In the second webinar in Anaplan's sales performance management series, we explore three key benefits of transitioning away from spreadsheets for managing territories and sales capacity planning.

1. Presented by
© Copyright 2016 The Sales Management Association. All rights reserved.
Sales Management Association Webcast
8 November 2016
Transitioning From Spreadsheet-
Based Territory Management &
Sales Capacity Planning
Rowan Tonkin
Practice Lead, Sales and Marketing Applications
Anaplan
rowan.tonkin@anaplan.com
Kyle Welling
Solutions Architect
OpenSymmetry
Kyle.Welling@OpenSymmetry.com

2. © Copyright 2016 The Sales Management Association. All rights reserved.
About The Sales Management Association
A global, cross-industry professional association for
sales operations and sales management.
Focused in providing research, case studies, training,
peer networking, and professional development to
our membership.
Fostering a community of thought-leaders, service
providers, academics, and practitioners.
www.salesmanagement.org
www.salesmanagementconference.com
About the
Sales
Management
Association
2

3. © Copyright 2016 The Sales Management Association. All rights reserved.
Today’s Speakers
3
Rowan Tonkin
Practice Lead, Sales and
Marketing Applications
Anaplan
rowan.tonkin@anaplan.com
Kyle Welling
Solutions Architect
OpenSymmetry
Kyle.Welling@OpenSymmetry.com

4. Presented by
© Copyright 2016 The Sales Management Association. All rights reserved.
Sales Management Association Webcast
8 November 2016
Transitioning From Spreadsheet-
Based Territory Management &
Sales Capacity Planning
Rowan Tonkin
Practice Lead, Sales and Marketing Applications
Anaplan
rowan.tonkin@anaplan.com
Kyle Welling
Solutions Architect
OpenSymmetry
Kyle.Welling@OpenSymmetry.com

5. The sales performance management webinar series
ANAPLAN.COM/SPM-SERIES

6. Capacity Planning
and Management
Deal Desk
The traditional SPM pathway

7. Account
Segmentation
and Scoring
Capacity Planning
and Management
Marketing Budget
Allocation
Marketing
Campaign
Planning
Compensation
Planning
Deal Desk Commissions
Marketing
Attribution
Territory
Planning and
Management
Quota Planning
and Management
Forecasting Crediting
Campaign
Performance
Management
Marketing Spend
Management
Account Planning
The connected SPM connected pathway

8. The SPM landscape

9. What keeps us awake at night?
• Long, slow drawn
out processes
• Territories and
quotas issued late
• Sales roles not
involved
Poor
Process
Demotivated
Salesforce
High Cost
Of Sale
• Unattainable quotas
• Inequitable
territories
• Poor performance
• Quotas not linked to
market potential
• Misallocation of
accounts
• Unable to respond to
change

10. Key trends
• Accelerating pace of change
• Increasing agility required
• Changes in go to market strategies
• Organizations increasingly re-setting budgets and priorities
• Changing profile of sellers
• Improvements in technology

11. Poll question
How do you set initial goals for your field sales force?
1. Prior year performance
2. Top down increase
3. Weighed index
4. Bottoms up sales potential
5. Fair share allocation

12. Target setting approaches
24%
Fair share
allocation
7%
Bottom up
sales
potential
18%
Top down
increase
24%
Weighted
index
27%
Prior year
performance

13. Effective target setting starts with…
• A well established process for calculating targets informed by business and market
conditions
• Transparent and understood by sales staff and management
• Targets are challenging but fair, realistic and motivational
• Crediting and territory rules effectively linked to strategy and sales incentives
• Ability to model territory changes from account level
• Clear visibility of territories and accounts for sales staff, managers and operations

14. Effective management is…
• Clearly defined roles and responsibilities
• Automated calculation of performance with real time reporting of achievement
• Modeling capability to understand the impact of target changes at all levels
• Flexibility to re-set targets rapidly across the organization
• Real time communication of territory and target changes
• Audit compliance and robust governance

15. TQM gives you that better edge
• Effective account
prioritization
• More responsive to
customer outcome
• Better alignment
increases revenue 2-7%
Increased
revenue
Selling
focus
Return on
investment
• Motivated sales staff
through smart quotas
• Stable/customer focused
deployment
• Accurate performance
reporting
• Reduced cost – smart
routing, no duplication
• Reduced turnover
• Better govern

16. What the right solution can do for you

17. The sales performance management webinar series
ANAPLAN.COM/SPM-SERIES

18. © Copyright 2016 The Sales Management Association. All rights reserved.
Your Questions
18
Rowan Tonkin
Practice Lead, Sales and
Marketing Applications
Anaplan
rowan.tonkin@anaplan.com
Kyle Welling
Solutions Architect
OpenSymmetry
Kyle.Welling@OpenSymmetry.com

19. Did we run out of time before we got
to your question?
Presenters can follow-up with you via
email. Feel free to submit more questions
if you’d like an offline response.
© Copyright 2016 The Sales Management Association. All rights reserved.
19

20. © Copyright 2016 The Sales Management Association. All rights reserved.
Thank You
Thank You

21. © Copyright 2016 The Sales Management Association. All rights reserved.
An audience
generated question
comes after the
Q&A slide, added
after the webcast
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