiveness.
• @dealmaker365
@thetasgroupFollow us on Twitter.
• www.thetasgroup.comLearn more on our website.
Free Resources
© The TAS Group 2012
www.thetasgroup.com• US 866.570.3836
• UK 01189 253 251
• International +353 1 631 6140
• Twitter: @thetasgroup
Where You Can Find Us
www.xactlycorp.com• US 866.469.2285 | 408.977.3132
• Twitter: @xactlycorp
• Blog: www.xactlycorp.com/media/category/blog/
Hunters, Farmers and Comp Plan DesignErik Charles | Senior Manager, Product Marketing Xactly Corporation
Will Wiegler | Chief Marketing OfficerThe TAS Group