Aligning Sales & Finance: Democratizing the Sales Process to Drive Profitable Growth
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Ask, Share, Learn – Within the Largest Community of Corporate Finance Prof Aligning Sales & Finance: Democratizing the Sales Process to Drive Profitable Growth
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It is becoming increasingly difficult for enterprises to determine the real costs and economic benefits of making each incremental sale. Sales territories are getting more complex and the finance organization is essentially excluded in the design, management and optimization of a company’s sales process. Even at a time when organizations have access to more and richer data about each individual customer/supplier deriving better outcomes from sales is still extremely challenging. In the absence of aligned sales-to-revenue processes and systems, enterprises cannot allocate the right resources to sales processes that matter the most in fueling profitable sales. Join us as market leading research firm Ovum sheds light on key technology and business processes that can help enterprises align sales and finance.
Transcript of Aligning Sales & Finance: Democratizing the Sales Process to Drive Profitable Growth
Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals
Aligning Sales & Finance: Democratizing the Sales Process to Drive Profitable Growth
• Discover how your organization can determine a solid estimate of value of a sale before investing company resources
• Design specific programs for your company to improve the alignment of sales and finance to improve your company’s sales process
• Determine the right mix of process and technology to develop a framework that fuels profitable growth for your company
After attending this event you will be able to:
Learning Objectives
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Welcome to Proformative
Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals
Aligning Sales & Finance: Democratizing the Sales Process to Drive Profitable GrowthSurya Mukherjee, Senior Analyst of Information Management Technologies, Ovum
www.ovum.com
© Copyright Ovum 2014. All rights reserved.
Sales Planning 101
Surya Mukherjee, Senior Analyst
6© Copyright Ovum 2014. All rights reserved.
The Ideal: Integrated Business Planning Roadmap
An integrated business plan should be comprised of four key aspects that operate in tandem.
7© Copyright Ovum 2014. All rights reserved.
The Reality: Finance, Sales, and HR at odds
Finance divorced from sales reality
Semi-structured sales data
Tacit knowledge
Sales misaligned with financial goals
Analytics is seen as a luxury
Short-term, tactical
Human Resources out of sync
No evaluation of risk
No transparency
8© Copyright Ovum 2014. All rights reserved.
Impact: Sales efforts revenue or profits
Negative earnings surprise
Missed sales opportunities
Misallocation of sales resources
9© Copyright Ovum 2014. All rights reserved.
What should a sales planning tool be able to do?
Support complex and sometimes overlapping hierarchies
Blended account management
Be great at rules management
Accurately process transactions
Scenario planning and link financial metrics
Predict sales performance and analyse link to financial plan
10© Copyright Ovum 2014. All rights reserved.
Technology imperatives to improve sales planning
No reliance on spreadsheets, but
not a complete rip-and-replace
Single source of truth and master
data
Integration ease, flexibility, and
breadth
Collaboration
Focus on data security
11© Copyright Ovum 2014. All rights reserved.
Business imperatives to improve sales planning
Assign ownership
Compare and contrast data
before setting rules
Formulate a deployment,
training, and adoption timeline
Ensure a single point of contact
for accountability
Train, train, train
Thank you for your interest in this presentation. View the on-demand webinar or download the full presentation at:www.Proformative.com
Aligning Sales & Finance: Democratizing the Sales Process to Drive Profitable Growth
