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Lindsey NelsonCareerBuilderVice President Sales Productivity

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CareerBuilder has the largest online job site in the U.S., but we're more than just a job board. We are the global leader in human capital solutions.Through constant innovation, unparalleled technology, and customer care delivered at every touch point, CareerBuilder helps match the right talent with the right opportunity more often than any other site.

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Universal Challenges in Sales Productivity & Operations

Activities such as sales planning, forecasting, and territory design bring challenge & opportunity.

“all the nasty number things that you don’t want to do, but need to do to make a great sales force.” J.Kelly

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Balancing Strategy & Operational ExecutionStrategic Responsibilities:

•Contribute to the longer business vision as a member of the executive leadership team.

•Evaluate sales force strategies, plans, goals, and objectives.

•Contribute expertise to optimize sales force and territory sizing, structuring, and alignment.

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Balancing Strategy & Operational ExecutionOperational Responsibilities:

•Oversee sales performance analyses and reporting, territory alignment, and customer profiling and targeting activities.

•Partner with sales incentive on compensation plans and the goal setting process.

•Manage sales force automation and CRM systems and processes.

•Provide data, analyses, modeling, and reporting to support sales force quarterly business reviews.

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What was life like before Anaplan?Messy unmanageable data sets

We outgrew excel

No transparency to see Cause & Effect

Extremely Manual for my team

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What we didWe began to work with over 1.4M accounts from Salesforce = UNMANAGEABLE

There was a tremendous amount of “clean up” we knew we needed to do around important attributes for us like “employee size”, product history, product potential and sales hierarchy  With the immediate visibility Anaplan provided, my team was able to evaluate and take action on those 1.3M accounts in less than 4 months, for better clean up, consolidation and segmentation to the correct sales channel & sales role

It also allowed us to understand when to move accounts and when not to, so it would not be disruptive to a customer or lead to customer retention issues, this is a tremendous value add for our overall Customer Retention efforts 

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Tom SmithManager, Sales OperationsHow do you use Anaplan in your role?REPORTING! – Makes reporting much easier.Territory alignment – with the territory rules written in we can quickly see what needs realignment and the best timing to do so.Progress/areas of improvement – Using the Anaplan versions we can easily track where progress is being made in alignment and cleanup efforts as well as spot where improvements are needed or problems have arisen.

 What was your life/job/role like before Anaplan?The job was MUCH more manual.  I was living in Excel.  It was very tedious trying to pull together multiple reports and then manually apply the territory rules to find proper alignment.  It was also more difficult to see a “big picture” view of what our data looked like.

“Manual, Stressful & Inefficient”….Sales Operations Analyst

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Tom SmithManager, Sales Operations

What is it like now?Anaplan has given me time back.  Reporting is easy.  Instead of manually manipulating large amounts of data I can now pull everything I need with the press of a few buttons.  The extra time and easy access to data has increased my productivity and allowed me to work on valuable projects that otherwise would have been delayed. What would you like to see happen next with this tool? I would like to start building views so that we can begin to manipulate the territories and books of business based on our many points of “account scoring” data in order to ensure that we have the best account coverage possible.  I would also like to see this territory manipulation done in conjunction with quota setting and comp planning with the Sales Incentive team. 

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What is Next with Anaplan & My Team?We are curious to continue to add to the model on some experimental data we believe has predictive elements to aid in sales opportunities for sales reps

We are also curious to the next level of partnership with our sales incentive team on book balancing, territory policy and quota setting for overall rep performance.  

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