Hi Jordan,
Thanks again for initiating a conversation a few weeks ago, and for taking the time to share more about your business pain points and critical areas to address. I can resonate with the position you’re in from a sales comp process lift, and all the downstream impacts that tend to fall on the accounting team to administer. You asked for a summary of how my team could potentially step in to help, and here are my thoughts:
Top Pain Points
Lack of transparency into plan mechanics for Sales Team. They don’t understand their plans. Overly complex plans and processes with downstream impact on the accounting team. Commission system (Xactly) is clunky, extremely manual, and doesn’t handle adjustments well. Need for industry benchmarking, best practices, and general alignment of sales roles. Other accounting-specific issues to solve: commission capitalization, audit readiness, SOX 404. Top Opportunities
FY25 Sales Comp Planning & Execution - a chance to reset the plans to address top pain points Commission System Advisory - help with evaluation of new system or optimization of existing Accounting-focused support - commission capitalization, auditor translation, SOX 404, capacity relief Sales-focused enablement - plan simplification, documentation, training, self-service reporting Practical Examples of How We Help Other Customers
Annual Sales Comp Planning & Execution Assistance with research, benchmarking, best practices, and alignment with industry standards Help with new plan rollout by creating standard plan language, 1-pagers, and role-based trainings Create Excel file calculations for commission plan changes and running different scenarios Oversee or PM successful system implementation of plan change Business Systems Advisory Marketplace analysis - current state architecture and pain points mapping Business analysis - Business requirements list and evaluation matrix for feature comparison Final Recommendation - Future state architecture, flow charts (integrations, current state, proposed state), and strategic roadmap (including budgets and timelines) Technical Accounting Support Accounting/finance team training on how to translate incentives to accounting GL impact, SEC reporting, and other accounting impacted processes (like payroll, internal reporting, etc.) ASC 606 commission capitalization support Anything in this category would be aimed at freeing you up, to focus on more strategic areas Translate current plans into a more digestible format, 1-pager summaries Enable self-service reporting capabilities, such as attainment tracking and what-if scenarios PM FY25 new plan custom training program by role and level (e.g. manager vs. IC) Support training and enablement on new system rollout or changes made to existing system Finance/accounting ongoing leadership enablement or advisory (consultative, as needed)
Ways we can help