Sales Operations: It’s Shark Week

28 August 2013

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sharknadoIt must seem like Shark Week for sales operations departments, who use this time of year to plan next year’s territory assignments, quotas, and compensation plan changes. Like Shark Week, planning season for sales ops seems a lot longer than advertised. And, like Shark Week, quota planning season often ends badly – but particularly badly for those sucked into the bloody vortex of a sharknado

Unlike actual sharknados, which are spawned by freak storms, a sales quota sharknado is entirely preventable with sound planning practices. Such as (courtesy of our friends at CallidusCloud) the following planning tips:

Tips for Effective Quota and Territory Planning:

  1. Define quota & territory program hierarchies that mirror your business
  2. Utilize real time historical performance analytics & opportunity based metrics to aid in territory segmentation & realistic goal setting
  3. Align quotas to corporate targets to ensure the alignment of your entire organization
  4. Create territories & distribute quotas quickly to enable your sales team to start selling on day one of the new year
     

Sales Operations leaders who’ve lived through a few Shark Weeks know that territory and quota management is time consuming, prone to mistakes, and fraught with danger. Preparation requires the right tools, practices, and technology, but eliminates the drama (and sharks) that can sink sales productivity.

Join us at our annual Sales Force Productivity Conference 15-17 September for more on this topic.  Check out the schedule here.

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