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Copyright © 2015 Oracle and/or its affiliates. All rights reserved.

Sales Performance Perfected

Caesar Peter Senior Director Global Cloud Go to Market – CX Applications

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Safe Harbor Statement

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

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Program Agenda

Today’s Challenges

Sales Performance Management

Capabilities and Differentiators… What We Offer

Customer Case study

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Copyright © 2015 Oracle and/or its affiliates. All rights reserved. Copyright © 2015 Oracle and/or its affiliates. All rights reserved. 6

Performance

Challenges

50% of sales reps fail to

meet their quota

40% of executives rely more

on instinct to drive territory and Incentive decisions

Sources: Qvidian, 2015 Sales Execution Trends, DePaul University Sales Effectiveness Survey, Forrester, CBI

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Compensation

Challenges

10.7% to 11.5% sales

compensation spends as a percentage of revenue

48% of incentive

compensation plans achieve the desired results

Sources: Qvidian, 2015 Sales Execution Trends, DePaul University Sales Effectiveness Survey, Forrester, CBI


What is Sales Performance Management?

Modern Sales Performance Management Next generation sales capabilities

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Perfecting the sales process

Three Pillars of Sales Automation

Customer Process Sales rep

SFA CPQ SPM

Sales Automation

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Creating a more performant sales organization


Sales On-Boarding

Sales Training Management

Territory Management

Objectives Quota Management

Sales Incentives

Coaching Systems

Sales Appraisals Gamification

Integration Analytics Social

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Creating a more performance driven sales organization

Sales Performance Perfected

Better Manage Performance

Better Motivate Behaviors

Better Mentor Best Practices Mentor Motivate

Manage

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SALES PERFORMANCE MANAGEMENT


Sales on-boarding, territory management and objectives quota management

Better Manage

Territory Management

Sales On Boarding

Objectives & Quota Management

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Sales incentives and gamification

Better Motivate

Sales Incentives Gamification

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Sales training management, sales coaching and sales appraisals

Better Mentoring

Sales Training Management

Coaching Sales Appraisals

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Oracle’s Complete Solution

Web Mobile Social In-Store Contact Center

Field Sales

Direct Sales

Channel

Oracle Social Cloud

Oracle Marketing Cloud

Oracle Commerce Cloud

Oracle CPQ Cloud

Oracle Sales Cloud

Oracle Service Cloud

Globalizations and Statutory Localizations

Integrated Customer Experience Foundation

Social Network Mobile Analytic KPIs & Dasboards Predictive Analysis Integrations

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Sales performance management

What We Offer

Centralized,

Cloud-Based

Behavior Modification

Engine

Incentives

Commissions Games

Rewards

Rebates

Customer Loyalty

Complex Time

& Labor

Management Bonuses

Royalties

Coaching Plans

Behavior Modification

Engine


Coaching the Right Behavior

Lagging Measures Leading Measures

Incentives Games

Bookings Product Sales

Quota Attainment Revenue

Unit Sales

Cross-sell / Upsell Services

Invoices Paid

Leads

Tasks

Activities

Pipeline

Forecasts

Attend Training

Mentor Others

Update CRM System

Prospecting


Incentive Business Flow Automation

Oracle P/R Integration

Spreadsheets

External Tables

Manual Adjust

OR

OR

Flexible Plan Rules

High Performance Calculations

Align & Credit • Resource Views

• Management Views

• Attainment Tracking

• Ad Hoc Analysis

• Transaction Drill

Load Transactions Calculate Analyze Reward & Pay

Incentive Analytics

• Approval Workflow

• Draws, Recovery

• Adjustments

• Retroactive Calculation

• Incremental Calculation

• Oracle Total Comp

Calculation Engine


How Our Sales Performance Management can Help You?

Increase Productivity and Effectiveness for the Sales Rep and Employees

Reduce administration costs and errors

Align individual goals with overall sales strategy

Maximize revenue potential and improve sales quota attainment



The largest banking group in the Middle East in terms of assets. It has operations in the UAE, Saudi Arabia, Qatar, the UK and Jersey; and representative offices in India, Iran and Singapore

Customer Case Study Business Results

• Emirates NBD had complex incentive plans and its manual processes led to delays in incentive calculations, inaccurate payments and reduced sales team confidence. It needed an automated way to manage compensation across its three sales channels and 2,000 reps

• Automated ~two million daily compensation transactions

• Enabled more frequent calculations

• Facilitated performance reporting based on actual transactions and target achievement

• Improved visibility

• 35% increased in the Productivity for the Sales Rep


Modern SPM in the cloud

Select Oracle SPM Customers

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