Data-driven Territory and Quota Planning for Increased Sales Productivity
Enterprise Planning | Global Technology Service Provider
Challenge
Difficulties in managing geo-level hierarchy and multiple sales teams relied on Excel sheets
Lack of a streamlined process to maintain and calculate quotas in various sales team roles including RSM, CSM, SE, and solution specialists
Challenges persisted in preserving data integrity when accounts were transferred between different regions and geography (territories)
Reliance on email chains and spreadsheets to manage the global account approval process made the workload cumbersome
Solution
Deploy a user-friendly dashboard to generate reports at different hierarchy levels based on the needs
Streamline process by mapping quota at territory and region level with a centralized platform to load and manage quotas for categories like BDOD, Partner, and SE, as well as calculate quotas for various sales team roles
Integrate data from Salesforce into a data hub model to ensure data integrity across systems
Automate the approval process to reduce reliance on email chains and provide provisions to overwrite the quotas before the final approval of management
Benefits
Improved efficiency by reducing data management and approval processing time
Reduced data discrepancies during account transfer
Streamlined prioritization of new accounts using the propensity model
Efficient alignment between sales and finance teams' priorities
Increased sales productivity through real-time reports