Forma.ai – Unlocking the science of human motivation to deliver truly unbeatable incentive compensation programs

Imagine accepting a sales position at a company without knowing how much money you'd be making. Sales compensation is an important factor when attracting and retaining talent on your sales team. That's why getting your organization's sales compensation right is crucial to your success — you want to give the best talent a reason to accept a position on your sales team and stay with your company long-term. A sales compensation plan is a structured program for determining how much a sales representative earns based on their performance. It includes details about all aspects of a salesperson's earnings, such as their base salary, commission, bonuses, and benefits. The purpose of a sales compensation plan is to encourage positive behaviors across your team, set expectations and standards for compensation for all salespeople, and drive results to achieve overall team and organizational goals.

Forma.ai is the world’s first sales compensation solution driven by a collective data model. It allows organizations to design, execute, and optimize their sales compensation strategy within a single platform.

Why Forma.ai

Most reps will look at their compensation plan and tell you they will try to maximize their earnings. But some top performers use Excel workbooks to pull data from their CRM to build various potential earning scenarios. Not every rep is going to do this. But if they can take that idea and make it so that each rep analyzes their territory to approach sales more strategically, it will only improve their productivity. As a sales leader, think about how to get all of your reps to track how they can maximize their earnings. A well-designed plan and communication process will help you align.

The point isn’t to create unnecessary complexity and have individualized plans for each rep. The point is that when you’re thinking about the design of the optimal incentive structure, you’re analyzing the level of data that you have—which should be individual. The premise of the design phase is to leverage your data. Now, let’s look at communication. There are many profiles of successful sales professionals, but your top reps think differently than others. The goal of individualized communication is to get each representative, not just your top performers, to take their comp plan and understand it in a way they can apply to their territory and account. The final piece is continuously reminding your reps of their incentive throughout the sales cycle. Whether through dashboarding or reporting, consider how you can give them real-time feedback on their progress.

Businesses will need to find a way to capture this shift. They will need to capture the user’s (sales rep) attention. It’s a massive, complicated problem in sales compensation. This is what Forma.ai does.

The Forma.ai Platform

Forma's data model takes complex rule building out of your hands, so you can focus on what is important to your business. Simply define your business objectives in plain English and feed them into the data model. There’s no plan too big or complex that Forma.ai can’t handle. The Incentive Optimization Engine TM can recommend individualized quotas, adjust incentive structures at scale, and suggest partner network payouts based on strategic business outcomes specified by you. The platform forecasts compensation spending with 99% accuracy, giving you the live data you need to maximize every dollar spent. Leverage the Forma.ai Incentive Compensation Engine to build and model programs that align behaviors with your business goals.

Give reps the visibility they crave into their commissions earned, and earning potential of their pipeline. Forma.ai gives sales reps the confidence they need to stop shadow accounting. When reps hit their primary goal, dashboards automatically adjust to show their next priority — whether it’s hitting President’s Club, a renewal bonus, or some other threshold you define. Strengthen the link between incentive and action with dashboards that tell reps how much they need to “go” and “get” to hit their number. “Go-gets” are always specific and immediately actionable. Automate key reporting outputs including Accruals, Performance to Budget, ASC 606, and more. Forma's fully customizable reporting can generated in any format or time-frame to automate any output that uses sales compensation data.

Motivate all sellers equally from day one. Forma.ai tracks quota attainment for unfairness and bias, and optimizes the quota setting process for improved performance. Maximize value coverage and drive revenue. Forma.ai analyzes your business for a suboptimal mix of accounts, revenue, potential and workload across territories in order to optimize your targeting strategy and sales force deployment.

Nabeil Alazzam | Founder & CEO

Nabeil began his entrepreneurial journey while studying Mechanical Engineering at Queen's University and continued through graduation as a consultant for ZS. During that time, Nabeil advised Fortune 100 companies on sales force effectiveness and strategy and saw first-hand the pain of poor enterprise sales compensation management. He saw a gap in the market and moved quickly to gather a team and found Forma.ai in 2016.

"We are compensation experts first. Our objective is not to bring you a better spreadsheet but to revolutionize the way sales teams are compensated so they can be more effective."