SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced Territories
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This presentation discusses how sales planning can be improved through the use of fast ramps, smart quotas, and balanced territories. It notes that many companies currently struggle with unattainable quotas, unbalanced sales territories, and lack of data-driven insights. This leads to issues like overpayment of commissions, high attrition rates, and missed sales targets. The presentation introduces the Business Planning Cloud platform which aims to address these issues through features like capacity and quota planning, territory planning, and integrated sales forecasting. It is argued that this approach can help reduce attrition, increase sales yields, and allow for quicker course corrections through real-time data and scenario planning.
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SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced Territories
- 1. Our Way: Fast Ramps, Smart Quotas & Balanced Territories Aaron Ellis Regional Sales Director Adaptive Insights A Workday Company
- 2. This presentation may contain forward-looking statements for which there are risks, uncertainties, and assumptions. If the risks materialize or assumptions prove incorrect, our business results and directions could differ materially from results implied by the forward-looking statements. Forward- looking statements include any statements regarding strategies or plans for future operations; any statements concerning new features, enhancements or upgrades to our existing applications or plans for future applications; and any statements of belief. Further information on risks that could affect our results is included in Workday’s filings with the Securities and Exchange Commission which are available on the Workday investor relations webpage: www.workday.com/company/investor_relations.php We assume no obligation for and do not intend to update any forward-looking statements. Any unreleased services, features, functionality or enhancements referenced in any document, roadmap, blog, our website, press release or public statement that are not currently available are subject to change at our discretion and may not be delivered as planned or at all. Customers who purchase our services should make their purchase decision upon services, features and functions that are currently available. Safe Harbor Statement
- 3. Market leader in planning © 2019 Adaptive Insights, LLC 4,000+ Customers in 50+ countries 150+ Partners Modern Cloud Architecture Multi-tenant In-memory Gartner Leader Forrester Leader Deloitte Fast 500 Forbes Cloud 100 Palo Alto Austin Boston Chicago Copenhagen Denver London Paris Orlando San Francisco Sydney Tokyo Toronto Vancouver A Workday Company NASDAQ: WDAY
- 4. 4 © 2018 Adaptive Insights | Confidential & Proprietary | Updated 08/01/18
- 5. We believe planning should… © 2018 Adaptive Insights | Confidential & Proprietary | Updated 08/01/185 • Involve people closest to the business • Power data driven insights • Drive timely decisions FINANCE HR OPERATIONS MARKETING R&D SALES
- 6. We believe planning should… © 2018 Adaptive Insights | Confidential & Proprietary | Updated 08/01/186 • Involve people closest to the business • Power data driven insights • Drive timely decisions Active Planning Across the organization FINANCE HR OPERATIONS MARKETING R&D SALES
- 7. Optimizing your sales motion is critical to growth © 2018 Adaptive Insights | Confidential & Proprietary | Updated 08/01/18 7 New products & verticals Managing CAC Setting quotas just right Balancing territories Hiring and ramping teamsCustomer segmentation
- 8. How is Sales navigating this challenge today? © 2019 Adaptive Insights, LLC + = CSV XLS VLOOKUP
- 9. Many companies face the “attainment smirk” © 2019 Adaptive Insights, LLC 10% 15% 20% 25% 30% 35% 40% 45% 50% 55% 60% 65% 70% 75% 80% 85% 90% 95% 100% 105% 110% 115% 120% 125% 130% 135% 140% 145% 150% NumberofReps Unbalanced Attainment Curve Underperforming reps à attrition Overperforming reps à over payment
- 10. High costs of poorly set quotas & territories © 2019 Adaptive Insights, LLC $115K Cost to replace a sales rep 6-10% Overpayment due to poor quota setting 90% Avg target attainment when 63% of reps make numbers Regretted attrition Overpaid commissions Missed targets Result…low morale and suboptimal performance DePaul University report Accenture study: Sales planning like it’s 1999? Accenture study: Sales planning like it’s 1999?
- 11. Balanced territories & smart quotas improve performance © 2019 Adaptive Insights, LLC 10% 15% 20% 25% 30% 35% 40% 45% 50% 55% 60% 65% 70% 75% 80% 85% 90% 95% 100% 105% 110% 115% 120% 125% 130% 135% 140% 145% 150% NumberofReps Ideal Attainment Curve Normal ‘bell-shaped’ curve critical to maintaining a successful and cost effective sales force
- 12. Key value drivers for sales planning best practices © 2019 Adaptive Insights, LLC Reduced attrition With more balanced territories Increased yields With improved productivity & analytics Quick course correction With real-time scenarios and data- driven decisions 49%Improvement in sales goal attainment at companies who leverage SPM technologies vs those who do not, according to Aberdeen Group Drive topline performance thru…
- 13. Business Planning Cloud Software for people who plan
- 14. Business Planning Cloud Platform © 2019 Adaptive Insights, LLC
- 15. © 2019 Adaptive Insights, LLC Capacity & Quota Planning Detailed model to test staffing, ramping, quota assumptions
- 16. © 2019 Adaptive Insights, LLC Territory Planning Construct balanced territories to optimally deploy reps
- 17. Business Planning Cloud is a ‘win’ all around © 2019 Adaptive Insights, LLC For the CFO: Alignment & visibility For the CRO: Better performance Bring sales into the planning fold with integrated, hi-fi topline plans Reduce attrition ● Increase yields ● Course correct quickly and optimally For the CEO/BOD… Align strategy with execution AGILE BUSINESS
- 18. Thank You