Spm Form - SpectrumTek

For some organizations, spreadsheets and legacy tools for managing sales compensation work just fine. As they say - if it ain't broke, don't fix it. But how do you figure if it IS broke and if so, what would it take to fix it?

Answer this 5 - 7 minutes questionnaire about your Plans, Policies and Salesforce Effectiveness to instantly get your SPM Score. On a scale of zero to one hundred, this score will help you understand the complexity of your SPM landscape, if things are broken, and how urgent it is for you to make some changes. If you are on spreadsheets, the score will also help you make a business case for SPM automation.

Some questions allow multiple answers. Please select ALL the answers that apply to you.

SPM Overview
How many Payees worldwide are on a Sales Incentive Plan?*
- 0-50
- 51-100
- 101-500
- More than 500
Pick ALL the options that describe how often you pay commission.*
- Weekly
- Every Two Weeks
- Monthly
- Quarterly
- Annually

How Do Payees Get Credits?
Pick ALL the options that describe how Sales Transactions are assigned to the Direct Sales Rep.*
- Transactions come with Sales Rep ID.
- Named Accounts - Sales Reps have a pre-defined list of customers.
- Geographic Territories - By looking at the Region, State or zip code of the Customer.
- Product Lines - By looking at the Product ID on the transaction.
- Multi-Attribute Territories - Various combinations of above and other parameters.
Pick ALL the options that describe how credits are assigned to Management and Support staff.*
- Credits assigned to Direct Reps roll up to other Payees as per Credit Hierarchy Table.
- Every Indirect Payee is assigned a Territory. All Orders for that Territory are assigned to the Indirect Payee.
- List of Indirect Payees for the Transaction is provided by Sales Management.
- Management or Support Staff are not on Sales Incentive Plan.

Compensation Plan Components
Pick ALL the options that describe the Quotas carried by Payees.*
- A single Quota for all products and services combined.
- Separate Quotas for various Product Categories (eg. Hardware quota and Software quota).
- Payees have separate quotas for Bookings and Billings.
Pick ALL the options that describe how commission rate changes per attainment.*
- A rate table specifies the commission rate per attainment tier.
- Accelerated rates are paid ONLY if certain condition is met (e.g. at least 75% attainment on both the Quotas.
- No rate table. Commission rate is fixed, irrespective of attainment.
Pick ALL the business events that impact sales compensation.*
- Bookings
- Invoices or Billings or Order Fulfillment
- Receipt of Cash from Customer

Disputes and Plan Changes
When commission is paid out, how many Payees file a Dispute or Inquiry?*
- Less than 5% of Payees
- 5-10 % of Payees
- 10-25% of Payees
- More than 25% of Payees
Pick ONE option that best describes how compensation plans change with new fiscal year.*
- Quotas and Territories change every year. Plan components remains almost the same year after year.
- Plan Components change every year, but not significantly.
- Plan Components change significantly every year, and sometimes mid-year.

Please enter the details below to see your SPM score.