Is your enterprise sales plan making or breaking your sales team?
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IS YOUR ENTERPRISE SALES PLAN MAKING OR BREAKING YOUR SALES TEAM Although most companies complete their planning process before the fiscal year starts, that does not translate to timely territory design or on-time quota plan delivery. This in turn, can lead to costly sales force attrition. ? A high percentage of sales reps reevaluate, reject and rework more than a third of their quota plans, leading to an even longer productivity gap. The quality of quota allocation has become a major factor in sales rep dissatisfaction and attrition. Replacing a sales rep takes 1-3 months, with a cost of over $40,000, for over 2/3 of respondents. 2 WEEKS - 1 MONTH 54% 21% 16% 9% 1 WEEK OR LESS 2-3 MONTHS 3+ MONTHS 1 3 offerings 2 quota allocation company stability + $ 40,000 THE SURVEY Commissioned by Anaplan in Q1/Q2 2014, this study was executed by a team of expert analysts at Sirius Decisions. Over 400 sales executives worldwide responded with their thoughts on sales planning and impacts on sales productivity. © 2014 Anaplan. Data sourced by Sirius Decisions. DECEMBER JANUARY Start of Fiscal Year FEBRUARY MARCH APRIL Companies deliver quotas two weeks to one month after the start of the fiscal year, which means most sales reps start the year without a current compensation package. 3% 13% 32% 28% 18% 4% LESS THAN 1 WEEK 1-3 WEEKS 1 MONTH 2 MONTHS 3 MONTHS MORE THAN 3 MONTHS Download the full Sirius Decisions Sales Planning Survey Results: www.anaplan.com/sirius-decisions-survey-2014
Transcript of Is your enterprise sales plan making or breaking your sales team?
IS YOUR ENTERPRISE SALES PLAN
MAKING OR BREAKING YOUR SALES TEAMAlthough most companies complete their planning process before the fiscal
year starts, that does not translate to timely territory design or on-time quota
plan delivery. This in turn, can lead to costly sales force attrition.
?
A high percentage of sales reps reevaluate, reject and rework more than a third of their quota plans, leading to an even longer productivity gap.
The quality of quota allocation has become a major factor in sales rep dissatisfaction and attrition.
Replacing a sales rep takes 1-3 months, with a cost of over $40,000, for over 2/3 of respondents.
2 WEEKS - 1 MONTH 54%21%
16%9%
1 WEEK OR LESS
2-3 MONTHS
3+ MONTHS
1 3o�erings
2quota
allocationcompanystability
+$40,000
THE SURVEYCommissioned by Anaplan in Q1/Q2 2014, this study was
executed by a team of expert analysts at Sirius Decisions.
Over 400 sales executives worldwide responded with their
thoughts on sales planning and impacts on sales productivity.
© 2014 Anaplan. Data sourced by Sirius Decisions.
DECEMBER
JANUARYStart of
Fiscal YearFEBRUARY MARCH APRIL
Companies deliver quotas two weeks to one month after the start of the fiscal year, which means most sales reps start the year without a current compensation package.
3% 13% 32% 28% 18% 4%
LESS THAN 1 WEEK
1-3 WEEKS 1 MONTH 2 MONTHS 3 MONTHS MORE THAN 3
MONTHS
Download the full Sirius Decisions Sales Planning Survey Results: www.anaplan.com/sirius-decisions-survey-2014
