Cervello’s Incentive Compensation Management (ICM) solution in Anaplan

The Incentive Compensation Management (ICM) Solution creates a flexible and transparent sales performance plan which drives behavior of your sales organization. Business operations, sales managers, and reps are aligned and can quickly understand how the compensation plans are set up for the upcoming year.

The model’s ability to align the functional groups involved in the sales performance planning process helps ensure management goals make their way to reality. Furthermore, throughout the year the reps and sales managers can easily track their progress against the plan — daily integrations with upstream source data such as Salesforce make this seamless and easy.

Recent economic events have proven the importance of dynamic and easy to update planning processes. Organizations may need to drastically change their compensation plan to incentivize the sales organization to target completely different products, contract types, or customer profiles. With our ICM solution these daunting changes can be updated year to year without any headaches. In addition, the ICM solution provides multiple scenario modeling for your organization to pivot and compare different incentive metrics, payout curves, and many more drivers, enabling the organization to navigate through any business environment.

The ICM model promotes alignment between management, business operations, and sales teams by using data, transparency, and user experience.

• Data — Sales initiatives, sales teams, and actual sales data exist in all organizations; however, many fail to leverage their data in a common solution. Meaningful source data such as (Salesforce, Contract Systems, and HR) integrate into the ICM model, which allows for real-time visibility into the sales teams performance against the compensation plan. This information is stored in a centralized tool that feeds all decision making processes.
• Transparency — Enabling sales reps to understand what their attainment objectives are and how they are tracking towards them. In addition, the real-time visibility to their progress provides a sense of empowerment and accountability in the sales team — they own their future.
• User Experience — Intuitive and user friendly dashboards provide better flow throughout the sales performance planning process. Charts, KPIs, and real-time updates to dashboards enhance the user experience and promote engaged sales operations and sales teams.

About Cervello, a Kearney company

Cervello, a Kearney company is a data and analytics consulting firm and part of Kearney, a leading management consulting firm. We help our leading clients win by offering unique expertise in data and analytics, and in the challenges associated with connecting data. We focus on performance management, customer and supplier relationships, and data monetization and products, serving functions from sales to finance. Cervello is an Anaplan Gold Tier partner. Leveraging our extensive planning, modeling and consulting experience we have successfully implemented over 100 planning solutions. In addition, we ensure maximum ROI on your Anaplan investment by utilizing the connected planning approach, enabling client center of excellence, and providing training.