JD Edwards
Summit
Sales Performance Management
SPM, Batesville, JD Edwards, and You
Charles McGuinness
Director, Customer Strategy
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What is SPM?
Creating More Performant Organizations
MANAGE
better
MANAGE performance
better
MOTIVATE behaviors
better
MENTOR best practices
MENTOR
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MOTIVATE
What is SPM?
• Unlike CRM, which is customer focused, SPM is employee focused
• Traditionally tied to Sales, but works with any organization where setting,
monitoring, and meeting goals is critical.
• Standalone applications, can be bought in pieces
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Grow Revenue with Sales Planning and Optimization
Territory, Quota, and Incentive Compensation Modeling
• Model incentive compensation plans and project total
compensation spend budgets
• Model and optimize territories using real-time
embedded analytics
• Identify gaps and overlaps in territory coverage
• Calculate quotas using past performance or territory
potential and apply seasonality
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Increase Operational Efficiency and Reduce Costs
Roll out territories, quotas, and comp plans to your sales force on day one
• Accelerate compensation plan review, approval, and
acceptance with customizable plan document and
approval workflow
• Guided compensation plan creation flows to streamline
the plan creation process
• Mass update capabilities leveraging round-trip file
import/export
• Expedite rollout of plan changes with automated
transfer of territory, quota, and compensation setups
between environments
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How does SPM intersect with JD Edwards?
• Data from JD Edwards can be critical in devising goals, quotas, territories
– Feed sales performance data into incentive compensation when sales reps are not
closing specific opportunities
– Feed account sales data to help devise better quotas and territories
• Batesville example later in presentation
• Can work with JDE CRM, HCM
• Can use SPM to help motivate ERP users directly
– Based upon any sort of metric, not just $
– Rewards can be bonuses, awards or even gamification badges
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Customer Case Study
Quota Planning @Batesville
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Batesville
Insight Driven Sales Performance Management
-
Accounts & Contacts
Opportunities
Prospects
Territory Management
Incentive Compensation
Quota Management
Company Overview




Oracle
Sales
Cloud
-
Challenges
Customer Master
Products
Invoice
Quote and Order
Order history
Fulfillment
Benefits
Batesville is a leader in the funeral
industry. 200 account managers serve
over 13,000 funeral homes with more
than 850 different products via 80
regional service centers.

Sales and Marketing processes were
previously not automated or
standardized.

Robust cloud and mobile accessible SFA
application enabling simplified user
experience and gain business visibility.

Inconsistent user adoption of previous
system with no mobile access to SFA.

Create a common platform and
standardize processes for business
transformation across field sales and
telesales.

Mature with the business – extend with
Territory Management, Quota
Management and Incentive
Compensation as ramp-up.
Improve sales force effectiveness and
management to results using real-time
KPI dashboards- less time on non-selling
activity, gain back lost business, increase
market share.

Industry: Industrial Manufacturing

Account Management lacked full
visibility into customer data from JDE
order history and products and selling
activity.
Opportunity Management processes
needed to more consultative, with more
account planning performed based on
the sales potential of each customer

Improve Account Planning by Sales Reps
focusing on high-value customers.

Sophisticated analysis of customer
trends, pipeline, activities and related
information with advanced reporting
and dashboards.
Lacked complete visibility to cost of sale
and pipeline .
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Anticipated Results

Improve collaboration and coaching
between Sales Management and Sales
Reps by focusing on planned and
completed customer activities.

Increase management visibility to
activities spent with high-value
customers.

Increase visibility into customer buying
trends producing a measurable increase
in sales.

Increase user adoption and improve
data quality through mobile access.

Improve compensation management,
defining quota and measuring results.
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Batesville Prior State
Quota Process
Compensation Process
1-2 months
Export/Import Data
to/from Cognos
Cognos
Review and finalize
changes
Run formulas
through Excel
Create multiple tab
Excel spreadsheet
(~500 MB file)
Manually move
accounts between
territories
• Stores the summarized data for tracking purposes,
updated once a week. No tracking of what has been paid
YTD.
Excel
• Data is exported from Cognos to
calculate payout
Manual Pay
adjustments
made
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• Corrections to pay done
in payment file, no
visibility to the rep
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Challenges
• Multi-department process touching sales, finance, ops, compensation, HR with
delays & numerous wait times
• Multiple excel versions passing between users leads to changes being missed.
Size of Excel file(s) is challenging
• More time spent crunching numbers than reviewing numbers
• 1 to 2 month quota process leaves sales operations exhausted, reps confused
and executives furious! Despite best effort, this repeats every year!
All the above leads to –
Reps didn’t know their targets until mid Q1 leading to loss in productivity &
revenue.
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SPM Accomplishments
• Changed process from data crunching to data analysis
• Created visibility for Regional Directors to see factors that went into the
quota calculations
• Increased awareness where reps can see their earnings on a daily basis
• Improved Accuracy
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“Our quota process typically takes 1 to 2
months. With our new Quota
Management solution, it only takes two
days, well maybe three.”
– Diane Kinker, Director - CRM Solutions, Batesville Casket
Company
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