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Driving Success Through Cross-Functional Teams In Compensation Design And System Implementation

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Callidus Software
Callidus Software

presented at TrueConnection: Sales Performance Management Conference 2007 by Katie McConville, Director of Sales Compensation at Network Appliance

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Driving Success Through Cross-Functional Teams Katie McConville Director of Sales Compensation Network Appliance
Driving Success Through Cross-Functional Teams ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Driving Success Through Cross-Functional Teams ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],FY07: $2.8 Billion ,[object Object],[object Object],[object Object],$1B $2.0B $3.0B
Driving Success Through Cross-Functional Teams Network Appliance brings unmatched simplicity to the complex world of enterprise data management. ,[object Object],[object Object],[object Object]
Driving Success Through Cross-Functional Teams ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Driving Success Through Cross-Functional Teams Working cross functionally is one of the most difficult things we have to do, and the most important thing we have to do to continue to lead the industry Let’s take our cross-functional temperature…
Driving Success Through Cross-Functional Teams Sales Force GEO Sales Operations, HR, & Compensation Teams WW Sales Comp & WW Comp & Benefits Best Practice Comp Tools & Systems Business Processes Finance & Commission Accounting Our Engagement Model
Driving Success Through Cross-Functional Teams ,[object Object],[object Object],Partnering well across functional boundaries can set you apart and drive the success of the sales comp function…
Driving Success Through Cross-Functional Teams How Many Teams Impact Sales Compensation Design, Process, and Tools? Executives Product Management Sales Leadership Human Resources Finance Sales Operations IT Marketing Field Sales Teams Bigger question…who doesn’t impact comp design?
Driving Success Through Cross-Functional Teams Plan Design System Design Participant Management Calculation & Pay Out Performance & Analytics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Comp Review Board (WW Sales Ops, GEO Ops, Finance, Commission Accounting, HR, Comp & Benefits)
Driving Success Through Cross-Functional Teams Clearly Defined Ownership Clearly Defined Project Plan Clearly Defined Communication Plan HR IT Comp & Benefits HR Sales Benchmark & OTE Set DW IT Commission IT CRM IT Finance IT DW IT Commission IT Commission IT IT Owner Sales Ops – CRM CRM/Quote System & Hierarchy Sales Comp Goals and Comp Plan Roll-out Sales Ops Year End Club Reporting Corp Finance AOP – Annual Operating Plan Sales Ops Reporting Reporting Tools Commission Acctg True Comp System Implement. Sales Comp Comp Plan Design Business Owner Process Track Fiscal Year Transition Project Team Tracks
Driving Success Through Cross-Functional Teams Executive Steering Objectives & Direction EMEA Field Steering Team Americas Field Steering Team Japan Field Steering Team NGS Field Steering Team EMEA Core Design Team Americas Core Design Team APAC Core Design Team NGS Core Design Team Design plan components, create plans, drive global consistency, goaling methodology, T’s and C’s, and rollout plan Field Steering – Feedback Current State, Outline Sales Strategy, Brainstorm Future State, Review Plan Design, and Assist in Roll-out/Communication APAC Field Steering Team
Phase I: Planning SEPTEMBER OCTOBER NOVEMBER FY08 Post Mortem Meetings FY08 Sales Comp Survey Gather results of Sales Survey Finalize Timeline & Approval from Leadership EVP / VP input on Direction / Timeline Executive Steering : Strategy & Objectives Identify FST & Core Design Teams Americas FST: Week of Nov 26 >>>>>>>>>>>>>>> ACTION ITEMS & FOCUS <<<<<<<<<<<<<<< ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],FST Pre Work / Prep FST Kick Off: Conf Calls in November FST Kick Off Prep Finalize Peer Companies Prepare Salary Structure Workbook template & Pull Market Data into Survey Template Complete Salary Structure Workbook by Country Run EE data report Create structure (salary ranges) From completed workbooks
Phase II: Design DECEMBER JANUARY FEBRUARY Identify high priority Programs & strategy Changes/updates Form Program Steering Committees FST Updates: Conf Calls Week of Jan. 7 AVP / EVP Review: Progress Update (EVP Staff Meeting) Bi-weekly Core Design Meetings throughout December & January Americas FST: Week of Jan. 28 EMEA, Japan & APAC FST: Week of Feb 4 – 8 WW / NGS FST: Week of Feb. 11 FST Recap & Phase III Scheduling >>>>>>>>>>>>>>> ACTION ITEMS & FOCUS <<<<<<<<<<<<<<< ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],WW / NGS FST: Week of Dec 10 EMEA, Japan & APAC FST: Week of Dec 3 - 7 Create structure (salary ranges) from completed workbooks 1 st pass of salary structures for Presentation @ FST meetings Refresh EE data and re-distribute AOP Finalized Final EVP Review
Phase III: System Implementation, Communication & Training MARCH APRIL MAY Comp Design & HR Leveling Complete: Mar 3 Exec Steering: Design Review & Approval FY09 Comp Plan : Communication & Roll Out to the Field Define System Requirements FY09 Comp Plan : Training/Roll Out: Train the Trainers >>>>>>>>>>>>>>> ACTION ITEMS & FOCUS <<<<<<<<<<<<<<< ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Goal Sheets Distributed Prepare Upload: FY09 Salary Structures Into PS 3/17 – OPEN Sales Focal Tool 3/30 – CLOSE Sales Focal Tool 4/20 – 5/11 Print Letters Development, Test, and Migration to Production
Driving Success Through Cross-Functional Teams ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Avoid the Tug of War – Work as one team!
Driving Success Through Cross-Functional Teams

