Planning for Success
Key to the success of any sales organization, is the ability to manage the operational aspects of the sales infrastructure. Sales Process Group offers vital sales operational services in the areas of Forecasting and Analysis, Sales Compensation and Sales Planning. These services can be offered independent of CRM activities, but should be part of every CRM rollout. With the pace of business today, our sales operations program can deliver the following core services that will improve and benefit the entire sales organization with a minimum of distraction.
Sales Forecasting, Reporting and Analysis:
· Opportunity/Pipeline management and reporting
- Simplify the amount of information captured in the pipeline to increase user adoption and improve the quality of pipeline information
- Analyze pipeline metrics by region (close rates, length of sales cycle, sales stage analysis, and deal size) to determine the strengths and weaknesses in the pipeline
- Provide improved visibility into the pipeline by creating key reports to monitor changes and trends in the pipeline
· Sales Forecasting
- Analyze historical trends in the pipeline and actual results
- Detailed analysis of existing pipeline at both the macro level and opportunity level
- Monitor key customer opportunities to determine likelihood of closure
- Implement a sales forecasting process to ensure consistency and accuracy
- Analyze forecast accuracy at the region, management and field rep level
- Provide sales forecast input into manufacturing for improved supply chain management
· Sales Performance and Productivity Metrics
- Analysis of actual performance by region, rep, product, channel and customer
- Discount, margin, and expense analysis
- Analyze productivity trends – revenue per field rep, revenue per sales headcount, average new hire ramp period, etc
Sales Compensation:
· Sales Compensation strategy and plan design
- Assess the current sales incentive compensation environment for each sales role, including total target compensation, pay mix (fixed vs variable), performance measures, performance range, and plan mechanics (payout frequency, performance timing, etc.)
- Design detailed sales compensation plans for each sales role that align incentive compensation with the strategic objectives of the company. Make recommendations on total target compensation, pay mix, performance measures, performance range, and plan mechanics
- Prepare a financial model of the plan to forecast sales compensation expense
· Sales Compensation plan implementation and training
- Prepare detailed plan documents for each sales role
- Develop training materials and sales tools for both management and field level employees
- Train sales management, field reps, and sales compensation administration on specific details of the plan
· Sales Compensation systems, administration, and reporting
- Evaluate current sales compensation systems, administration and processes and make improvement recommendations
- Set up reports to capture actual results vs. performance measures
- Evaluate on demand sales compensation software tools and provide recommendations for vendor selection and provide project management for new system implementation
Sales Planning
Headcount/expense planning and quota modeling
- Create planning model to determine short and long term headcount needs based on market demand, company revenue goals, and sales productivity assumptions.
- Quota modeling by region and territory
- Sales plan expense modeling
· Territory management
- Analyze, define, and administer sales territories for optimal sales coverage
- Improve sales territory insight by analyzing territory results
- Model proposed changes in territory assignment
Please Contact Us so we can describe these services to you in more detail.
