Sales efficiency and agility amid COVID-19 disruption

Businesses are all feeling the impact of the economic slowdown caused by the widespread global disruption from the outbreak of the novel coronavirus. Uncertainty around how world leaders will respond and unknown recovery timelines have everyone on edge. Not surprisingly, economists are revising their GDP estimates for the remainder of 2020, as consumers practice social distancing and business activity in a range of industries continues to face disruption.

This landscape can prove tricky for sales leaders who must steer businesses forward by delivering revenue commitments while confronting a possible recession. In the face of constantly evolving market conditions and customer needs, sales leaders must deploy agile sales plans that can be adjusted quickly and focus on increasing pipeline without increasing spend.

“The anticipation of a protracted buying slowdown has put added pressure on revenue leaders this year,” said Jason Loh, global head of sales solutions at Anaplan. “The important thing to remember is that the economy will rebound. Sales leaders should be refining their forecasts today and improving their sales and revenue planning processes to position themselves optimally for the future.”

识别具有最大潜力的帐户和客户应该是重中之重。通常，手动，耗时的过程，帐户细分需要尽可能高效，并且随着客户环境的发展而需要转移。即使在理想的情况下，手动反复试验细分和评分流程也可能导致浪费时间和销售资源。亚搏娱乐电子从旅行和款待到石油亚博专业购彩平台亚搏彩票app下载软件安装和天然气的行业受到大流行的影响，情况远非理想。人工智能（AI）可以通过丰富公司内部收集的数据，以预测性的第三方属性来帮助组织，因此销售负责人可以利用强大的分析和见解，以便优先考虑具有更高购买的账户，并发现新市场的新市场即使在经济放缓期间也有机会。

利用预测销售计划能力有助于一个open-source technology companygenerate a high-definition picture of ideal prospects, which enabled the company to focus its efforts on prospects that consistently became high revenue customers without increasing budget or spend.

Unexpected economic headwinds also make it difficult to predict where new opportunities might arise, so organizations must be nimble and ready to shift quickly. For sales planning purposes, this means that organizations may need to adjust their territories and quotas more frequently.

Think about the ripple effect of necessary business adjustments that come with any change to revenue objectives. From financial forecasts and territory hierarchies to compensation plans, these adjustments can involve extensive lag time and require sales teams to be agile in order to make changes without losing focus. A more collaborative and connected approach to revenue planning can make it easier to optimize these decisions based on actionable metrics and insights. By leveraging an enterprise-wide source of planning data, sales leaders can test drive new territory options, evaluate expansion opportunities, and easily adjust plans to accommodate market changes.

This insights-based approach to sales planning helped amultinational technology companyreduce time spent aggregating revenue data from one month to just three days, giving their sales team more time to identify new opportunities for improvement. “It allowed us to make changes that we never would have discovered or uncovered without the insights that we can get from the Anaplan engine,” said the company’s SVP of Indirect Sales.

在不稳定时期内，计算未知变量几乎是不可能的，但是销售负责人必须准备好在发生变化时就可以随时行动，以使业务继续前进。有能力对未来的“假设”场景进行建模，审查潜在的结果并制定应急计划可以帮助决策者准备好准备实时调整并确保在任何市场条件下确保最佳销售范围。

“When market demand makes sudden and dramatic shifts, an effective sales plan can make the difference between strong pipeline performance and missed revenue,” said Loh. “The ability to model various scenarios can empower sales leaders to feel confident with making adjustments, so they can combat real-time changes without sacrificing sales and revenue projections.”

与一个connected approach to sales planning, oneOEM of car audio systemswas able to reduce the time it took to conduct “what-if” scenario analyses from a full day to just 10 seconds, freeing up time for sales teams to focus on driving growth.

在经济放缓期间，拥有明确的见解和打开角钱的敏捷性对于业务成功至关重要。亚搏彩票手机版免费下载争夺市场份额的公司，同时还为进一步的低迷做准备，需要找到适当的增长和储蓄平衡。对于收入领导者来说，压力是做出有影响力的业务决策，以最大程度地提高资源并优化机会，同时预计市场变化。亚搏娱乐电子这些决策不仅可以帮助企业对破坏的自信反应，而且可以为销售组织增加新的创新层，从而提高未来的效率。