anaplan spm webinar 2: transitioning from spreadsheet-based territory management and sales capacity...
TRANSCRIPT
Presented by
© Copyright 2016 The Sales Management Association. All rights reserved.
Sales Management Association Webcast
8 November 2016
Transitioning From Spreadsheet-Based Territory Management & Sales Capacity PlanningRowan TonkinPractice Lead, Sales and Marketing [email protected]
Kyle WellingSolutions [email protected]
2© Copyright 2016 The Sales Management Association. All rights reserved.
About The Sales Management AssociationA global, cross-industry professional association for sales operations and sales management.Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners.www.salesmanagement.orgwww.salesmanagementconference.com
About the Sales Management Association
3© Copyright 2016 The Sales Management Association. All rights reserved.
Today’s Speakers
Rowan TonkinPractice Lead, Sales and Marketing [email protected]
Kyle WellingSolutions Architect
Presented by
© Copyright 2016 The Sales Management Association. All rights reserved.
Sales Management Association Webcast
8 November 2016
Transitioning From Spreadsheet-Based Territory Management & Sales Capacity PlanningRowan TonkinPractice Lead, Sales and Marketing [email protected]
Kyle WellingSolutions [email protected]
The sales performance management webinar series
ANAPLAN.COM/SPM-SERIES
Account
Segmentation
and Scoring Capacity Planning and Management
Marketing
Budget
Allocation Marketing
Campaign
Planning
Compensation Planning
Deal Desk Commissions
Marketing
Attribution
Territory Planning and ManagementQuota Planning and Management
Forecasting Crediting
Campaign
Performance
ManagementMarketing
Spend
Management
Account
Planning
The traditional SPM pathway
Account Segmentation and Scoring
Capacity Planning and Management
Marketing Budget
Allocation
Marketing Campaign Planning
Compensation Planning
Deal Desk Commissions
Marketing Attribution
Territory Planning and Management
Quota Planning and
ManagementForecasting Crediting
Campaign Performance Management
Marketing Spend
Management
Account Planning
The connected SPM connected pathway
The SPM landscape
What keeps us awake at night?
• Long, slow drawn out processes
• Territories and quotas issued late
• Sales roles not involved
Poor Process
DemotivatedSalesforce
High CostOf Sale
• Unattainable quotas
• Inequitable territories
• Poor performance
• Quotas not linked to market potential
• Misallocation of accounts
• Unable to respond to change
Key trends• Accelerating pace of change• Increasing agility required• Changes in go to market strategies• Organizations increasingly re-setting budgets and
priorities • Changing profile of sellers• Improvements in technology
Poll question
How do you set initial goals for your field sales force?
1. Prior year performance2. Top down increase3. Weighed index4. Bottoms up sales potential5. Fair share allocation
Target setting approaches
24%
Fair share allocation
7%Bottom up
sales potential
18%Top down increase
24%
Weighted index
27%
Prior year performanc
e
Effective target setting starts with…• A well established process for calculating targets informed by business and
market conditions
• Transparent and understood by sales staff and management
• Targets are challenging but fair, realistic and motivational
• Crediting and territory rules effectively linked to strategy and sales incentives
• Ability to model territory changes from account level
• Clear visibility of territories and accounts for sales staff, managers and operations
Effective management is…• Clearly defined roles and responsibilities
• Automated calculation of performance with real time reporting of achievement
• Modeling capability to understand the impact of target changes at all levels
• Flexibility to re-set targets rapidly across the organization
• Real time communication of territory and target changes
• Audit compliance and robust governance
TQM gives you that better edge
• Effective account prioritization
• More responsive to customer outcome
• Better alignment increases revenue 2-7%
Increasedrevenue
Sellingfocus
Return oninvestment
• Motivated sales staff through smart quotas
• Stable/customer focused deployment
• Accurate performance reporting
• Reduced cost – smart routing, no duplication
• Reduced turnover
• Better govern
What the right solution can do for you
The sales performance management webinar series
ANAPLAN.COM/SPM-SERIES
18© Copyright 2016 The Sales Management Association. All rights reserved.
Your Questions
Rowan TonkinPractice Lead, Sales
and Marketing ApplicationsAnaplan
Kyle WellingSolutions Architect
OpenSymmetry
Did we run out of time before we got
to your question?
Presenters can follow-up with you via email. Feel free to submit more
questions if you’d like an offline response.
19© Copyright 2016 The Sales Management Association. All rights reserved.
© Copyright 2016 The Sales Management Association. All rights reserved.
Thank You
Thank You
21© Copyright 2016 The Sales Management Association. All rights reserved.
An audience generated question comes after the Q&A slide, added after the webcast