Building a Smart Sales Plan

9 October 2014


A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard companies reported hitting their targets. This significant gap underscores the shortcomings in the typical sales planning process. While best in class sales organizations execute flawlessly on their plans, many others struggle to meet their targets, delivering consistently underwhelming results. 

So what’s going wrong?

Effective sales plans rely on alignment across a wide range of parameters: segmentation strategy, territory and quota assignments, channel management, performance targets, compensation strategies, revenue and expense forecasts, deal execution, etc. This alignment is not an easy task, thanks to the multiple inputs and decision points, from corporate levels all the way down to the account level.

In this webinar, we’ll discuss how to effectively integrate full data sets on rep coverage, quota, accounts, product mix, territories, overlays, and channel partners to create data centric plans.

Attend this session and learn from industry experts how to:

  • Spot and adapt to sales disruptions such as attrition, churn, and coverage gaps early in your sales cycles
  • Combine disparate data streams in real-time to create and operationalize data-driven sales plans
  • Improve sales productivity and effectiveness by aligning all the moving parts of your process
  • Leverage on-the-ground expertise of your territory managers and collaboratively align top-down and bottoms-up inputs
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