销售量

当我们到达的最后几周日历是的r, many sales organizations put their blinders on and focus exclusively on closing business in a busy shopping season. But it is never too early to start thinking about what comes next from a sales planning perspective. How will you measure and motivate your sales force in the next year? What changes, if any, do you need to make? Anaplan experts have created a series of solution guides to help you get started. For this post, we aim to help users get the most out of our Quota Planning Solution Guide. For more general background information on the solution guides, check out our discussion with Anaplan’s own @PamWalker. Using sales quota planning to maximize team performance A sales quota is a time-bound milestone used to measure performance and motivate sellers. When designed well, quotas can be a powerful way to keep sellers performing at their maximum potential. Yet quota planning is not a one-size-fits-all process; every organization will have a unique approach based on its product mix, market dynamics, and go-to-market strategy. Quota planning in Anaplan provides users and model builders a lot of flexibility so they can create and optimize their sales quotas during annual planning — and throughout the year. In general, quotas should strike a balance between being aspirational and motivating for sellers, while still meeting revenue objectives. When quotas are too high, they are demotivating and frustrating. When they’re too low, you may exceed your compensation budget with high payouts. It varies by industry, but best-in-class organizations aim for 60-70% of sellers achieving quota. Leveraging best practice steps for quota planning Best practice approaches to planning and managing quotas include the following steps: Model market condition scenarios. View total market revenue “what-if” scenario results using calculated relative account value and adjustment options. Top-down target setting. “Total Target” is distributed proportionally top-down through the sales hierarchy. The proportion differs based on the allocation method. For example, an even allocation method takes the organization’s revenue goal and divides this equally across all territories. Additionally, targets are often over-allocated down the hierarchy by sales leaders to create a buffer. Bottom-up target setting. Calculate and associate potential revenue amount to customers and prospects to determine territory potential and sales capacity. Aggregate potential revenue up the territory hierarchy. A mixture of top-down and Bottom-up target setting. Process where top-down and bottom-up territory planning are combined, which allows input from executives and sales and results in more realistic targets. Sales coverage planning. Ratio of account assignments where salespeople can make their quota while effectively providing the optimal service to accounts and prospects. Sales analysis. Measure your sales progress throughout the year. Analysis allows you and your sales team to identify weaknesses in your sales strategy and make changes so that you can improve the results over the next period. Be sure to check out the Quota Planning Solution Guide for common challenges, details on using Predictive Insights in Anaplan to augment your planning process, a full dashboard and demo flow, and more. ... 查看更多

问候！感谢您加入我们的Anaplan Live！这是一个开放式的讨论，对于从S ALES和收入领导者突破室在这里导航的任何人。随时对Anaplan或Sales Model Builder社区的任何问题或评论回复此消息。另外，如果您还没有，请务必加入销售组，以便您可以掌握未来的活动和讨论。在“组主页”页面中，只需单击“加入组”按钮即可加入。 ... 查看更多

Did you see the announcement on our Community blog? Anaplan has achieved a Sales Performance Management (SPM) Customers' Choice recognition on Gartner Peer Insights, a peer review platform hosted by Gartner. This is the second year in a row that Anaplan has been named a Customers' Choice vendor in the SPM category. And it is all thanks to you — our customers, partners and model builders. You play an incredibly important role at Anaplan, both by being engaged users of the platform and by sharing your thoughts and feedback. So thank you, and congratulations! ... 查看更多

致电所有Anaplan爱好者从事销售，销售业务，收入运营或销售金融：Anaplan Live！即将到来。这是一个很好的机会，可以听取实践领导者和客户的Anaplan旅程。Anaplan Live！是一个免费的虚拟活动系列，设计为您和您的业务进一步发展，使用Anaplan更快。不要错过！11月9日，听到Anaplan领导人的消息，并从ServiceNow，Johnson＆Johnson，Coca-Cola等人提供了客户演讲者，以及为您的行业量身定制的按需课程。11月10日，深入研究了与您最重要的模型构建方面，专门针对有抱负的解决方案建筑师，UX设计师和开发人员的经验。直接与客户和合作伙伴专家以及同行互动。另外，在特殊的Fireside聊天中了解我们产品团队的最新功能。 Register here to join us! ... 查看更多

通常，任何重大计划项目中最困难的部分都只是开始。我需要知道什么才能前进？如果我遇到障碍，我可以在哪里转动？有什么条件会让我成功？亚搏彩票手机版免费下载在销售绩效管理（SPM）的世界中，事情很快就会从简单变为复杂。这就是为什么Anaplan准备了一系列详细的技术指南，以帮助您前往SPM Greatness的旅程。销售解决方案指南提供了主题概述，行业最佳实践，工作流程的详细信息以及Anaplan的销售解决方案的更多信息。该指南的集合旨在帮助我们的客户计划，管理和执行其整个销售策略。每个指南都代表了多年的行业研究和客户体验的结晶。为了放在向导后面，我们想介绍Anaplan的SPM专家之一Pam Walker-Cleary（@pamwalker）。 Can you talk through your career background, and what led to your interest in SPM technology? PW: I sort of fell into SPM after a couple of years in an engineering role long ago. While building out apps for a law firm, I discovered the part of the role I enjoyed the most was meeting with stakeholders, listening to their needs, and designing the apps. The programming part was less appealing. I was hired to implement incentive compensation management (ICM) for a startup after this discovery. I wrote stored procedures to speed up processing and developed a reporting repository to bring all the data together. That soon morphed into customer service and then product management positions. Then web interfaces came along, and finally the cloud. I’ve worked on many iterations of ICM, territory planning, and CRM analytics and managed PM and engineering teams for various companies using different technologies and platforms. When I joined Anaplan, I switched into a partner success manager role, and then joined the Solutions team two years ago. It’s been fun and interesting; I’ve enjoyed working with and meeting people across different teams. SPM is something that never gets boring. What are the Solution Guides, and what makes them unique? PW: The Sales Solution Guides are a blend of functional industry best practices, dashboard and process interactions, high-level data touch points, and some model building tips and suggestions along with examples. They provide basic functional information and building blocks for implementation. The guides were written with the goal of producing great outcomes for our customers by distilling better understanding of customers pain points and needs and time-tested practices. How would you recommend that model builders and other users approach the Solution Guides? PW: Each guide provides enough information to help model builders with limited or no domain knowledge to understand what they are building. Functional descriptions, process flowcharts, and screenshots of dashboards and the user interface help to depict what end users need to do to carry out their processes — after all, they say a picture is worth a thousand words. Of course, every implementation is unique and based on each customer’s business, so there are always customizations needed to get things just right. Successful implementation also requires deep listening skills, good companywide communication, and proficient end user training for complete user adoption. --- More information to come, including a more in-depth look at the individual Solution Guides. ... 查看更多