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In today’s fast-moving world, sales teams need better
planning tools to respond to market changes in real time.
With Adaptive Insights, you can quickly and easily optimize resources, design territo-
ries, deploy quotas, and improve sales predictability. It equips your sales operations and
management teams with insight into functional interdependencies, and the power to
plan with greater accuracy. As a result, you and your whole business can make smarter
decisions faster.
Sales teams can deliver better, more predictable performance if:
• Sales can run real-time what-if and gap analyses around ramping, staffing,
and attainment to efficiently allocate quota
• Sales can construct optimized, balanced territories to effectively deploy the
sales force
• Sales, finance, HR, and other parts of an organization can plan in a single,
integrated environment to run holistic planning scenarios
Set Sales Targets with Ease
Setting sales targets begins with a top-down allocation of corporate targets, which are
then split across time, region, product, and other market segments that are relevant
to your company’s go-to-market strategy. Over-assign targets at the manager and rep
level to provide coverage and mitigate risk relative to your corporate plan.
Track Processes Collaboratively
• Facilitate and monitor processes to increase efficiency and accountability
• Define planning deliverables, assign them to users, monitor their status, and track
their closure
• View task statuses with at-a-glance graphs that automatically update
Build Detailed Sales Capacity and Staffing Plans
Plan for staffing, ramping, and attrition across your entire sales organization. Build
detailed bottom-up staffing plans to model planned rep hires, ramping schedules and
attrition. A flexible, intuitive dashboard interface enables you to run what-if scenarios
in real-time. Analyze coverage and gaps to target. Add headcount, adjust hire dates,
change ramping assumptions, and plan for attrition—all while seeing the impact to
your sales capacity plan in real time.
Adaptive Insights for Sales“We know confidently
that our sales team is
going into a year with
a number and a plan
that will make them
successful.”
– PAM BRAGAN, SENIOR
MANAGER OF SALES PLANNING
& ANALYTICS, ACQUIA
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www.adaptiveinsights.com www.workday.com
2300 Geng Road, Suite 100, Palo Alto, CA 94303
USA +1 800 303 6346 UK +44 0 208 528 1767 Aus +61 2 8067 8520
©2019 Adaptive Insights, LLC 121719
Get Quotas Just Right
Too high and reps become demotivated. Too low and you
won’t get the growth you need. Don’t get stuck sending quota
letters for a plan that won’t work. Use fl exible templates to input
and manage quotas by rep, role, or segment. Visually monitor
quota coverage in real time to ensure enough quota has been
deployed to hit targets. Track performance by rep to see forward
assumptions in the context of historical actuals from your CRM
system.
Design Optimized Sales Territories
Carve up and optimize territories to ensure every rep can
support their quota. Import TAM, lead, opportunity, and cus-
tomer data sets from CRM and marketing automation systems.
Segment and score your market by geo, company size, vertical
and product attributes. Distribute accounts to territories via
explicit named assignment, through geo/segment rules, or any
combination of factors. Score the strength of accounts and ter-
ritories to ensure that each sales territory is targeted, balanced,
and successful.
Compare Scenarios and Actuals
Planning is iterative. Run scenarios and compare assumptions
and results between plans to answer, “What changed?” Ensure
that plan assumptions are grounded in historical experience
and identify gaps and risks. Track performance versus actuals by
rep and by segment in real time so you can course-correct fast
enough to impact results.
Build detailed sales capacity and staffi ng plans
Balance and optimize territory assignments
Plan equitable quotas for your entire sales team