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Transformative PlanningPowered by Sales OpportunityKyle HellerAssociate Principal, ZS Associates

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Is this how you’re running your business?

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Effectiveness starts with customer insight…

SALES FORCE DESIGN

Effective & efficient coverage of the full target account universe with a structure and deployment that best fit the

value proposition and sales process

strategies

SALES STRATEGY

Customer focused strategy targeting the best growth opportunities

with differentiated and mutually

valuable offerings

CUSTOMER ENGAGEMENT

PROCESS

Customer focused and expertly

executed sales processes and

planning that maximize mutual value

and trust

PEOPLE AND SKILLS

Sales managers and sales people

with the knowledge, skills

and attributes required to excel

at their respective roles and

responsibilities

MOTIVATION

Highly motivated, performance focused and

accountable sales force committed to “getting it done”

and “doing it right”

SALES OPERATIONS Highly efficient support capabilities that provide the sales force with the information, expertise,

speed-to-market and efficiency needed to achieve superior performance

sfenavigator.com

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…and a granular & integrated perspective

Customers & Prospects

• Firmographic & industry data

• Historical sales performance

• CRM information

• Cx & buying process requirements

• Engagement and position status

• GTM model and business plan

• Sales growth sources & priorities

• Historical performance insight

• Solution fit & current penetration

• Voice of customer insights

Company Strategy & Solutions

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Developing a measure

of Sales Opportunity

1. Organize the right data

2. Cluster like accounts

3. Establish a frontier

4. Project sales potential

5. Apply some logic

5 steps for measuring sales opportunity

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Integrating opportunity is transformational2 Account assignments

3 Capacity planning

4 Territory design

5 Sales process execution

1 Sales force structure 6 Account targeting

7 Account planning

8 Coaching

10 Goals & incentives

9 Performance evaluation

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Transformational planning impact

~5% revenue growth, simply from balancing

workload & opportunity

Territory Planning Account Planning

Up to 10% revenue growth, based on

better visibility and targeting

Quota PlanningUp to 5%

performance, motivation (fairness),

& financial predictability

ZS’ SFE Explorer Study

Q AKyle Heller +1 650 762 7818Kyle.Heller@zsassociates.comwww.linkedin.com/in/kyleheller

Stop by our booth to see a demo of our Sales Opportunity based planning app