Posts about "Sales"

Sales Forecasting

Webinar recap: Lexmark masters global sales forecasting using Salesforce data within Anaplan

With today’s fast-changing market, it is more important than ever to have the right business strategy aligned across departments—and one that can be course-corrected on-the-fly. Doing so starts with a business plan that’s aligned to the sales strategy. Additionally, sales and operations need access to real-time data in order to quickly respond to sudden shifts… read more →


Critical questions for the sales compensation planning roadmap

In our previous post, we discussed the ultimate “win-win” of integrating sales and finance for revenue alignment within your organization. However, it is no small challenge to develop a comprehensive, strategic vision for sales compensation planning, which requires an overarching roadmap touching multiple departments, including finance, HR, sales compensation, sales operations, and IT. As corporations… read more →

Webinar series covering each aspect of the sales planning process

Tactical tips to eliminate point solutions and spreadsheets within your sales planning process

Well-designed, accurate, and fair sales targets are hard to achieve. Many factors may hinder sales from accomplishing them, including internal politics, opinionated sales reps, inaccurate data (or lack thereof), and siloed or incomplete current and historical information. Many sales organizations manage each aspect of the sales process across separate point solutions, legacy sale software, and/or… read more →

VMware transforms its business modeling and sales planning

VMware enhances sales productivity using five Anaplan implementation best practices

VMware’s Awinash Sinha, Director of IT, and Sri Vellimedu, Director of Business Transformation, joined us on stage last month at our Hub16 conference to discuss lessons learned from the Anaplan implementation and deployment across the company’s global sales organization. Prior to Anaplan, VMware was trying to reconcile multiple, inconsistent data sources across Excel and inflexible… read more →


Research reveals—sales compensation plans don’t provide the complexity or detail needed to compete

In a recently concluded webinar, Bob Kelly, Chairman of The Sales Management Association (SMA), presented initial findings from a recent survey on sales compensation management. Scott Sands, National Practice Leader, Sales Force Effectiveness at Aon Hewitt, and Rowan Tonkin, Practice Lead, Sales and Marketing Applications at Anaplan provided additional commentary on the data and offered… read more →

Sales compensation

Research shows that organizations must release sales compensation and quota in a timely manner to meet goals and keep the sales force happy

In a recently released research survey, we found that 57 percent of organizations believe that sales compensation plan and quotas are delivered too late, resulting in an unhappy sales force and a high potential to miss sales targets. Learn how you can finally release of your sales compensation and quota plans in a timely manner…. read more →


The ultimate win-win: integrating sales and finance

In any organization, salespeople are going to do what they do best—make money. But on their way to meeting quota, are they taking the company with them? Or are they leaving the company’s business priorities behind in the wake of their personal success?Companies invest a considerable amount in their sales organizations. In fact, according to… read more →

An accurate sales forecast improves incentive compensation design

Incentive compensation design: Factoring forecast accuracy into your plans

Have you considered how your incentive compensation plans can improve sales forecast accuracy? Probably not. By most accounts, it’s not a good idea to include sales forecasting as an incentive measure. After all, it’s management’s responsibility to ensure that sales reps are updating the sales pipeline and accurately reporting their sales forecast each period.However, consider… read more →


The variable compensation disconnects: Why your sales reps might be feeling shortchanged

Variable compensation programs are an essential tool for managing sales organizations and rewarding great sales rep performance. But variable compensation—when done correctly—is inherently complicated, and there sometimes can be a disconnect between the way compensation is assigned and the “rules” that reps must follow to earn their variable compensation. For example, many organizations use multiple… read more →