Enhance your sales performance management for Shipping

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[Music] and a plan's solution for sales performance management or spm centers around the idea that we can use a connected planning platform to help organizations chart the path to revenue and commercial success so what is connected planning well anaplan's cloud-based platform connects the data so pulling data in from different sources mainly internal but also external as well bringing them all into one place connected planning connects the people and connects the processes so we'll have different people in the organization doing different things but if we can all work from the same data and all collaborate work together to achieve our endpoint of our processes then we are truly doing connected planning within the organization as far as visualizing the concept of connected planning we find the honeycomb concept that we see here really useful of course the individual parts of the organization operate their own distinct processes but these processes are naturally interdependent and connected to other areas of the business and using a cloud planning tool like hanaplan provides for each processes for each process to happen but also provides for that connection between different parts of the organization and between within an individual function itself so if you look at the top right hand side in blue of the honeycomb that we see on the screen we've got incentive rewards quota modeling sales forecasting territory and even marketing performance all linking together within that uh sales part of the business but also providing those touch points with the wider business community community so what does that look like and when we think about a process flow of a plan and data coming into plan and a plan that models providing the relevant output that we need to make those better decisions in the business if we look um on the left-hand side here with data sources we're pulling data in from wherever it resides in the organization the data we need for planning that might come from other cloud sources it might come from relational data it might come from csv or excel we've got the ability to transform that data and then we propose best practice of creating a data hub within your ad plan environment what that means then is you've got one set of verified data that's coming into anaplan and then we've got those connected planning models that we see branching off from that uh data so whether you're doing sales forecasting uh or incentive compensation territory and quota not shown here as models but equally applicable then everybody's using the same set of data there's no discussion over who's got the right set who's got the most up-to-date set of data and equally if you've got here for example a team doing sales forecasting in our plan there's a good chance that there's going to be an input required from demand planning there's going to be data needs to flow into fpma so that's really truly what connected planning means to achieve the commercial goal goals organizations must set corporate goals translate these corporate goals into market plans to go to market plans create performance levers that drive motivation to reach the desired outcomes and have processes in place that promote sales excellence bringing these processes into this single cloud-based platform makes a huge difference a connected planning approach that enables the three elements of connection that we talked about above connecting the data connecting the people connecting the processes if we look at the corporate goals and go to market strategy first this is the sales planning process using a plan to create balanced territories and quotas define market segments eliminate coverage gaps develop capacity plans we can do this without a plan because we have current regularly updated data we have access to history eg win rate still velocity discounting and so forth we can interface to internal data source and we can bring in external data as well and we have the capability to change on the fly as these internal external factors change so with that in mind let's take a look at the territory and quota planning app that we have open on the landing page in front of us now we're logging in as somebody who's got absolute access to everything however in reality we're bringing together a group of people we're connecting those people who might be involved in different elements of this overall app to generate those quotas align them approve them set up the territories and so forth um we'll see let's start off with sales history so we're bringing in data into our uh into our application that's our external our internal data but also potentially our external data very importantly here we're starting to think about not only bringing in our historic prior year sales against our accounts and looking at total addressable market for our existing accounts and maybe target accounts but we're also starting to score those accounts in a couple of ways maybe a more simple firmographic approach to scoring our accounts but also thinking taking a more scientific approach using alapan's predictive insights to score accounts as well so if we think about that we're using predictive insights to identify the ideal customer profile to score and prioritize and to identify new prospects to target so that's a good example there of bringing internal and external data together in our plan for that planning process we're now thinking about goal setting in this application so we're taking our historic data we're taking our predictive spends our total addressable market and then ultimately generating a target which we're then going to push down to region further then down to sub-region then ultimately down to an account level with approval levels as required at each stage of that process so if we just jump in and look at the regional goal setting we're taking a target for the americas and then spreading it out lower down to us each us south if we now go down to some region we can see how now we're taking that same us target for u.s east target and pushing that out between these three sub-regions ultimately it goes right down target goes right down here for the northeast for this particular product of fy21 for the forecast we're now down to an at an account level so we've set our targets we need to now be sure that we've got the resources in place to achieve those targets if i look at my geocapacity analysis screen here i'm looking at us east for my key accounts and forecasts i can see i've got two heads approved which i can add those two into the relevant position it's going to achieve the most benefit for us we can see down here in my coverage capacity and gaps i've got a coverage gap down here in the northeast and we're working out then what's the potential impact of adding a new uh head to this particular area so we might then want to consider let's put one of our heads in that area because that's going to help us to start filling that coverage gap that we're seeing here i also have the capability in the app to define those territories and make sure i've got the right people assigned to those territories that might be key account assignment it might be overlay assignment it might be enterprise level it's also worth remembering here we're just looking at an example how you decide to implement the exact requirements of your businesses is entirely um down to your your processes we look at the key account assignment here we can see we're bringing in alerting into the system here that we've got some key accounts which are under assigned we go we can go to individual reps in the northeast here we can look at tom we can see all the accounts that have been been assigned we can even see here for example one of those assignments ending in the 30th of april that's actually being handed over to monica from the first of first of may onwards so great flexibility on how you assign those key accounts in in this case finally in here we want to have some element of workflow where we can finalize and sign on so here we see our manager finalize quota and sign off we're looking at an individual rep level here we're just looking at north east and we can see here is has it been reviewed does it need review are there any holds or overrides you want to put in place against those individual targets against those individual reps the performance levers that we can use to reach our desired revenue targets are where annaplan can give you a comprehensive incentive compensation modeling and reporting capability create plans assign individuals to plans track performance