Oracle sales quota planning overview

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Getting Started
With
Oracle Sales Planning Cloud Part I
Sno Date Modification Author Verified By
1 2019/06/13 Initial Document Amit Sharma

Table of Content
Oracle Sales Planning Cloud..........................................................................................................3
Optimized Sales Plans ...................................................................................................................4
Overview Summary view ..............................................................................................................5
Wallet Share Analysis.................................................................................................................5
Product Mix Analysis..................................................................................................................5
Territory Analysis.......................................................................................................................6
Sales Seasonality Trend..............................................................................................................7
Sales forecast Planning ..............................................................................................................7

Oracle Sales Planning Cloud
It is a new addition in Oracle Enterprise PBCS family, it is designed to leverage existing Oracle cloud
framework for planning and managing sales performance. It helps business to eliminate tiresome and high error
prone spread sheets based sales process to data driven sales performance management processes.
Oracle Sales Planning built with best practices keeping data-driven, collaborative territory management
and quota planning as focus area. Enterprise software solutions ensure the right reps are selling the right
products to the right clients. With the capabilities of EPM Cloud framework Oracle Sales planning empowers to
customize configurations, personalized setting, navigation flows, dashboards, and infolets.
The enhanced Sales Performance Management (SPM) platform seamlessly connects sales territory
definitions with real-world salesforce crediting, commission calculations, reporting and payments in a
continuous, integrated process

Optimized Sales Plans
Create data-driven territory and quota plans that set sales teams up for greater top- and bottom-line success.
Plan, organize, and analyse more effectively across all levels of the organization. Inaccurate quota planning has
direct impact on organization financial results. With Oracle Sales Planning Sales reps have required potential to
hit quotas cumulative effect of better revenue.

Overview Summary view
KPIs : Last Year Booking, Growth Rate %, Target Quotas, Avg Last Year Booking Per Sales Rep, Avg Quota Per
Account, No. of Sales Rep and No. of account.
Wallet Share Analysis
Product Mix Analysis
It enables Sales and Operations Planning S&OP managers to help them better understand which best practices
are possible through what-if analyses. Product mix analyses evaluate different go-to-market strategies to
identify the optimal product mix at the customer and regional levels.
The effectiveness of a marketing department is asses using metric that
often comes to mind when discussing market share or customer
satisfaction. Forward looking marketing and sales planning build up
a model in order to increase sales. If market share is increased by
dropping prices, or customer increased customer satisfaction does not
lead to more sales, we have to ask if it is really effective.

Territory Analysis
A well-defined sales territory plan effectively target the right customers and implementing goals for income
and consistent sales growth over time. Sales territories can be configured to geographical location industries,
customer types, and other segments. While designing application multiple segments based on various
characteristics can be considered such as: industry, location, purchase history, and whatever else is relevant to
the organization
The overall objective of territory plan is to
1. More productive.
2. Improve customer coverage.
3. Increase overall sales.
4. Reduce costs.

Sales Seasonality Trend
It implies that sales patterns are related to seasons or the weather, taking an analogy of a public company that
sees a drop in the value of its stock following the release of earnings reports each quarter is experiencing
seasonality. And seasonality can also occur in any time interval, whether it be annually or daily.
Possible drivers are
1. Deseasonalize demand sales
2. Calculate a market trend
3. Calculate a base forecast value
4. Reapply the calculated seasonal index
Sales forecast Planning
 Out-of-box best practice content for sales forecasting and analysis, including metrics, KPIs, and measures
to help data-driven sales forecasting across the Sales hierarchy.
 Extensibility using the Planning Cloud platform, allowing additional configurations, such as custom
forms and dashboards, measures, dimensions, navigation flows, and Groovy rules for custom
calculations.
 Ability to adjust forecast commitment at the territory level or detailed level (for example, by product or
account) to facilitate collaborative data-driven forecast commitment.
 Predictive Planning to take the guesswork out of your forecasting.
 Oracle Smart View for Office, which provides a common Microsoft Office interface designed specifically
for Oracle Enterprise Performance Management Cloud, including Oracle Sales Planning Cloud.
 Instantaneous aggregations and reporting using out-of-box reporting cube.

Oracle sales quota planning overview

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Oracle sales quota planning overview