Sales Management Association Webcast Transitioning From ... · Anaplan [email protected]...
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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 Planning Rowan Tonkin Practice Lead, Sales and Marketing Applications Anaplan [email protected] Kyle Welling Solutions Architect OpenSymmetry [email protected]
Transcript of Sales Management Association Webcast Transitioning From ... · Anaplan [email protected]...
Presented by
© Copyright 2016 The Sales Management Association. All rights reserved.
SalesManagementAssociationWebcast
8November2016
Transitioning From Spreadsheet-Based Territory Management & Sales Capacity Planning
RowanTonkinPracticeLead,[email protected]
KyleWellingSolutionsArchitectOpenSymmetryKyle.Welling@OpenSymmetry.com
© Copyright 2016 The Sales Management Association. All rights reserved.
About The Sales Management Association
Aglobal,cross-industryprofessionalassociationforsalesoperationsandsalesmanagement.
Focusedinprovidingresearch,casestudies,training,peernetworking,andprofessionaldevelopmenttoourmembership.
Fosteringacommunityofthought-leaders,serviceproviders,academics,andpractitioners.
www.salesmanagement.org
www.salesmanagementconference.com
About theSalesManagementAssociation
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© Copyright 2016 The Sales Management Association. All rights reserved.
Today’s Speakers
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RowanTonkinPracticeLead,SalesandMarketingApplicationsAnaplan
KyleWellingSolutionsArchitect
OpenSymmetry
Presented by
© Copyright 2016 The Sales Management Association. All rights reserved.
SalesManagementAssociationWebcast
8November2016
Transitioning From Spreadsheet-Based Territory Management & Sales Capacity Planning
RowanTonkinPracticeLead,[email protected]
KyleWellingSolutionsArchitectOpenSymmetryKyle.Welling@OpenSymmetry.com
The sales performance management webinar series
ANAPLAN.COM/SPM-SERIES
Capacity Planning and Management
Deal Desk
ThetraditionalSPMpathway
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 Management Forecasting Crediting
Campaign Performance Management
Marketing Spend Management
Account Planning
TheconnectedSPMconnectedpathway
TheSPMlandscape
Whatkeepsusawakeatnight?
• 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
Keytrends
• 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 performance
2. Top down increase
3. Weighed index
4. Bottoms up sales potential
5. Fair share allocation
Target setting approaches
24%Fair share allocation
7%Bottom up
sales potential
18%Top down increase
24%Weighted
index27%
Prior year performance
Effectivetargetsettingstartswith…
• 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
Effectivemanagementis…
• 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
TQMgivesyouthatbetteredge
• 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
Whattherightsolutioncandoforyou
The sales performance management webinar series
ANAPLAN.COM/SPM-SERIES
© Copyright 2016 The Sales Management Association. All rights reserved.
Your Questions
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RowanTonkin
PracticeLead,SalesandMarketingApplicationsAnaplan
KyleWelling
SolutionsArchitect
OpenSymmetry
© Copyright 2016 The Sales Management Association. All rights reserved.
Do you have any data in what companies should spend on SPM technology solutions or any rules of thumb?
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© Copyright 2016 The Sales Management Association. All rights reserved.
Do firms that adopt to SPM technology tend to change their approach to territory and quota management, and if so in what ways?
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© Copyright 2016 The Sales Management Association. All rights reserved.
Can you comment on how much TQM is dependent on customer or prospect data? Is Anaplan able to pull data from a variety of sources for quotes, customer data, from ERP for example?
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© Copyright 2016 The Sales Management Association. All rights reserved.
Is there anything that limits these kind of systems, such as Anaplan? Is there any especially challenging place to integrate data from?
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© Copyright 2016 The Sales Management Association. All rights reserved.
Are there good reasons to use spreadsheets? Would you suggest guidelines on how firms should use them?
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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.
© Copyright 2016 The Sales Management Association. All rights reserved.24
© Copyright 2016 The Sales Management Association. All rights reserved.
Thank You
ThankYou
