Ready, Set, Implement: SPM Pre-Implementation Checklist
Getting Started
You've taken the plunge and purchased a Sales Performance Management (SPM) solution. Now what?
Choosing the right software is just the first step towards a successful implementation. Without a well-planned implementation, even the best software can fall short of meeting your business objectives. To maximize the benefits of your new software, use this pre-implementation checklist to ensure you're fully prepared ahead of the project kick-off.
Checklist Items
Prep Your Data
Understand Data Requirements: Identify the data needed and where it's currently stored. Typical data sources include: Employee data from HRIS, Sales transactions from point of sale software, Opportunity data from CRM system, and Invoices from ERP systems
Gather Raw Data: Collect the necessary data files before your discovery sessions. Having real data from day one helps your implementation partner understand your requirements better, leading to a faster and more accurate discovery process.
Identify Data Shortfalls: Recognize any existing data gaps and address root issues. Fix any manual manipulations or overrides needed to correct bad data to avoid carrying over old problems into the new system.
Compile Compensation Plan Documents: Assemble a folder with all compensation plan documents that outline the plan structure, terms, and conditions.
Understand Your Requirements and Scope
Differentiate Requirements: Identify 'must-have' features versus 'nice-to-have' features. When in doubt, ask yourself, “Do I need this to go live on day one?”. Additional functionality and reports can always be added later.
Map Raw Data to End Results: Ensure you understand how raw data drives the calculation of commissions and what information impacts the final numbers.
Define Reports, Workflows, and Feeds: Identify what reports, approval workflows, and outbound feeds are expected from your SPM software.
Have a Test Plan in Mind
Develop a Testing Strategy: Create a testing plan that aligns with your needs, whether it’s transaction-by-transaction or an aggregate approach.
Model Expected Results: Use previous data to model expected outcomes or develop expected results based on historical data.
Choose the Right Implementation Partner
Industry Experience: Look for an implementation partner with experience in your industry who can guide you in best practices.
Client References: Ask potential partners for references from their existing clients to gauge their performance and reliability.
Technical and Project Management Skills: Ensure your implementation partner is comfortable managing both technical details and the complex organizational challenges of running an enterprise implementation.
Plan for Resource Dedication
Identify Your Team: Determine who will be part of the project team, what their roles will be, and how much of their time is needed.
Ensure Time Commitments: Make sure that project members have the necessary time allocation to commit to the implementation process. This may involve finding support to backfill their roles for certain timeframes.
In Conclusion:
Implementing a new SPM solution is a significant investment of both time and money. By following this pre-implementation checklist, you can ensure a smoother transition and hit the ground running on day one. Preparing your project team, organizing your data and requirements, and working with a reputable partner will put you in a position to make the most out of your new software.
Ready to get started? Contact us today to learn more about how we can help you achieve a successful SPM implementation!