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The New Science of Sales Performance

Published By: Anaplan
Published:  Mar 05, 2015
Length:  11 pages

Many sales organizations continue to operate as they have for years: At headquarters, executives work with sales leaders to set revenue targets for the year. Sales teams receive top-down goals, which cascade across product lines, channels and other business dimensions. The end result is an account-level target, which is assigned to a sales rep. Because most companies do not have an easy way to complete this process—nor do they use a common system of record—they must resort to the quickest and easiest mechanism at hand: spreadsheets, a nonscalable, single-dimensional solution that does not handle complete data sets. This approach also poses challenges across key sales management functions, including planning, execution and optimization.

Tagsconsolidation, planning, survey, performance, sales, audience, finance, strategic exercise