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Monthly webinar series

If a company is like a human body, sales provide the oxygen. Throughout this series of four online seminars, explore how you could reinvent your business to make sure that your organization gets the oxygen it needs for the future!

Join a group of growth-oriented sales professionals from Anaplan and Deloitte and get more insights on the following topics:   

  • Experience selling: If you don’t know where you’re going, the chances of you beating your competitors is slim. Explore how to design the optimum commercial plan.
  • Omnichannels: You win or lose through execution. Investigate innovative ways to manage and mobilize your salesforce with impact.
  • Sales analytics: You get what you measure. Align your incentives with your plan to drive performance.

Session 1: Sales planning: >> Watch on-demand 

Join us and learn how to make faster, more informed decisions about where to focus and invest sales resources to streamline revenue operations. During this first session, we will discuss how to:

1. Design optimized territories, segmentation, and coverage strategies to maximize sales ROI, including:

  • Territory analytics and design
  • Segmentation analytics
  • Coverage strategy design

2. Motivate sales reps through timely, accurate, equitable, and attainable quotas supported by well-formed territories through:

  • Quota analytics
  • Quota and territory planning
  • Quota and territory management

3. Develop sales business plans via:

  • Top-down and bottom-up planning
  • Connect to marketing, finance, and demand planning.
  • Growth plans shared with territories, regions, and account teams

Session 2: Sales forecasting: 4 November 2021, 9am GMT/10am CET

Join us and hear how a data-driven approach helps you leverage analytical rigor in the sales forecasting process to reduce the impact of subjectivity, and how predictive models enable you to identify signals using data science models that improve forecasting accuracy and identify early indicators of underperformance.

During this second session, we will zoom in on what you need for successful sales forecasting:

1. Get connected.

  • Gather input from wide spectrum of front-line sales roles (e.g., specialists, generalists, business development).
  • Collect input outside front-line sales (e.g., product marketing, BU, channel, and region leadership, supply capacity) to connect and align functions.
  • Eliminate disconnected forecasts across the organization. 

2. Do it in real-time.

  • Invest in capabilities to reduce latency from data-to-insight, enabling leaders with analytics to make decisions
  • Update forecast quickly based on demand changes to improve operational efficiency
  • Keep business units in sync despite different business needs and sales cycles

Session 3: Incentive compensation: 2 December 2021, 9am GMT/10am CET

As companies scale, they often struggle to build and maintain compensation plans effectively and pay sales reps accurately. They often use spreadsheets, homegrown systems, or small third-party vendors.

Join us to understand sales model strategic input and coverage models. Detail critical success factors and priorities for each sales job and identify relationships among marketing, sales, and service. During this third session, we will cover how to: 

  • Determine market pay levels, pay strategy, and target compensation levels for each job. Includes salary and incentive mix based on job roles, sales cycle, and sales process factors.
  • Select key performance measures and relative weights to link to incentive compensation.
  • Develop communications materials, plan documents, and plan policies. Introduce to the organization. Implement administration and dispute resolution processes.

Session 4: Sales analytics/machine learning: 20 January 2022, 9am GMT/10am CET

Leading sales organizations increasingly use analytics to improve sales performance and better meet customer expectations. Predictive and prescriptive analytics assume greater significance in driving innovation and transformation within the sales organization. During this fourth and final session, we will focus on:

  • Engine algorithms for individual models output combine using the ensemble approach to improve performance
  • How whitespace models mine accounts and associated account attributes to derive a sales estimate for new accounts or accounts with little sales history
  • The use of predictive models to determine account and sales rep potential