Summarizing Key Products of Sales Performance Management

SAP SuccessFactors Sales Performance Management consists of three core applications: SAP SuccessFactors Territory and Quota, SAP SuccessFactors Incentive Management, and SAP SuccessFactors Agent Performance Management.

SAP SuccessFactors Territory and Quota is a cloud-based solution that automates the sales planning process from planning to territory optimization and quota management. This comprehensive solution can simplify sales planning with agility, fairness, and transparency. It empowers business users to:

• Design, optimize, assign, and manage territories based on opportunity, workload, account information, and geography.
• Gain alignment between potential and sales capacity to maximize sales revenue.
• Respond to market changes and sales representative turnover quickly to help ensure no opportunity is lost.
• Prevent over-allocation or under-allocation of accounts.
• Help ensure that each seller is productive by providing them with a strategic list of accounts to target.
• Use metrics such as historical transaction data or CRM opportunity data to set quotas fairly and scientifically for new and existing businesses.
• Apply AI recommendations to optimize territory alignments and scenarios.

Use the map within the solution to:

• Generate heatmaps between the assigned and unassigned accounts and geographies to visualize the density of accounts aligned within the territories.
• Summarize or transfer territory account alignments to group multiple accounts and geographies on the map using the lasso feature.
• Automatically create adjustable child geographies through the snap lock feature.
• Create a polygon or draw figures using the lasso feature to group a set of account alignments and compute the average drive time from a source account to a destination account.

To learn more about Territory and Quota, watch the following video.

Key takeaways from the video:

1. Optimized Sales Planning: SAP SuccessFactors Territory and Quota simplifies financial and sales planning, allowing organizations to design and optimize sales territories while deploying fair quotas to maximize revenue.
2. Data-Driven Quotas: The solution enables companies to set realistic, data-driven quotas based on historical data, market potential, and individual salesperson capabilities, which drives overall sales performance.
3. Performance Tracking: By tracking progress and performance, organizations can motivate sales teams to meet or exceed targets and identify areas where additional training and support are needed.
4. Scalability and Flexibility: SAP SuccessFactors Territory and Quota is scalable and customizable, making it suitable for businesses of all sizes and adaptable to various operational needs across different regions and markets.

SAP SuccessFactors Incentive Management is designed to automate and manage the comprehensive incentive compensation process. It is specifically geared toward managing complex and variable pay structures for sales teams, partners, distributors, and other incentive-driven entities. The solution offers a range of functionalities to streamline and optimize the incentive management processes, providing a robust platform to motivate and reward the sales force effectively. Features of Incentive Management include:

• Personalized, role-based dashboards for sellers and managers to monitor and manage sales performance and payments.
• A flexible rules engine that makes it easy to create, edit, and manage incentive compensation payouts.
• Hierarchy management to oversee employee details.
• Modeling inside of production to forecast future periods quickly and easily without the need for access to a sandbox.
• Built-in analytics and interactive reporting to provide powerful insight into plan performance and correlation to revenue.
• Embedded workflows throughout the solution to access, route, and resolve disputes in a timely manner.
• Data integration allows implementers to connect to various data sources, including CRM systems, ERP systems, and other relevant data sources, helping ensure accurate and up-to-date data for incentive calculations.
• A mobile app that provides convenient access to incentive-related information, empowering sellers and managers to stay connected and manage their incentive-related tasks from nearly anywhere.

To learn more, watch the video: Incentive Management Overview

Key takeaways from the video:

1. Motivation through Incentives: Salespeople are more productive and loyal when provided with transparent and fair compensation plans, making effective incentive management essential for growth.
2. Flexibility and Customization: SAP SuccessFactors Incentive Management allows businesses to create flexible and tailored compensation plans, whether individual or team-based, to meet specific needs.
3. Data-Driven Insights: The solution offers real-time performance tracking, automated incentive calculations, embedded analytics, and AI recommendations, enabling managers to make informed decisions quickly.
4. Risk Reduction and Engagement: With features like one-click traceability, the system minimizes payment errors and disputes, fostering a fair payment system that enhances employee engagement and retention.

Purposely built for insurance companies, SAP SuccessFactors Agent Performance Management (APM) streamlines onboarding, compliance, and incentive compensation management to support the specific needs of insurance companies of any size. It can optimize outcomes and deliver superior performance by increasing agent motivation and promoting healthy sales competition. It provides clear visibility into planning, performance, and payments. With APM, organizations can:

• Design, distribute, and model agent compensation plans and programs for an unlimited number of payees.
• Support multiple lines of business, numerous products, and plans for captive and independent agents.
• Promote desirable behaviors with splits, credits, tiered bonuses, accelerators, multidimensional rates, and more.
• Benefit from a built-in, preconfigured Medicare model, which provides integration with The Centers for Medicare & Medicaid Services as well as the ability to modify standard rates and options surrounding payments, enrollments, proration, and more.
• Accommodate unlimited levels of hierarchies and complex relationships that evolve over time.
• Integrate with credentialing registries such as the National Insurance Producer Registry (NIPR), Depository Trust and Clearing Corporation (DTCC), Financial Industry Regulatory Authority (FINRA), and others.
• Onboard agents faster in a single continuous process to get them selling immediately.
• Grant visibility into the book of business and historical details and ownership regarding customers, policies, and performance.
• Manage change with comprehensive audit trail visibility and detailed audit logs that offer a historical, current, and future view.

To learn more about Agent Performance Management, watch the following video:

Key takeaways from the video:

1. SAP SuccessFactors Agent Performance Management (APM) allows you to design, distribute, and model agent compensation plans and programs.
2. APM automation reduces overall compensation TCO and increases ROI to promote desirable behaviors.
3. APM enabled Independence Blue Cross to increase their commission payout accuracy by up to 98%.
4. Automated self-service onboarding allows third party agents to get to work faster, reduces the need for IT requests, improves operational efficiency, and reduces overpayments.