Sales is a fundamental aspect for any organization to grow in the market. Organizations need to make sure that they have a seamless Sales management process that can adapt to the frequent strategy changes ensuring that their sales teams remain productive and achieve their revenue goals.
The Operational Sales Management (OSM) by Xactly provides the sales leadership with a single source of truth that can integrate with their existing sales architecture and mainly focuses on:
- Roster management
- Territory Planning and Management
- Quota Planning and Management
OSM helps in automating the management of day-to-day changes that occur regularly in the organization. OSM provides an integrated solution by combining data from various sources like NetSuite, Salesforce, and Incent, and provides access security and visibility to the leadership teams through forms and reports.
OSM Focus Areas
A Go-To-Market team represents a category of payees that have a similar planning approach. The GTM defines Coverage by grouping together People, Territories, and Quotas into a single entity. In OSM, the GTM definitions are mainly formed by three dimensions:
- Title (Role)
- Business Metrics (Quota)
The GTM basically identifies what roles are present in the organization, and what their targets are, and then combines them together based on those shared targets.
Roster management allows you to handle the resource structure by managing the changes in positions, modifications to the employee attributes, updates to the sales roles, accounting for new hires, attritions, and a lot more. This is very important for handling the territory and quota management of the present year, and territory and quota planning for the future period.
Let us take an example of two employees for ABC Corp., a mobile accessories organization. Steve Rogers is the Sales Manager and Kevin Smith is a new Sales representative who reports to Steve Rogers. Suppose this data of both the employees are present in the Salesforce system. OSM can fetch the data from Salesforce along with their Position, title, and hierarchical information into its database and display all the details in an easily readable report.
Any changes made to these employees can be refreshed in OSM by fetching the data from Salesforce either in a scheduled fashion or on an ad-hoc basis. All these modifications can also be approved or rejected in OSM and the Audit information can be shared with the Administrators.
Territory Planning and Management
Once we have the people data from Roster Management, we need to understand how these members will be assigned to territories. For this, it is important to understand how the territories would be structured, which territory would have a roll-up quota and which one would be carrying its own quota, and what will be the hierarchical structure of these territories.
While creating the territory composition, we need to take into consideration the dimensionality based on which the sub-territories would be defined. The dimensionality can be simply Accounts, or it can be a combination of multiple dimensions like a set of products or different segments of customers, or the dimensionality can also be based on geography. These will be the building blocks of the territories.
Now let us see how OSM manages the territories using the example of ABC Corp. The organization has its operations globally and sells a variety of products ranging from mobile phone cases, screen protectors, AirPods, headphones, etc. The organization has categorized its territories mainly based on four regions viz, NA (North America), LATAM (Latin America), EMEA (Europe, the Middle East, and Africa), and APAC (Asia-Pacific). The further division of these regions is based on the population and sales revenues.
Once the Territory definitions are set, ABC Corp. will configure the sub-territories based on the Account and Product category dimensions. Finally, after the territories and their hierarchy is set, the payees will be assigned to the territories so that they receive their direct and indirect quotas.
Any changes made in the territory structure can be maintained easily with the help of Excel-like forms. OSM provides copy-paste and bulk upload functionality for uploading a large amount of data.
Quota Planning and Management
OSM provides a way to automate how the sales team receives their quotas and aligns them to the territory. Quota planning helps to handle the deployment of the quotas based on Top-Down, Bottom-up, or a combined methodology. The quota management module provides a robust and scalable architecture that can handle any changes made to the payees or territories, during the financial year.
If a new Sales representative is hired during the financial year and has to be assigned a Quota, or there has to be the redistribution of quotas for terminated sales representatives, the Quota Management can handle it. If new territories are created or payee to territory assignment is changed, then the quotas must be realigned.
Continuing the example of ABC Corp., if Kevin Smith is hired mid-year and assigned to a territory then his quota would be spread across the remaining part of the year accordingly. Steve Rogers, who is Kevin’s manager, will receive an indirect credit from the lower-level territory to which Kevin is assigned.
Crediting module helps in managing the credit assignments. It is important to keep in mind during territory and quota planning, how crediting will be done in the future so that the quota planning rules align with the crediting rules. Using the roster, territory, and quota information already available in OSM, we can create crediting rules based on the dimensions and attributes of the raw data. It shows how orders should be credited and assists the assignment process.
So the output of this process will be orders processed with assignees, that can be audited and exported to the other target system.
Credit rules can have a combination of territory rules or logical rules. For example, if Kevin Smith makes a Revenue greater than $10000 and 50% of the sales belong to the product Airpods, then he will receive a certain value of the credit.
The OSM by Xactly already has a wide variety of out-of-the-box features. In addition, it can be configured as per the client’s requirements and specifications.