An Executive Perspectives


To reach the best possible outcomes, sales leaders must be able to govern and optimize the processes they rely on; meeting this challenge is the essence of sales performance. However, those leading and working in sales must cope with myriad often disconnected processes. Establishing sales territories, accounts and quotas that work requires both access to historical data and information about projected targets, but bringing this data together in a form that can support planning efforts can involve significant work. Move to unify the entire sales organization with a common sales planning environment that helps provide insights and guidance on achieving quotas. Also, involving Finance and Operations in the strategic and tactical sales planning can facilitate a better understanding of — and more organizational support for — your sales objectives.