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The New Science of Sales Performance

White Paper Published By: Anaplan
Anaplan
Published:  Mar 05, 2015
Type:  White Paper
Length:  11 pages

Many sales organizations continue to operate as they have for years: At headquarters, executives work with sales leaders to set revenue targets for the year. Sales teams receive top-down goals, which cascade across product lines, channels and other business dimensions. The end result is an account-level target, which is assigned to a sales rep. Because most companies do not have an easy way to complete this process—nor do they use a common system of record—they must resort to the quickest and easiest mechanism at hand: spreadsheets, a nonscalable, single-dimensional solution that does not handle complete data sets. This approach also poses challenges across key sales management functions, including planning, execution and optimization.



Tags : 
consolidation, planning, survey, performance, sales, audience, finance, strategic exercise, compliance, software soliutions, knowledge management, business technology

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