Ready, Set, Implement: SPM Pre-Implementation Checklist

WorkCentive || June 13, 2024

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.
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Checklist Items

  1. 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.

  2. 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.

  3. 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.

  4. 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.

  5. 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!