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 spreadsheets since responsibility is usually dispersed across many teams or departments—for example, one tool for sales account segmentation, another for territory mapping, yet another for quota setting, and so on across capacity planning, forecasting, and compensation.
This makes for a near-impossible planning process—and as you’ve most likely started to plan and budget for the year ahead, you are well aware of these pains and the need for a better solution.
We will address exactly these pains in our upcoming five-part webinar series. Over the coming months, we will bring in five sales operations industry experts and the Sales Management Association to discuss how sales leaders can better streamline the sales target design and planning process to enhance rep performance and productivity, data transparency across departments, and overall executive decision-making.
Each webinar will discuss aspects of the sales planning process, including account segmentation and scoring, territory management, quota setting, capacity planning, forecasting, and compensation design. And to conclude the series, our last webinar will detail out how these sales processes should link back to HR and finance to create a truly integrated planning process that enhances transparency, alignment, and data accuracy.
Register for the webinar series to learn how smart businesses are efficiency planning their sales targets for the year ahead.