Going Global with Sales Compensation
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How do you manage sales comp for one of the world’s largest companies?
Thousands of sellers globally. Different geos, languages, local laws...
Siemens answered this question by establishing a Sales Comp Center of Expertise.
On our latest episode of The Sales Compensation Show, our CEO, Nabeil, had a chance to discuss this topic with Don Hubbartt, Siemens’ Head of Sales Comp Center of Expertise.
What’s interesting about global companies like Siemens is the magnitude of the challenges they face.
Every org has to design and administer comp, but the complexities are multiplied for massive, distributed companies.
You have to balance global scale with the nuances of locality, depend on stakeholders on the other side of the world, have the right robustness of policy in place, and properly catalog and define your roles, in addition to many other variables that vary from one geo / team to another.
Establishing a unified approach to sales comp becomes very appealing so that the same decisions and projects are not replicated in silos across an org.
This isn’t an efficiency play, as it’s clear a one-size-fits-all approach to incentives not only will drive poor revenue results, but will not address the local nuances.
Instead, a central model needs to own the design of frameworks and the facilitation of roll-out globally, as well as the KPIs and data collection to make informed, data-driven decisions broadly.
If done properly, organizations can use this type of model to accelerate learning through faster iteration and experimentation, have a more equitable sales comp process, and ensure that pay for performance means exactly that – the best sellers across the globe are getting compensated appropriately.
In many large orgs, it makes perfect sense to establish a Center of Expertise for Sales Comp.
It may not be easy, but it's worthwhile, and Don shared some of his top lessons learned on this journey.
Catch up on Season 2! 🎧
Click here to listen to more of The Sales Compensation Show.
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Sales Compensation Job Board
📌 1Password a computer and network security company is hiring a Sr. Analyst, Commission.
📌 Abbott a hospitals and healthcare company is hiring a Senior Sales Compensation Analyst.
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📌 AppFolio a software development company is hiring a Sales Compensation Analyst.
📌 Alarm.com an IT Services and IT Consulting provider is hiring a Sales Compensation Manager.
Click here to view a full list of sales comp job opportunities.
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Before you go...
Just like this newsletter, Forma.ai was created by Sales Comp Experts, for Sales Comp Professionals.
Our platform is the world's first sales performance management solution driven by a collective data model and AI. It allows organizations to design, execute, and optimize their sales incentives strategy.
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