Lindsey Nelson, VP of Global Sales Productivity, will detail how CareerBuilder has improved account engagement across Sales and Marketing with focused customer segmentation and scoring, as well as how the company sees potential to extend its sales performance management into territory and quota planning.

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Lindsey Nelson
CareerBuilder
Vice President Sales Productivity

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CareerBuilder has the largest online job site in the
U.S., but we're more than just a job board.
We are the global leader in human capital solutions.
Through constant innovation, unparalleled technology,
and customer care delivered at every touch point,
CareerBuilder helps match the right talent with the
right opportunity more often than any other site.

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Universal Challenges in Sales
Productivity & Operations
Activities such as sales planning, forecasting, and
territory design bring challenge & opportunity.
“all the nasty number things that you don’t want to do,
but need to do to make a great sales force.” J.Kelly

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Balancing Strategy &
Operational Execution
Strategic Responsibilities:
•Contribute to the longer business
vision as a member of the executive
leadership team.
•Evaluate sales force strategies,
plans, goals, and objectives.
•Contribute expertise to optimize
sales force and territory sizing,
structuring, and alignment.

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Balancing Strategy &
Operational Execution
Operational Responsibilities:
•Oversee sales performance analyses and
reporting, territory alignment, and
customer profiling and targeting
activities.
•Partner with sales incentive on
compensation plans and the goal setting
process.
•Manage sales force automation and CRM
systems and processes.
•Provide data, analyses, modeling, and
reporting to support sales force quarterly
business reviews.

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What was life like
before Anaplan?
Messy unmanageable data sets
We outgrew excel
No transparency to see Cause &
Effect
Extremely Manual for my team

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What we did
We began to work with over 1.4M accounts from Salesforce = UNMANAGEABLE
There was a tremendous amount of “clean up” we knew we needed to do around important
attributes for us like “employee size”, product history, product potential and sales
hierarchy
With the immediate visibility Anaplan provided, my team was able to evaluate and take
action on those 1.3M accounts in less than 4 months, for better clean up, consolidation
and segmentation to the correct sales channel & sales role
It also allowed us to understand when to move accounts and when not to, so it would not
be disruptive to a customer or lead to customer retention issues, this is a tremendous
value add for our overall Customer Retention efforts

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Tom Smith
Manager, Sales Operations
How do you use Anaplan in your role?
REPORTING! – Makes reporting much easier.
Territory alignment – with the territory rules written in we can quickly see what needs realignment and the best
timing to do so.
Progress/areas of improvement – Using the Anaplan versions we can easily track where progress is being made in
alignment and cleanup efforts as well as spot where improvements are needed or problems have arisen.
What was your life/job/role like before Anaplan?
The job was MUCH more manual. I was living in Excel. It was very tedious trying to pull together multiple reports
and then manually apply the territory rules to find proper alignment. It was also more difficult to see a “big
picture” view of what our data looked like.
“Manual, Stressful & Inefficient”….Sales Operations Analyst

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Tom Smith
Manager, Sales Operations
What is it like now?
Anaplan has given me time back. Reporting is easy. Instead of manually manipulating
large amounts of data I can now pull everything I need with the press of a few
buttons. The extra time and easy access to data has increased my productivity and
allowed me to work on valuable projects that otherwise would have been delayed.
What would you like to see happen next with this tool?
I would like to start building views so that we can begin to manipulate the territories
and books of business based on our many points of “account scoring” data in order to
ensure that we have the best account coverage possible. I would also like to see this
territory manipulation done in conjunction with quota setting and comp planning with
the Sales Incentive team.

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What is Next with Anaplan & My Team?
We are curious to continue to add to the model on some experimental
data we believe has predictive elements to aid in sales
opportunities for sales reps
We are also curious to the next level of partnership with our sales
incentive team on book balancing, territory policy and quota setting
for overall rep performance.

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