Everyone knows that if you want your sales team to bring in more revenue, you need a competitive sales compensation plan that pushes reps to close more deals at a higher Average Sales Price. SaaS requires a different set of rules, and a different type of sales compensation plan. Recurring revenue is the lifeblood of your business, and churn is a constant concern.
View All Guide Articles Evaluate Weigh the pros and cons of technologies, products and projects you are considering. Sales compensation management system boosts visibility at prosthetics supplier Salespeople at a California prosthetic supplier get paid faster, work smarter with sales compensation management system software.
Share this item with your network: Cascade Orthopedic Supply moves dozens of arms and legs each day. Eight sales representatives sell prosthetic limbs, back and knee braces and other patient aids to orthopedic and prosthetic providers across North America.
Cascade finally got balanced about a year ago when the Chico, Calif. Salespeople now receive up-to-the-minute updates on their quotas and goals, improving sales performance, according to the company.
Around that time, Cascade also took on Salesforce. Until then, Cascade had used a legacy compensation process: Each fiscal quarter, the company president ran a SQL report, transferred the results to Excel spreadsheets and then spent hours calculating commissions.
With a sales rep handling as many as accounts, this was an inefficient way to conduct business and gave the staff little reason to improve performance, Mayfield said. Cascade went with Xactly Express, a software program for small businesses, last year.
They can check their numbers daily with reports and dashboardsMayfield said. And they get paid sooner; Cascade now cuts checks monthly. The transparency of an on-demand sales system allows the sales staff to see which customer accounts need attention and plan long term, Mayfield said.
The staff has a strategic perspective of the vendors and suppliers that Cascade represents and can better align product needs to customers, he said. Real-time numbers permits reps to set their own annual quotas, and sales have improved, he said.
Xactly Express integrated nicely with Salesforce. There were hiccups, though.
With a high transaction volume running through Salesforce. Xactly is working on a button-click solution to delete those records, he said. A company looking to modernize its sales compensation and management system should first have an understanding of its compensation strategy, Mayfield recommended.
Have an implementation specialist assigned to your account, and make sure that person understands your organization and data structure, he said.
Cascade believes it made the right choice with Express, Mayfield said. The flexibility … has helped grow our business without taking up additional resources.When you use Salesforce as your organization’s customer relationship management (CRM) platform, you can manage a high volume of data automatically, even among large sales teams.
Learn about why it’s important to integrate commission tracking with Salesforce, the different types of sales compensation plans you can deploy, and how .
CATEGORIES Compensation Management PerformanceCentre delivers a high performance incentive compensation management solution for elite and agile sales teams.##The SSO Connector enables Salesforce users to securely access our ICM platform, with a single click using their Salesforce account.
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