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Driving Success Through Cross-Functional Teams In Compensation Design And System Implementation

  • 1. Driving Success Through Cross-Functional Teams Katie McConville Director of Sales Compensation Network Appliance
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  • 6. Driving Success Through Cross-Functional Teams Working cross functionally is one of the most difficult things we have to do, and the most important thing we have to do to continue to lead the industry Let’s take our cross-functional temperature…
  • 7. Driving Success Through Cross-Functional Teams Sales Force GEO Sales Operations, HR, & Compensation Teams WW Sales Comp & WW Comp & Benefits Best Practice Comp Tools & Systems Business Processes Finance & Commission Accounting Our Engagement Model
  • 8.
  • 9. Driving Success Through Cross-Functional Teams How Many Teams Impact Sales Compensation Design, Process, and Tools? Executives Product Management Sales Leadership Human Resources Finance Sales Operations IT Marketing Field Sales Teams Bigger question…who doesn’t impact comp design?
  • 10.
  • 11. Driving Success Through Cross-Functional Teams Clearly Defined Ownership Clearly Defined Project Plan Clearly Defined Communication Plan HR IT Comp & Benefits HR Sales Benchmark & OTE Set DW IT Commission IT CRM IT Finance IT DW IT Commission IT Commission IT IT Owner Sales Ops – CRM CRM/Quote System & Hierarchy Sales Comp Goals and Comp Plan Roll-out Sales Ops Year End Club Reporting Corp Finance AOP – Annual Operating Plan Sales Ops Reporting Reporting Tools Commission Acctg True Comp System Implement. Sales Comp Comp Plan Design Business Owner Process Track Fiscal Year Transition Project Team Tracks
  • 12. Driving Success Through Cross-Functional Teams Executive Steering Objectives & Direction EMEA Field Steering Team Americas Field Steering Team Japan Field Steering Team NGS Field Steering Team EMEA Core Design Team Americas Core Design Team APAC Core Design Team NGS Core Design Team Design plan components, create plans, drive global consistency, goaling methodology, T’s and C’s, and rollout plan Field Steering – Feedback Current State, Outline Sales Strategy, Brainstorm Future State, Review Plan Design, and Assist in Roll-out/Communication APAC Field Steering Team
  • 13.
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  • 17. Driving Success Through Cross-Functional Teams