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Anaplan SPM Webinar 2: Transitioning from spreadsheet-based territory management and sales capacity planning
The document is a transcript of a webinar by the Sales Management Association discussing the shift from spreadsheet-based territory management and sales capacity planning. It highlights key trends and challenges in sales performance management, such as inefficient processes and demotivated salesforces, while emphasizing the importance of effective target setting and management. The session features insights from experts at Anaplan and OpenSymmetry, focusing on enhancing sales operations through improved technology and strategy.
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Anaplan SPM Webinar 2: Transitioning from spreadsheet-based territory management and sales capacity planning
- 1. Presented by © Copyright2016 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 rowan.tonkin@anaplan.com Kyle Welling Solutions Architect OpenSymmetry Kyle.Welling@OpenSymmetry.com
- 2. © Copyright 2016The Sales Management Association. All rights reserved. About The Sales Management Association A 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.org www.salesmanagementconference.com About the Sales Management Association 2
- 3. © Copyright 2016The Sales Management Association. All rights reserved. Today’s Speakers 3 Rowan Tonkin Practice Lead, Sales and Marketing Applications Anaplan rowan.tonkin@anaplan.com Kyle Welling Solutions Architect OpenSymmetry Kyle.Welling@OpenSymmetry.com
- 4. Presented by © Copyright2016 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 rowan.tonkin@anaplan.com Kyle Welling Solutions Architect OpenSymmetry Kyle.Welling@OpenSymmetry.com
- 5. The sales performancemanagement webinar series ANAPLAN.COM/SPM-SERIES
- 6. Capacity Planning and Management DealDesk The traditional SPM pathway
- 7. Account Segmentation and Scoring Capacity Planning andManagement 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 The connected SPM connected pathway
- 8.
- 9. What keeps usawake at night? • Long, slow drawn out processes • Territories and quotas issued late • Sales roles not involved Poor Process Demotivated Salesforce High Cost Of Sale • Unattainable quotas • Inequitable territories • Poor performance • Quotas not linked to market potential • Misallocation of accounts • Unable to respond to change
- 10. Key trends • Acceleratingpace 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
- 11. Poll question How doyou 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
- 12. Target setting approaches 24% Fairshare allocation 7% Bottom up sales potential 18% Top down increase 24% Weighted index 27% Prior year performance
- 13. Effective target settingstarts 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
- 14. 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
- 15. TQM gives youthat better edge • Effective account prioritization • More responsive to customer outcome • Better alignment increases revenue 2-7% Increased revenue Selling focus Return on investment • Motivated sales staff through smart quotas • Stable/customer focused deployment • Accurate performance reporting • Reduced cost – smart routing, no duplication • Reduced turnover • Better govern
- 16. What the rightsolution can do for you
- 17. The sales performancemanagement webinar series ANAPLAN.COM/SPM-SERIES
- 18. © Copyright 2016The Sales Management Association. All rights reserved. Your Questions 18 Rowan Tonkin Practice Lead, Sales and Marketing Applications Anaplan rowan.tonkin@anaplan.com Kyle Welling Solutions Architect OpenSymmetry Kyle.Welling@OpenSymmetry.com
- 19. Did we runout 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. 19
- 20. © Copyright 2016The Sales Management Association. All rights reserved. Thank You Thank You
- 21. © Copyright 2016The Sales Management Association. All rights reserved. An audience generated question comes after the Q&A slide, added after the webcast 21