Posts about "Sales"

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 →

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 →