In-Depth CRM Review

     Sales Compensation Management

Synygy, Inc.
2501 Seaport Drive
Chester, PA 19013

 

About the Company:

Synygy is privately held by its founder and key employees. The company has experienced 18 consecutive years of success and has no outside equity investors.

World Headquarters

Synygy’s world headquarters is located at 2501 Seaport Drive, Chester, Pennsylvania, USA, in the former Chester Power Station—an imposing, 1918-era structure that the Historic American Buildings Survey (HABS) calls "one of the best-preserved and most monumental early power plants in the United States."

Global Offices

In addition to its offices in Pennsylvania and Arizona, Synygy has global offices in Europe and Asia. Together, Synygy’s domestic and international operations enable us to provide 24x7 services to our global clients.

Accolades

Synygy has received many accolades in recognition of our history of accomplishments. Two awards that we are especially proud of are:

• Inc. 500 Hall of Fame—Inducted following inclusion on the Inc. magazine list of fastest growing, privately held companies in the US for five consecutive years.
• Philadelphia 100 Hall of Fame—Inducted following a record nine appearances in the Philadelphia Business Journal as one of the region's fastest growing companies.

Tactical Solution:

Category: Sales Management Capabilities

Sub-Category: Commission & Incentive Management

About the Product:

Sales Performance Management

Sales organizations spend a lot of money on systems, processes, and people designed to improve individual salesperson performance and increase sales results. Yet, most sales organizations remain unable to effectively manage performance, let alone drive performance.

To drive sales performance, each step in the closed-loop process—from strategy formulation to analysis of results—must be aligned.

Organizational Strategy Drives Sales Processes

To create organizational alignment, the various processes required to manage a sales organization—including sales compensation management, objectives management, quotas management, territory management, and reporting and analysis—must be properly implemented and managed.

Sales Processes Motivate Behaviors

The sales compensation plan, objectives, quotas, and the design of the territory for each salesperson provide them with an understanding of their goals and how their performance will be evaluated. Frequent feedback on their performance then motivates and reinforces desired behaviors.

Sales Force Behaviors Affect Results

Over time, with timely, accurate, meaningful information, management is able to assess whether the strategy is indeed driving the necessary behaviors and whether the organization is achieving the desired results.

Analysis of Results Determines Adjustments to Strategy

As individual and organizational performance is analyzed, the strategy and objectives must be adjusted, which then triggers the start of a new cycle of aligning strategy and processes, measuring and rewarding behaviors, reporting results, and analyzing and adapting.

Synygy’s Sales Operations Management (SOM) solutions are rooted in Synygy’s founding, when the company was focused on building sales data warehouses, designing and managing sales compensations plans, setting sales quotas, defining sales territories, creating call and activity plans, and automating the analysis of data for salespeople. Today, Synygy’s research has determined that although some sales organizations have had centralized oversight of some sales operations functions for decades, at most companies it is an emerging discipline. 

The primary problems that companies are trying to solve with sales operations improvements are related to the lack of quality and consistency of support provided to the sales organization, inefficiencies and costs of overlapping activities across other functional areas, and the lack of sales force productivity that results from unnecessary administrative burdens.

Based on our long-time experience and our research, we’ve defined a set of ten sales operations activities that all sales organizations need to do to be effective, aligned our solutions to each of these ten areas, and packaged them into a single set of integrated services:

• Sales Territories and Channels—including segmentation, targeting, and call and activity planning
• Sales Talent—including implementation and management of processes for recruiting and training salespeople, conducting performance reviews and skills assessments, and managing total compensation
• Sales Quotas—including quota design methodologies, quota setting, and the design and implementation of process for managing quotas
• Sales Objectives—including objectives (MBO) plan design and rollout, and the implementation and management of MBO plans
• Sales Compensation—including plan design, modeling, and rollout, and the implementation and on-going management of sales compensation plans
• Sales Metrics and Analytics—including the design of performance metrics, data warehousing, and data analytics
• Sales Data Processes—including the design and implementation of processes for managing parameter and exceptions, and collecting, adjusting, integrating, and validating data
• Sales Reports—including the design of salesperson reports and implementation of processes for creating, validating, and distributing reports
• Sales Analyses—including the design of sales performance and plan effectiveness analyses for managers and executives and the implementation of processes for creating, validating, and distributing analyses
• Sales Communications—including implementation of processes for managing inquires and disputes and gathering and feedback from the sales force

Companies can choose among Synygy’s integrated set of SOM solutions to supplement their existing capabilities, or—just as companies have outsourced their HR, IT, and other functions for many years—they can now fundamentally transform their sales organizations by outsourcing their sales operations department to Synygy. 

Price:

 For pricing details, please contact the company directly.

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