Post on 18-Mar-2018
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Copyright © 2015 Oracle and/or its affiliates. All rights reserved. 2
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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Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
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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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
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
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 Performance Management
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
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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
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Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
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
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
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
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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
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Sales Performance Management
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
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Modern SPM in the cloud
Select Oracle SPM Customers
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