Background
Our client needed to facilitate transparency and accountability within their sales organization by enabling collaboration during the planning process for customer account assignments, territory planning, and quota setting.
Challenge
In a high-growth environment, competing priorities, internal conflict, process discipline, and internal controls posed potential planning challenges for the sales team. Handshake agreements were no longer sustainable and they needed a more established framework.
Approach
- Streamlined the account assignment process for first-line managers with a succinct set of action items by introducing customized approval and rejection workflows using Anaplan. - Streamlined the bottom-up quota setting process with customized approvals and commentary to pinpoint problems. - Captured a complete history of account movement during the planning process by communicating within Anaplan.
Key results
Benefits
Implementing Anaplan increases scalability for the sales organization, dramatically reduces administrative overhead for first-line managers, and standardizes processes to fulfill internal audit and SOX compliance requirements.
Technology partners
Anaplan
Anaplan is the only AI-driven scenario planning and analysis platform designed to navigate uncertainty and decide with confidence.
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