We are pleased to welcome sales expert Markus Franke from Jedox partner BearingPoint to share his insights on sales planning in the era of Digital Transformation and provides an overview of how integrated sales planning can boost productivity in your organization.
As a sales manager, it is more important than ever to set realistic goals for your team and to be able to track execution transparently. But even with a first-class CRM like Salesforce, this is often easier said than done. With the help of visually appealing dashboards and reports, evaluating the actuals is simple and straightforward. But placing strategic and financial guidance is still a pain. Especially when specific sales quotas, goals and processes have to be created for the various regions and product lines. The balancing act between strategy and operations becomes even more difficult if each department uses its own systems and data sets.
Why is sales planning so important?
With constantly changing environments, holistic sales planning, budgeting, and target setting are more important than ever. In order to react faster to new developments, you need comprehensive insight into performance and uniform data – usually referred to as “single source of truth” (SSOT). This is the foundation of being able to successfully optimize and align with fast-changing market dynamics.
Agility is key for Digital Transformation
In order to profitably sell your products and services, you need a sales plan in which all your economic and other sales targets are properly defined. Although spreadsheets are user-friendly, they can cause problems and cost valuable time because the data they contain ends up being isolated and inconsistent.
Seamless Sales Planning
Organizations can increase their agility and flexibility with integrated sales, financial and operational planning. The drivers of financial and operational success become easier to identify and plan, and smart analytics provide better decision support.
- In sales, the quality and frequency of forecasts can be increased and the effort required for planning, budgeting, and reporting is often reduced.
- Intelligent forecasting functionalities enable more precise forecasting.
- In finance, optimized planning and more granular analyses allow targeted support in the decision-making processes.