manage disputes as well as communicate this performance to both employees and managers so there is no doubt of where performances come from or where the gaps might be as with the sales playing process we're going to use data from different data sources and we need the ability to adjust as required as well as carry out what-if modeling to test the impact of making changes or the likely overall cost of a commission plan for example so let's take a closer look at the incentive compensation management app that we're seeing now on the screen if we just scroll down we just scroll down slightly we can see here we're dealing with the payees and also the managers so we're giving visibility to payees and managers of where they are in terms of year-to-date achievement also giving them access to history as well before that even happens we of course need to create those plans we need to create plans uh assign individuals to those plans and also we've got the capability to start thinking about well what if certain achievements are met what's that going to cost the business and also giving that to the individuals to do the what if modelling on their own accounts to understand what they might be able to achieve as the as the year progresses we're covering off the capability to have a disputes workspace we are allowing overrides and adjustments to be made and also giving the payees and the managers full visibility of of that information finally then we're bringing in the workflow process once once again in here to carry out payment approvals and then ultimately exporting a payroll file from a plan to to payroll now of course again this is an example the the nuances of your process are absolutely capable of being modeled within our plan to really fit the your requirements from a payee perspective then if we just jump into that screen we're providing then the payees full visibility of where they are what they've achieved what's um where they are in the current position in the current quarter here we're looking back at quarter one for one of our reps security will ensure that uh they only see their own details they've got some headline figures here they've got a breakdown of where the credit has come from and they can also jump into the real detail behind the attainment in this case for q1 looking at the individual monthly performance looking at the flow that takes them from their credits right down to the final payouts um as well we're managing and creating the plans in our application here too let's just have a look at that we can see here we've got a list of existing plans and the time periods over which they run and we can see here these are all approved in terms of workflow let's focus on the strategic plan and jump forward now looking just for that strategic plan we can see the inputs of that strategic plan is made up of these two elements down here i might want to add further measures to the plan or review the existing measures we've got in our measures library going forward to the next i want to actually think about the rate tables and maybe edit manipulate the rate tables i've got attached to this quarterly revenue commission which is part of the strategic element and also start to think about some what if calculations down so down here i'm looking at a concept of what would happen if we have seven million uh bookings here what will the payout be based on my different tiers and i can even flex those tiers as i need to here i've got data entry capabilities so i can start thinking about changing changing those tiers and seeing what the impact that will have on the commission paid we also need the ability to manage our credit rules and assignments so jumping in there we see now that we're looking we're looking at individual individual reps so i'm focused on tom here i can see all of his accounts he's a strategic ae we can see our hire date there we can see the credit is rolling up to his manager as well he's got 10 he's got 10 accounts if alternatively if we jump down look at one of our overlays we can see that that gabby is product focused instead in the northeast against these three products we of course need to be able to bring uh territory changes in from our territory and quota model that we looked at previously so we've got that connected nature that we can take output from one model in our plan and bring it into another finally then here in our incentive and comp um application let's think about payment approvals over on the right hand side what we're doing at this point in time is looking at total company or individual elements in the hierarchy we're looking at a point in time and a plan has calculated the uh the payouts and within a plot employing a essentially a three level approval process auto approve tier group where we might want to individually go in and approve or hold and then there's a must review layer as well we're setting thresholds to decide how the different roles what the lower and upper bounds will be for each of those stages of approval so ultimately that then gives us the ability to easily focus on for example let's focus on my must review um i can see here there's um seven seven seven four percent uh above the target incentive and that is a hold i've put a hold on there i'm commenting against that hold so that can be visible then by anyone else who's using the model who has relevant access to the model finally reaching our revenue goals is underpinned by general desire for sales excellence through standardized forecasting methods improved accuracy better collaboration and the ability for the business to develop contingency plans and importantly be able to implement across the organization therefore to be able to regularly check back to see how we are doing versus the plan and to readjust as required in our sales forecasting app then we are trying to improve visibility by bringing time-based forecasting at an opportunity and stage level with an ability to allow adjustments at different stages of the process by different levels in the organization and we're bringing that all into one platform in this app then we've not only got a view of the history of what has happened at a good level of detail but of course it's a forecast we're looking forward we've got the data here we've got people involved in the process to give us a better view about a better prediction a better view of the future enabling us to react more quickly to changes eliminating the number of surprises reducing the number of surprises allowing us to focus on what's important we can see who's closing we can see what's closing we can see best performance among different account executives let's just take a look at some of the parts of the process here so what we're going to do is we're going to jump into our rvp review rvp summary and commit we can see the rbp is focused on the on in the northeast we're looking at q3 fy21 and in terms of aversion we're looking at the current week but you can see we've got all the history going back to see how we were looking at previous points in the year we've come down here we can see we've got we're still in progress workflow is is being taken care of by our plan we can simply submit when we're ready at this point we've got a view down here of our opportunities of our sales people in the northeast if we focus on ron for example down here we've got some summary level information around how ron's doing we've got some adjustments going through there and we can see that detail being mapped out on the lower portion of the screen against the individual account so for example this account for this product on a contract term of three years we put an adjustment in there overriding what's come out of of salesforce we've got salesforce close showing this date here but for the purposes of the forecast we're going to make an adjustment to that closed date in addition we look at the next lock down we can see here we're adjusting the forecast from a commit to upside overall then that gives us a revised forecast of commit upside and total which we can then submit up to the next level to our avp for review at the next level up in summary then we've looked at three areas that annaplan can help in the sales performance management process within the organization firstly sales planning help helping organizations focus resources in the right way and in the right places secondly incentives and rewards using the levers to drive the behavior that matches the market strategy that the company wants lastly sales forecasting helping to predict better and more consistently and also react quickly to and effectively to changes that happening in the marketplace [Music] you