Effective Plan Design for Business Success

1. E-Reward Great Plan Design and Successful Implementation 12 May 2016

2. You Face A Complex Challenge What type of business are you? What is your sales strategy? What are your business objectives? What culture do you have? What sales behaviours do you need? What are your competitors doing? What other external pressures are you facing? How are your customers buying preferences changing? Do you have the ability to operationalise plans? What plan design experience do you have? Can you manage change? How stable is your sales organisation?

3. Typical Response Effective Response Getting an agreed plan design launched on time Making sure plan design is driving the behaviours to support strategy Optimising processes to support successful plan design delivery Achieving effective, consistent processes Having dynamic, flexible technology Managing with no or inflexible technology

4. Cost Impact of Getting It Wrong No behaviour change, demotivated salesforce – lost performance upside 5-10% revenue increase Don’t realise admin resource savings 50% of FTE cost High implementation cost if plan design too complex Delayed implementation 2x implementation cost and timeline

5. + Vision of the Future – Imagine …… + 25% 7% Lower Turnover More Sales Reps Making Quota 2X + + Transparency Faster Growth 37% 36% Quicker Sales Shorter Sales Cycles

6. GREAT DESIGN Principles - Based Approach Design to Facilitate Operationalisation Robust Design Process

7. Designing for Success

8. Principles-Based Design Pay For Results Significant Opportunity Pay Differentiation Link to Company Goals Measurability Flexibility Role Accountability Team Alignment Simplicity

9. What Does Great Look Like? • Will always beat target • Overachievement incentives • No caps • The group that can best move the needle • Tiered commission • Prizes • A few may make it, includes new starters • More frequent targets/incentives • Social Pressure High Performers Core Performers Low Performers

10. Beware Negative Consequences

11. Make It Real Incentive Design Quotas and Territories Technology

12. Operationalisation Gives You a Competitive Edge Reduced Risk/Cost Performance Visibility Selling Focus • Sales Rep can calculate commission outcome • Sales Manager can focus coaching • Execs make the right strategic calls • Accurate payout • Fewer disputes • Focus on selling • Reduced admin costs • Reduced compliance risk • Flexibility to Adjust

13. What is Your Next Move ?

14. The OS Roadmap takes you from uncertainty to opportunity opportunity uncertainty evaluate transform implement adopt plan select technology purchase What I Need What I Expect What I Want • Plan Design • SPM Current State Assessment • Future State Roadmap • Implementation Readiness • Business Case • Software Selection • Implementation Planning • Deployment • Change Management • Business Operations • Technology Support • Process Optimization • Transformational Outcomes that’s the advantage

15. 1. Understand the Challenge 2. Ensure Effective Design 3. Invest in Capability BEHAVIOUR IS THE KEY!

16. Contact Info Jon Clark Strategy Services Director EMEA jon.clark@opensymmetry.com +44 (0) 7768.558771 from strategy to success.

17. Pharma & Medical Devices Case Study Providing research, development, production of bio-tech and pharmaceutical drug therapies. the PROBLEM the SOLUTION • Plan Design Framework to accommodate all roles • New Territory Alignment • Quota Setting to provide realistic challenge • Needed to adapt to changing market and customer landscape • Shift to a customer driven focus and team behaviour • New sales organisation

18. How Design Impacts Implementation Challenge

19. ? Technology Can be Complex!