It’s Month-End Mayhem
Whether your team faces the month-end mayhem or the daily data distraction, here are five signs that your company needs to invest in a sales performance management platform.
1. CFO Calculation Calamity
The CFO is pushing hard to close the books for the month and urgently needs to know how much expenses to include for commissions. You look at your schedule for the week and outside of pulling a few late nights, there’s no way you’ll be able to run all the sales compensation calculations in time to meet their deadline.
2. Sales SPIF SOS
The first month of the quarter was lighter than expected and the VP of Sales just called. She’s worried about hitting her numbers this quarter and is trying to figure out how to fund a SPIF to boost sales. She needs some urgent information on how much of this year’s commission budget has been spent so far. Looks like you’re cancelling your weekend plans to crunch the numbers.
3. Manual Modeling Mayhem
The team is preparing for the quarterly business reviews for the North American sales and you just received the 20th email from the sales manager asking for YTD performance numbers on all the metrics (revenue, profitability and new cloud services clients). As if that weren’t enough work for you, there’s another casual ask at the end of the email: Could you project how each person will do next quarter based on their current sales pipeline?
4. Annual Assessment Avalanche
At the start of Q4 the CFO laid out an aggressive planning schedule for the next year. Part of the long list of to-do’s include:
- Creating regional projections for each sales team on how they will close the year
- Calculating revenue and profitability for core products and service lines
- Developing a compensation model for the next fiscal year based on this year’s projections
They’ve also asked for the flexibility to be able to tweak and “iterate” on the model.
5. Fire Drill Frenzy
These daily, weekly, and monthly fire drills are frustrating because you know that you can help the organization more if you could just tame these one-off requests.
If it’s broken…
You’re already using Intacct for accounting, but what about your sales planning? Maybe you still use manual spreadsheets? Or maybe you got someone to write a little code to automate them? But it seems to take even longer to do everything now because you have to make sure the formulas and macros are correct, check that the data import and export worked, and keep the spreadsheets from “automatically” giving you the wrong answers.
Or maybe you invested in a third party software solution that’s gotten you locked into the vendor’s way of doing things and every change you want to make winds up costing you time and money. Lots of money.
Those are our five signs that your company needs to invest in a sales performance management platform. If you have more, please reach out or leave your tips in the comments!
Philip is responsible for developing sales strategies and providing leadership to the inside and field sales teams to deliver growth results. Philip has a proven track record of successfully building sales, marketing and customer facing teams in the high tech market across software, services and product based revenue streams. Philip led teams from initial concept to successfully establishing critical reference customers and predictable, scalable revenue models. Prior to Obero SPM, Phil was the President of DMTI Spatial which was successfully sold to Neopost in Oct 2013. During Phil’s time at DMTI, the team managed the transition from a legacy data-services company to a full-fledged cloud organization servicing the banking, insurance and telco markets. Phil’s career also included successfully leading various teams at Sun Microsystems, Crystal Reports and other B2B software companies.