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Incentive design and metrics 03112014
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
Adobe Digital Media Inside SalesMichelle McGowan, Manager of Inside Sales for Americas Digital Media
March 11, 2014
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
Agenda
Who we are
Digital Media Sales Organization
How we measure Inside Sales
How we compensate Inside Sales
Setting expectations
Challenges
Best practices
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
Who we are
Adobe is the global leader in digital marketing and digital media solutions. Our tools and services allow our customers to create groundbreaking digital content, deploy it across media and devices, measure and optimize it over time, and achieve greater business success. We help our customers make, manage, measure, and monetize their content across every channel and screen.
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© 2014 Adobe Systems Incorporated. All Rights Reserved. 4
Digital Media Sale Organization
© 2014 Adobe Systems Incorporated. All Rights Reserved.
Monte Wilson – Americas Digital Media
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Monte WilsonVP
Americas Digital Media
Andrew TravisAVP
NA Commercial
Susan Powell
Brittany Raven BurnsCommercial WestSan Francisco, CA
Sara Clayton-KuehmeierCommercial Central
Dallas, TX
Stephan RiouxAVP
M&E / Retail / FSI
Greg HaunManager
M&E
Jennifer SmetanaTeam Lead
FSI
Neil DayRetail EastNew York
TBHRetail Central
Rachel WilsonRetail West
San Jose, CA
Marion HurnAVP
EchoSign
Anthony BenvenutoSMB
San Jose, CA
Steve GreenMid Market WestSan Francisco, CA
Ken WebsterMid Market West
San Jose, CA
TBH (5)Enterprise Field DM
Chris HesslerAVP
Americas DPS
Naomi StarrDPS / EDU / M&E
New York, NY
Jeffrey FrommerFSI & Retail East
Hoboken, NJ
Mark BassaniFSI, Retail West
San Jose, CA
Alessandro FonsecaDPS LATAM
Ron Di TorroAgency Partners
New York, NY
Jim HolscherVP
Americas Education
Mike GiordanoEducation Northeast
Orefield, PA
Jonathan HammondEducation Southeast
Raleigh, NC
Tim SchulenburgEducation Central
Austin, TX
Karen SteeleEducation WestRoseville, CA
Fernando AmayaEducation LATAMCoral Gables, FL
Marta ClarkVP
LATAM
Fabio SambugaroSOLABrazil
Mauricio GonzalezNOLA
Mexico
© 2014 Adobe Systems Incorporated. All Rights Reserved.
Steve AffleckDirector, Inside Sales
Michelle McGowanMgr, Inside Sales
Education
Kathy TraynorTeam lead
Jarod Pace
Michelle Pedersen
Jeff James
Commercial GEO
Suzie Adams
David Lee
Andrea Specht
Commercial Named
Paul Chambers
CommercialLTAM
Digital Media Inside Sales
© 2014 Adobe Systems Incorporated. All Rights Reserved. 7
Partner L200, Phase II
How they are measured
© 2014 Adobe Systems Incorporated. All Rights Reserved.
Metrics
Monthly Linearity, linearity, linearity
Pipeline, pipeline, pipeline
On time reporting
Quarterly Regional # attainment
Inside Sales # attainment
75 Focus Accounts
2 to 3 individual goals
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© 2014 Adobe Systems Incorporated. All Rights Reserved. 9
Partner L200, Phase II
How they are compensated
© 2014 Adobe Systems Incorporated. All Rights Reserved.
Compensation
70/30 split but moving to a 60/40
TTC range is $80k to $105k, avg on team is $96k
Variable is split between commission and BDO – 50/50
50% M1 (able to accelerate) – team overlay
50% BDO (no acceleration)
25% BDO for Under Threshold opp (no acceleration)
15% BDO for ISS Driven/Influenced opps (no acceleration)
10% BDO for Call Blitz (no acceleration)
BDO paid out quarterly with no accelerators
BDO range from 2 to 4 per quarter
Merit increases 1st quarter year based on previous years performance
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
Setting expectations
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
Expectations
How we set them
Start of each new year Check-In and Expectations 1:1
Listen to what they need
Must be measurable
Align to both company and organization goals
Why it is important
Helps keep them focused and on track
Allows them to own their goals
No uncertainty of what is expected of them
Reviewed on a regular bases – min 1x per qrt
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
ISS FY14 Expectations
Annual Quota
Regional quota – achieve 100% of your regional team’s assigned quota
Individual quota - achieve 100% of your assigned quota
EDU - 15% of regional #
Commercial - 10% of regional #
Manage 75 focus accounts
Close opps in 30% (25 accts) of your focus accounts
Deal Reg and Adobe Source attribute to the %
Opps tracked in SFDC with activity
2 to 3 individual goals
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
ISS Daily Expectations
Be on time
Respect others
Work cohesively with your Manager, RSM, Field, Channel, Marketing and Sales Ops
Communicate with your Manager, ISR team and extended teams
Your Customers are your priority
Strive to have a high level of customer engagement which will ensure that you are growing your territory by building strong relationships and developing key strategic customer relationships.
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© 2014 Adobe Systems Incorporated. All Rights Reserved. 15
Partner L200, Phase II
Challenges and Best Practices
© 2014 Adobe Systems Incorporated. All Rights Reserved.
Challenges
Inside Sales pay structure
Field is currently double of ISR
Competing companies salary – MS starts $120k base and TTC $204K
Working from Home
Water cooler talk
Clock watchers
Overtime
Travel budget - limited
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© 2014 Adobe Systems Incorporated. All Rights Reserved.
Best practices
SPIFFs!
Individual contest based on driving revenue for specific BU
Top Rep of Quarter
Call Blitz
Activity
Incentives
Work from Home
Long lunch
Early/Late start
Team Lead
Team assignment
Mentoring
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© 2014 Adobe Systems Incorporated. All Rights Reserved.