auto dealer sales compensation webinar slides
DESCRIPTION
Learn how an auto dealer in Detroit, MI motivated their sales team in this recession to drive more revenues.TRANSCRIPT
Customer Webinar: AutoSmart Sales
Comp that Delivers Results
About Makana Solutions
“the most innovative product I’ve seen
lately…they really understand how
people design plans and work.”
James Hollincheck Research VP“Plan design is a key element of
effective sales compensation, which
drives sales behavior. Salesforce users
can take advantage of a dedicated sales
comp planning solution via the
AppExchange with Makana Motivator.”
George Hu, CMO
“We believe CEO Cobb's significant knowledge
of and insight into the sales compensation
industry….will help land Makana Solutions a
solid position in the expanding market.”
Judy Hodges, Research Analyst
Create Great Sales Comp
• See the big picture
• Access built-in best practice
• Anticipate incentive costs
• Generate graphical plan
documents
Create Great Plans
• Create Great Plans
• Calculate payments
• Share commission statements
and management reports
Planning to Payment
Customer Webinar: AutoSmart Sales
Comp that Delivers Results
Makana Solutions, Inc.
Makana
Motivator helps
companies
build brilliant
plans quickly.
Brilliant plans
energize the
team to achieve
the strategy.
Welcome to the Webinar
Speakers today:
Linda Stillwater, HR Manager
AutoSmart America
Teanna Spence, Compensation Director
Makana Solutions
AutoSmart America
• http://www.autosmartamerica.com/
• Smarter Choices for Cars and Credit
• Locations in Detroit, Michigan
• Great reputation built on relationship
of sales people
AutoSmart Economic Challenges
• Economic Challenge
o Detroit, MI: 2008
o Auto Industry Hub
o Unmotivated Teams
o Decreasing Revenues
Detroit Status
• Unemployment Rate: 10.6% (Dec 2008)
• +3.2% over Dec 2007
• 1 in 3 Detroiters is in Poverty
• 4000 Independent Auto Dealers
nationwide closed in 2008
AutoSmart Administrative Challenges
• Administration
• Time to Plan
• Communicating Plans in
Spreadsheets
• Needed Individual Plans
AutoSmart Payment Challenges
• Paying
• Confusion over commission payments
• Had 2 people in payroll working on
payments every month
Let the Search Begin…
• Found Makana through a Google search
– easy plans
– clear communication
– motivate team
– inexpensive solution
Why Makana?
• What used to take 2-5 days now takes
hours
• Easy to Communicate with Graphs
• Individual plans are easy to create
• Payment process takes 1/8 the amount
of time
Results
• Saved 3 days a month on payroll
• More motivated team
• Easy to compare two different plans
around year- end
• Easy to forecast cost of compensation
• Providing more clear goal to focus on
Poll Question
• How do you plan to change sales comp
this year?
– Compensate on profitability vs. revenue
– Drive sales in new markets
– Motivate higher sales productivity
– No changes to plans
Poll results
How do you plan to change sales comp
this year?
Compensate on Profitability vs.
Revenue 38%
Improve Sales Productivity,
46%
Drive Sales in New Markets
31%
No changes planned
15%
Changing Compensation
Mix46%
Aligning Strategy and Behavior- Demo
• Strategy
– Target the right points to achieve results
• Measurement
– Clear Plan Documentation
– Communicate expectations with Plans
• Administration
– Faster payments of plans
– Rep Portal
Follow up
Makana Motivator
• Planning
– Motivator Express
– $19/month
• Planning to Payment
– Motivator Pro
– $29/month per payee
– Request an online
demonstration
– (877) 881-0001
Additional Information• More Best Practices
– Sample plans
– Sample reports
– Webinars
– Surveys
– www.makanasolutions.com/resources