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Compensation Managers rely on hunches when designing compensation plans
Do you truly understand the impact
of your plan or territory changes?
What drives success?
Look at the information you have and see if there are any correlations.Tip
Sales by product, payee, territory and month
Compensation: Plan type, payout by component, payee and month
Territory hierarchy: city, state, region, country
Payee hierarchy: payee, manager
Time in role
Tenure with company
Performance rating
Base salary
Education
Last employer
HR survey info (How well do you understand the comp? Are you paid fairly? etc.)
External demographics (household income, real estate values, etc.)
Use tools like Watson Analytics to analyze these correlations and uncover hidden insights in your compensation data
Tip
Use ICM and Watson Analytics to THINK DIFFERENTLY
Designing effective comp plans
Coaching your sales reps
Territory decisions
Hiring the right sellers
Prioritizing leads
Smarter quotas
WATCH the webinar, “Uncover hidden insights in your sales compensation data”
You will learn about:How new developments in natural, language-based, cognitive computing help your compensation team see non-obvious patterns in their data, pursue ideas and improve decisions for the compensation program.
Discover additional IBM sales performance management resources