This book is an urgent call for organizations of all shapes and sizes to adapt the way they create, plan, and execute operational strategies in response to a rapidly changing environment.
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Improve sales performance with sales capacity and quota models designed to run real-time what-if scenarios around ramping, staffing, and attainment. Construct balanced territories to optimally deploy your sales force. Link your sales plan to your corporate strategy through synchronizing bookings targets, headcount plans, and expense data. Import actuals from your CRM system, such as Salesforce, to course-correct based on actual performance.
Plan sales territories with confidence
Setting sales targets often begins with a top-down allocation of corporate goals. Intuitively set targets across time, region, product, and other market segments that are relevant to your company's go-to-market strategy. Distribute sales targets throughout your sales organization and ensure complete coverage against your corporate plan.
Set sales goals that work
Build detailed bottom-up sales staffing plans to model planned rep hires, ramping schedules, and attrition. Run what-if scenarios in real time via a flexible, intuitive dashboard interface. Analyze coverage and gaps to plan. Add headcount, push out hire dates, change ramping assumptions, plan for attrition, and see impacts to sales capacity in real time.
Create an optimal sales capacity plan
Set sales quotas too high and you risk demotivating reps. Too low, and you might not get the growth you need. Don't get stuck sending quota letters for a plan that won't work. Use flexible templates to input and manage quotas by rep or by role. Visually monitor coverage in real time to ensure enough quota has been deployed to hit your sales targets. Track performance by rep to see forward assumptions in the context of historical actuals from your CRM system.
Set quotas based on insight, not instinct
Optimize territories to ensure every rep can support his or her quota, and ensure that quotas are in line with available market opportunity. Import TAM, lead, opportunity, and customer data sets from CRM and marketing automation systems. Segment and score your market by geography, company size, vertical, and product attributes. Assign territories to reps via named accounts or by geography/segment, and then analyze and optimize for balance.
Design successful territories to unleash sales performance
