Why is Sales Forecasting Critical for a Connected SPM Solution in Anaplan? Continual sales pipeline analysis and metrics like sales velocity and sales cycle length help sales operations teams identify crucial business decision points. Watch this webinar to understand how Sales Forecasting integrates within the Sales Performance Process Life Cycle and how it can be used as a leading indicator for the firm's health in Anaplan.

1. SALES FORECASTINGCriticalSalesForecastingMetricsforCompanyHealth
KAMALVERMA
SENIORDIRECTOR–SPMPRACTICE
UsingAnaplantoIntegrate

2. ABOUT US
DELIVERSIMPLIFIED,CONNECTEDSOLUTIONSTO
COMPLEXPLANNING,PERFORMANCEMANAGEMENT,&
BUSINSESSINTELLIGENCECHALLENGES

3. UPCOMINGWEBINARS
Using Anaplan to Make Quotas Fair 2018.07.12
Many companies rely upon a tops-down allocation of goals for
Territory and Quota Planning resulting in unfair allocations across
territories. Use top-down and bottoms-up target setting during goal
setting, in Anaplan, for fairer allocations of quotas across your sales
force and territories.
Watch this webinar to understand how account scoring,
segmentation, and bottom-up quota creation integrate within the
Sales Performance Process Life Cycle.
Spend Less Time Processing Transactions and More Time
Analyzing Performance 2018.07.26
Sales crediting, incentive calculations, payment calculations, and
dispute resolution take up the bulk of a compensation administrator's
time. Migrate to an automated solution which shifts your focus from
payout processing to process improvements, process efficiency, and
plan modeling.

4. IntegratingSalesForecasting
withthecompany
ConnectedForecasting
WhyisSalesForecastingCritical
TheNeedforSalesForecasting
CreatingSalesForecasting
metrics
Analytics
UseAnaplanforyour
connectedSPMsolution
Architecture
AGENDA

5. AndrewLang
ANUNSOPHISTICATEDFORECASTERUSES
STATISTICSASADRUNKENMANUSES
LAMP-POSTS-FORSUPPORTRATHERTHAN
FORILLUMINATION.

6. 03 Priority Non-Alignment
02 Process Mismatches
01 Information Mismatches
RECOGNIZING
THE
PROBLEM

7. CONNECTED
SALES
FORECASTING

8. Are +/- 5% of their
forecast goals
22%
oftotalcompanies
Achieve their sales
quotas
55%
ofrepsusing
forecastingprocesses
Report that technology
could help
42%
oftotalcompanies
Still rely on
spreadsheets for part
of their forecasting
process
96%
oftotalcompanies
SALES FORECASTING PROBLEMS

9. KEY METRICS
SalesForecastingmetricsthatshouldbeutilizedinallorganizations
SALES
CYCLELENGTH
Usethesalesvelocity
calculationtotrack
performancetrendsfor
productsacrossregions
andindividuals.
FORECAST
ACCURACY
Thevarianceofthe
projectedforecasttothe
actualinagivenperiod.
PIPELINE
COVERAGE
Assessingifpipelinesize
canmeetforecastgoals.

10. METRIC IMPACTS
SalesForecastingmetricsthatshouldbeutilizedinallorganizations
2.46% SALES
CYCLELENGTH
Shortenthelengthofsales
cycles,YoY.
97% FORECAST
ACCURACY
Increaseissales
representativesachieving
salesgoals.
PIPELINE
COVERAGE
Measureshowfullyour
pipelineisrelativetoyour
forecast.

11. Finance, CRM, HR,
Marketing, Excel,
Operations, Third
Party
Data Inputs
Modeling, Optimization,
Predictive, Collaboration,
Automation, Governance
Anaplan Platform Pipeline Automation, Sales
Analytics, Sales Forecasting, Deal
Desk & Pricing, Incentive
Programs, Account Panning,
Marketing Programs
Sales
Forecasting
ANAPLAN ARCHITECTURE

12. 5%Reductionin
salescommission
overpayments
25%Increasein
forecastingproductivity
3-10%Increasein
sales
5-7%Reduction
insalescosts
4-5xFasterplanningcycles
ANAPLAN
BENEFITS

13. CONTACT
KVerma@ACCELytics.com
www.ACCELytics.com
THANK
YOU

14. QUESTIONS