Why Your Sales Organization Should Consider a Sales Planning Process Optimization Solution

When it comes to achieving sales excellence, effectively defining your go to market strategy and a plan to operationalize it can make or break your sales organization’s success. This is generally where our client’s challenges begin with effective sales planning. At Accelytics, we specialize in Sales Planning Process Optimization and enabling Anaplan as a solution.

In this article, we’ll discuss the 3 main challenges sales organizations face with sales planning and how Anaplan can help solve these issues with sales planning optimization.

 

Three Common Challenges with Sales Planning:

We often see our clients run into a common set of issues when trying to align their sales processes with organizational execution to high level corporate strategy. The main challenges are:

1. Manually Intensive Planning Cycles: Planning cycles are often long and manually intensive, meaning enabling your sales organization’s individual functions to actually align with the high level strategic goals of your company is often an inefficient process and prone to human error.

2.      Missed Growth & Market Share: Sales organizations frequently find themselves missing out on potential growth and market share because ineffective go to market planning leads to neglect of quality segments in the overall addressable market or really otherwise fail to maximize ROI of sales resources.

3.      Mis-Prioritized Prospects & Opportunities: Many organizations struggle with having the proper data and analytics to qualify and prioritize customers and prospects, leading to wasted time and less sales.

How Anaplan’s Sales Optimization Solves these Common Challenges:

These are critical pain points for sales-based organizations. Anaplan helps fill some of these gaps by providing analytics and an AI driven approach to defining and ultimately optimizing your go to market strategies. Anaplan accomplishes this by equipping sales organizations with the intelligence to determine the most valuable segments of their respected addressable markets and gives the ability for organizations to align downstream sales functions once the strategic plan is in place.

Anaplan provides sales reps with valuable data points that put them in better positions to succeed by providing intelligence around prospects and deals that give high probabilities of closing. Anaplan also gives insights into the overall quality of the customer, enabling affected prioritization of sales opportunities and pursuits based on a prospective client’s propensity to buy.

Effectively implementing an Anaplan solution that is focused on sales planning process and strategy enablement can help your organization identify the most valuable segments of your market, track ROI for specific promotions and sales initiatives, allocate resources, and automate key operational functions and provide value. With sales planning process optimization, your organization will benefit in multiple ways, leading to a higher ROI.