The Sales Compensation Show
The Playbook for Sales Compensation Planning, Implementation, and Monitoring with Maria Oczko Canant, Head of Global Sales Planning at Workiva
May 23, 2023
Maria Oczko Canant, Head of Global Sales Planning at Workiva, discusses implementing sales performance management tools, revamping sales compensation processes for efficiency, enhancing sales planning through QA QC processes, automating forecasting, interesting lunch partners in sales compensation, and data visualization insights for sales planning improvement.
42:38
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Quick takeaways
- Understanding SPM tool requirements and data dependencies is crucial for successful sales compensation plan implementation.
- Starting with sales expectations helps drive desired results from sales performance management tools and tailoring reports for different audiences.
Deep dives
Implementation of a Sales Performance Management Tool
Lessons learned from previous experiences at Workiva emphasize the importance of understanding SPM tool requirements and data dependencies. By having an in-house team dedicated to managing these areas, successful implementation is facilitated. Challenges arise when roles leading projects lack daily sales interactions, hindering understanding of sales expectations and translation of information.
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