Sales Planning

Increase your understanding of the pipeline and
sales profitability

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Companies frequently face issues with congested sales cycles and processes. Unmet sales objectives, accuracy issues in adapting to different markets and inaccurate budgets are all common problems that occur, delaying decision making cycles.

Sales Planning

In an era of rapidly changing scenarios and trends, it is vital for businesses to have sales planning systems in place. Effective sales planning allows for businesses to integrate quota planning, territory planning, sales incentivisation, sales coverage and segmentation of accounts and target markets. This information aids corporate finance forecasts, projections of company sales, and the development of management strategy. Manageable targets and expectations can be set accurately by sales managers, maximising energy, target responsibility and efficiency within your workforce.

Key aspects of Sales Planning:

  • Forecast sales to aid preparation and strategy making cycles.
  • Balance manageability and expectations of growth in target sales for the sales department.
  • Run through different scenarios of sales based on promotions, regulations, trends, resource allocation and differing business capacities.
  • Merge quota planning, territory planning, sales coverage and segmentation of accounts into one area.
  • Calculate the resulting sales commissions and incentivisation based on targets for a given sales person.
  • Provide a current view of sales person commission and incentivisation.
  • Unify sales expectations with business targets, objectives, and KPI’s.

Sales Planning with MODLR

Multi-scenario planning with predictive analytics and transformative modelling - Test different situations and ‘what-if’ scenarios in regards to individual reps and circumstances, and model the information into an easy to understand analysis of each situation. Use predictive analytics to construct detailed forecasts and trends that may impact your sales.

Integrated platform - Link your sales rep teams, and teams across the company to properly strategise and make optimal decisions based on relevant information across the company, such as demand plans, production plans, corporate decisions, sales plans and forecasts.

Effective Quota Building -Automatically build quotas based on an array of data including the potential size of accounts, previous rep performance, and seasonality.

Adapt quota information into optimal decisions - Set plans for quotas and territories in an efficient manner ahead of time, with room to quickly adapt to new changes as they happen. Quota data is able to be rolled up or drilled down to provide holistic or granular insight into details such as sales performance allowing relevant adjustment of planning and strategies based on corporate level.

Accurate and Reliable Budgets - With real-time calculations, connected updates across strategies and plans, budgets will be thoroughly revised, staying accurate and reliable. MODLR can adapt to different types of budgeting styles and methods (such as zero-based budgeting).

Converge quotas with incentive compensation strategies- Adapt commission calculations to report current and forecast views of staff incentivisation based on quota analytics. This provides a motivational tool to align sales representatives to profit and revenue goals that the company may have.

Flexible Modelling

By combining enterprise modelling software with Excel Workbooks, MODLR provides a scalable and fully featured collaborative modelling environment. See below for an outline of how to get started quickly in developing your reporting and planning solution.

Integrate with your CRM system

MODLR can connect to any operational data systems including most Customer Relationship Management platforms. Your sales pipeline can be important and reported on as well as used to calculate sales commissions for sales personnel.

Replicate your planning process

Design a sales pipeline planning process to suit your business cycles and structures. Provide each sales manager with the information needed to action leads and stay informed of their accumulating commission.

Steps

  1. Create your Sales Management Hierarchy
  2. Develop your Sales Targets model for sales planning
  3. Develop and link related commission and variable compensation equations to the Sales Targets Model
  4. (Optional) Connect to your Customer Relationship Management System
  5. (Optional) Develop a process to import CRM data about the existing sales pipeline
  6. Deploy an application to provide users with contextual views of their business for planning