Posts about "Sales"

Intuitive Surgical simplifies complex sales compensation management using the Anaplan platform

Companies today struggle to establish and maintain effective sales compensation programs. One survey by the Alexander Group found that only 20 percent of companies have complete alignment between sales compensation and company objectives. So when a company manages sales compensation well, people sit up and listen. Intuitive Surgical, a U.S. manufacturer of robotic surgical systems… read more →

Four pillars of successful sales operations

After many years working in sales—starting as a rookie sales rep for SAP, then helping start Ariba before joining Anaplan in 2016—I’ve seen the critical role that sales operations plays in a company’s success. So while it isn’t glamorous, the behind-the-curtain work of sales ops is key, especially when scaling from a couple of sales… read more →

Keys to success in sales forecasting

In part three of Anaplan’s five-part webinar series with the Sales Management Association, Brandon Kulik, national leader for Deloitte’s sales force effectiveness practice, joins Rowan Tonkin, Anaplan’s Head of Sales and Marketing Solutions, to talk about the importance of creating a comprehensive approach to sales forecasting. William Shakespeare once wrote “It is not in the… read more →

Motivating the right behavior with incentive compensation

In part four of Anaplan’s five-part webinar series with the Sales Management Association, Hassan Mahmood, managing director and founder of Voiant Group, joins Rowan Tonkin, Anaplan’s Head of Sales and Marketing Solutions, to discuss how sales leaders can drive desired sales behaviors with an improved incentive compensation plan.First, some history: I call the 1980s and… read more →

5 strategies of highly successful sales organizations

Achieving a strong sales edge is anchored in five key areas, according to a new report by McKinsey & Company. Here´s an overview of the five things fast-growing companies prioritize to outpace the competition: 1. Focus on the future and commit to opportunities. Find the challenges and growth opportunities in the macro environment, then determine—and… read more →

Why you should move your territory management and sales capacity planning to the cloud

In part two of Anaplan’s five-part webinar series with the Sales Management Association, Kyle Welling, Solution Architect at OpenSymmetry, joins Rowan Tonkin, Head of Sales and Marketing Solutions at Anaplan, to talk about why and how organizations should transition their territory management and sales capacity planning to the cloud. Currently, it’s the end of the… read more →

Best practices for account segmentation and scoring

In a recent webinar with the Sales Management Association, Rowan Tonkin and I shared some best practices for effective account segmentation and scoring, and how to integrate territory and quota planning, and incentive compensation design. When done accurately, these processes can drive sales revenue by helping to more accurately determine account and market growth potential…. read more →

Aligning sales processes to business systems to optimize sales performance

Tips for aligning business processes and systems to support an accurate quota and compensation structure

Misalignment in business processes and systems after an acquisition is expected. Efficiently aligning with the parent company as quickly as possible is key to success, but this period of change is also an opportunity to make major changes or enhancements such as eliminating siloed information and improving collaboration between departments—especially with the sales force. Implementing… read more →