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 ApplicationsAnaplanrowan.tonkin@anaplan.com

Kyle WellingSolutions ArchitectOpenSymmetryKyle.Welling@OpenSymmetry.com

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 ApplicationsAnaplanrowan.tonkin@anaplan.com

Kyle WellingSolutions Architect

OpenSymmetryKyle.Welling@OpenSymmetry.com

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 ApplicationsAnaplanrowan.tonkin@anaplan.com

Kyle WellingSolutions ArchitectOpenSymmetryKyle.Welling@OpenSymmetry.com

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

rowan.tonkin@anaplan.com

Kyle WellingSolutions Architect

OpenSymmetry

Kyle.Welling@OpenSymmetry.com

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