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#AnaplanHub16
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Transformative PlanningPowered by Sales OpportunityKyle HellerAssociate Principal, ZS Associates
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Is this how you’re running your business?
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Effectiveness starts with customer insight…
SALES FORCE DESIGN
Effective & efficient coverage of the full target account universe with a structure and deployment that best fit the
value proposition and sales process
strategies
SALES STRATEGY
Customer focused strategy targeting the best growth opportunities
with differentiated and mutually
valuable offerings
CUSTOMER ENGAGEMENT
PROCESS
Customer focused and expertly
executed sales processes and
planning that maximize mutual value
and trust
PEOPLE AND SKILLS
Sales managers and sales people
with the knowledge, skills
and attributes required to excel
at their respective roles and
responsibilities
MOTIVATION
Highly motivated, performance focused and
accountable sales force committed to “getting it done”
and “doing it right”
SALES OPERATIONS Highly efficient support capabilities that provide the sales force with the information, expertise,
speed-to-market and efficiency needed to achieve superior performance
sfenavigator.com
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…and a granular & integrated perspective
Customers & Prospects
• Firmographic & industry data
• Historical sales performance
• CRM information
• Cx & buying process requirements
• Engagement and position status
• GTM model and business plan
• Sales growth sources & priorities
• Historical performance insight
• Solution fit & current penetration
• Voice of customer insights
Company Strategy & Solutions
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Developing a measure
of Sales Opportunity
1. Organize the right data
2. Cluster like accounts
3. Establish a frontier
4. Project sales potential
5. Apply some logic
5 steps for measuring sales opportunity
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Integrating opportunity is transformational2 Account assignments
3 Capacity planning
4 Territory design
5 Sales process execution
1 Sales force structure 6 Account targeting
7 Account planning
8 Coaching
10 Goals & incentives
9 Performance evaluation
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Transformational planning impact
~5% revenue growth, simply from balancing
workload & opportunity
Territory Planning Account Planning
Up to 10% revenue growth, based on
better visibility and targeting
Quota PlanningUp to 5%
performance, motivation (fairness),
& financial predictability
ZS’ SFE Explorer Study
Q AKyle Heller +1 650 762 [email protected]/in/kyleheller
Stop by our booth to see a demo of our Sales Opportunity based planning app