From the desk of Hasaan MahmoodSales Performance Executive

In this Article you will learn:• The5 pillars of Sales Performance Management• The Sales Data Desk Solution• How these 5 Pillars Drive ROI

IntroductionSales operations is in an interesting place in thelandscape of organizations. Our role as salesexecutives has evolved from being reactive tocustomer needs to a more strategic and predictivefocus. This shift requires better alignment of all theinformation available to us, a timely reflection of ourcurrent position, and accurate forward-looking dataand predive tools. In doing it all, we still must makesure we are driving value for our organizations!

But to succeed, CRM, ERP, Order Systems, Payroll,Financial Systems, HRIS, ICM and other solutionsmust work together, and not against each other.When our systems are not in sync, we often live withmany unanswered insights:

• Do the reps in the field have enough walletshare and addressable market in their territory?

• Are goals assigned with intelligence? Have weanalyzed if reps are getting the right goalsbased on where they sell, their role and focus?

• Are we seeing and setting up smart accountplans which consider purchasing patterns?

• Am I designing contests that only motivate top performers; do we create different incentivization for the middle of the pack where we really need to motivate?

And on and on…

Today’s systems live in disconnected data silos.Without being able to leverage information, howmany MDM or data warehousing projects lead tosolutions the business can really operate, change,and live with day to day?

1. Sales Data Hub

2. Sales Planning

3. Account Segmentation & Scoring/ Quota & Territory Management

4. Sales Crediting/ Incentive Compensation

5. Sales Forecasting/ Sales Analytics and KPIs

The 5 Pillars of a Connected Sales Performance Management System

Here are the 5 pillars of Sales Performance Management that must be connected and optimized for proper Sales Planning, Operations and Insight:

Worth Knowing.

1. Sales Data HubFirst, we need a single source of truth for all our sales performance metrics. A sales data “source oftruth” for sales planning, operations and analytics powers greater collaboration and effectivenessacross your sales functions and tools.

2. Sales PlanningOnce established, sales leadership can be provided the ability to drive top-down commitments alignedto bottom-up plans using a collaborative model, built on common accounts, sales history, marketintelligence, and forecast data.

3. Account Segmentation & Territory ManagementManagers can develop a strategic account strategy designed to increase revenue and drive profitablegrowth using segments that are unique to your business based on data-driven account scoring. Theright sales territories and quotas can be defined to provide sales a clear line of sight to objectives, fromDay 1, and balance sales territories to optimize performance, talent and customer coverage.

4. Sales Crediting/ Sales Incentive CompensationIncentive plans can be designed in a more agile way, modelled and configured at the pace of your business. You’ll be able to deliver commissions, bonuses, contests and awards that have a real impact on your business results.

6. Sales Forecasting/ ales Analytics and KPIsLastly, KPIs can be managed in one place. The right data can be harnessed from across your organization. You’ll be asking the right business questions to deliver sales effectiveness insight at the outset.

The Sales Data Desk SolutionVoiant, 2016 Anaplan Impact Partner of the Year and leader in Sales Performance Management implements these 5 pillars for organizations with its Sales Data Desk. The implementation involves process, technology and data alignment.

How to Build Your Sales Data Desk For Optimal Sales Results

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Visit www.voiantgroup.com today to schedule your free Sales Performance Management Workshop.

How these 5 Pillars Drive ROI

The Sales Data Desk drives ROI by incorporating all 5 pillars into one connected platform for sales planning,operations and insights. We apply process optimization, data visualization and use Anaplan to provide usthe flexibility to handle big data sets and take information across the organization in ways that could not beenvisioned. This alignment of process, technology and data brings disparate information together in waysthat give us connected real-time views of business opportunities and sales performance.

Worth Knowing.