O R A C L E D A T A S H E E T W I N T E R ‘ 1 5

Oracle Sales Cloud Sales Performance Management

Oracle Sales Cloud Sales Performance Management enables companies to

be more flexible, accountable and responsive to improve sales effectiveness

and achieve targeted revenue goals. With our productivity and training tools

for sales reps, on-boarding and ramp-up costs are significantly reduced.

Leveraging process automation and advanced planning capabilities for

incentive compensation, territories and quotas increases sales operations

staff efficiency and aligns individual sales rep goals with an overall sales

strategy.

K E Y F E A T U R E S

• Sales productivity tools including Sales Coach, Sales Lightbox, and Whitespace Analysis

• Compensation plan automation for cash and non-cash incentives

• Territory modeling with what-if analysis

• Top-down and bottom-up quota planning

• Sales performance dashboards with scorecards and leader boards

K E Y B E N E F I T S

• Increase sales rep productivity and effectiveness

• Align individual goals with overall sales strategy

• Reduce administration costs and errors

• Reduce onboarding and ramp-up times for new sales reps

• Maximize revenue potential and improve sales quota attainment

Improve Sales Rep Effectiveness Oracle Sales Cloud provides sales productivity tools that reduce training time, allows for collaboration on critical sales activities, and provides more focused selling with the right accounts.

With Sales Coach, sales reps are guided through different stages of the sales process with simple task lists and recommend actions for each sales stage. Sales reps are directed to approved collateral and templates that reinforce a consistent sales methodology. This is a great way to reinforce sales training and to reduce the time for on-boarding new sales reps.

Sales Lightbox is a collaboration tool that enables your salespeople to quickly and easily share a library of Microsoft PowerPoint presentations. Presentations can be assembled from existing presentations and slides by adding them to a shopping cart. Sales reps can use Sales Predictor to view install base information and existing opportunities for accounts in their respective territories. Product recommendations for these accounts are also generated to help focus efforts on selling the right products to the right accounts in the territory to maximize revenue.

Drive Sales Behavior & Increase Efficiencies with Incentive Compensation With Oracle Sales Cloud, you have all the necessary tools to model different compensation plans to help your company maintain a competitive advantage. New plan initiatives can be efficiently rolled out to reduce incentive compensation administrative costs. Commission and bonus plans can be communicated accurately and on-time. Sales reps can project their potential commission using the estimator tool based on current plan and attainment. Compensation dashboards show sales reps how they are performing individually and sales managers how their team is meeting their goals. Top

2 ORACLE SALES CLOUD SALES PERFORMANCE MANAGEMENT

O R A C L E D A T A S H E E T

M O D E R N S A L E S I N T H E C L O U D

• Fast and Easy

• Productive and Mobile

• Insight Driven

• Collaborative and Social

• Effective and Revenue Generating

R E L A T E D P R O D U C T S

• Oracle Incentive Compensation

• Oracle Social Cloud

performers are recognized with non-cash incentives, leader boards, scorecards and gamification to further incentivize and reward desired behaviors.

Image 1: Potential sales commission based on current plan and attainment.

Optimize Sales Coverage with Balanced Territories You can build complex sales territories based on geography, product line, industry, named accounts, or any other custom attribute, across multiple sales channels. Oracle Sales Cloud enables you to model your sales territories in advance and evaluate the effectiveness of your territories using powerful what-if analysis capabilities. With these tools, you can easily determine if your territories are equitable and balanced or if there is any gap or overlap in your coverage. This provides sales leaders with valuable insights to optimize sales coverage. Using an intuitive user interface and bulk update capabilities, you can quickly and efficiently manage territory changes on an ongoing basis, greatly reducing operational costs and increasing business agility. Image 2: Territory Management displays key account relationships and assigned reps.

3 ORACLE SALES CLOUD SALES PERFORMANCE MANAGEMENT

O R A C L E D A T A S H E E T

Align Individual Quotas and Goals to Sales Strategy To successfully execute sales strategy, organizations need to provide salespeople with fair and equitable sales quotas and align company objectives with individual goals and performance criteria. Define any number of sales goals to align with your top-down sales objectives. These sales goals can be based on revenue or units and broken out by customer and product line. Sales leaders can also set individualized management objectives to drive desired behaviors and increase the performance of each individual in executing an overall sales strategy.

Image 3: Current Quarter Quota Attainment Dashboard.

Oracle Sales Cloud provides advanced planning capabilities to calculate quotas for your sales objectives based on current territory potential or past performance. This helps set more realistic and achievable quotas and allows for management by intrinsic data as opposed to “gut feel”. Once quotas are set, track the performance of your sales team against these objectives using sales performance dashboards and reports.

Coach in Real-Time to Drive Better Sales Results It is essential for companies to provide sales people with continuous coaching in order to develop sales talent and improve individual, team, and organizational performance. Using sales performance dashboards, sales managers can identify performance problems as they occur so they can take corrective actions. With Oracle Social Network, managers can initiate real-time coaching conversations in the context of a specific opportunity or sales activity. In-context coaching not only drives desired sales behaviors but also influences the business outcome and improves sales results.

With Oracle Sales Cloud, companies can define performance key performance indicators (KPIs) and construct leader boards and scorecards to further recognize and reward sales performance. Sales managers can identify top performers and their best practices and determine how to transition more of their “B players” into top performers.

4 ORACLE SALES CLOUD SALES PERFORMANCE MANAGEMENT

O R A C L E D A T A S H E E T

Image 4: View of Team Activities, Top/Bottom Performers and Open Deals.

Sell More, Know More, Grow More Oracle Sales Cloud Sales Performance Management enables companies to be more responsive, flexible and accountable with improved individual, team, and organizational performance.

C O N T A C T U S For more information about Oracle Sales Cloud Sales Performance Management, visit oracle.com or call +1.800.ORACLE1 to speak to an Oracle representative.

C O N N E C T W I T H U S

Oracle.com

Oracle Sales Cloud on YouTube

Oracle Sales Cloud Facebook

Empowering Modern Business in the Cloud Copyright © 2014, Oracle and/or its affiliates. All rights reserved. This document is provided for information purposes only, and the contents hereof are subject to change without notice. This document is not warranted to be error-free, nor subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document, and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission. Oracle and Java are registered trademarks of Oracle and/or its affiliates. Other names may be trademarks of their respective owners. Intel and Intel Xeon are trademarks or registered trademarks of Intel Corporation. All SPARC trademarks are used under license and are trademarks or registered trademarks of SPARC International, Inc. AMD, Opteron, the AMD logo, and the AMD Opteron logo are trademarks or registered trademarks of Advanced Micro Devices. UNIX is a registered trademark of The Open Group. 0914