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Sales Quota Planning

Setting Plan with Predictive Planning


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Sales Quota Planning
Introduction : Oracle Sales Planning Cloud is a new addition in Oracle Enterprise
PBCS solution stack built on top of EPBCS frameworks. It enables what if scenario
planning to explore and compare different quota scenarios for informed decision
making. Similar to other EPBCS solution, Quota Planning builds best practices into its
content, including its forms, calculations, dashboards, infolets, drivers, and measures

It streamlines automate critical sales planning processes by eliminating high error prone
spread sheets based sales operations processes.
Sales Quota User Stories
There are multiple key Players in the Quota Planning Process.

Chief Revenue Officer : The CRO creates and implement a plan to create demand and achieve
revenue results by operationalizing targeted revenue producing streams.
Sales Operation Director : A sales operations manager is responsible for supervising a team of
sales operations specialists. They are also responsible to set sales target across business vertices.
Regional Sales Manager : Oversees a team of sales representatives and lead their efforts to get
maximum business opportunities.
Sales Account Manager : Create detailed sales business plans and submits Quota commits looking at
his targets.
Sales Quota User Stories

Chief Revenue officer is responsible to User Roles : There are various job roles involve
set Sales Target for entire business, it in Sales Quota planning. List of activities
includes multiple business lines and
different geographical locations. performed by user is subject to role they are
mapped to.

Sales Operational Manager assists CRO


by generation prediction based on
historic data and reviews the predictions.

Once predicted numbers are reviewed,


they are copied to plan and set as target
quota.

Followed by finalizing target quota,


these numbers pushed down to regional
managers, and makes required
adjustments.

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Predictive Planning

Sales Operation Manager


predicts planning based on
four years of historic data
and reviews the predictions

Use Predictive Planning and what if scenario planning to explore and compare
different quota scenarios for informed decision making. Predictive Planning Enable the
ability to predict future target quota values based on historical revenue. If you have
historical revenue data by territory or product, you can perform a statistical analysis on
the data to predict future results.

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Running Predictive Planning
Sales Operation Manager predicts planning based on four years of historic data and reviews
the predictions.

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Predictive Planning Output
Predictive Planning Let you.
1. Ability to capture and store sufficient historical data in order to establish trends or
benchmarks.
2. Ability to search this data storage and extract relevant patterns and make accurate
suggestions.
Predictive Planning Output to Plan

Copy Prediction
to Plan.

Plan Data

The outcome of predictive planning can be set as Plan. Users can copy prediction to Plan.
Predictive Planning Output to Plan
Once Sales operational manager realizes that the
predicted sales numbers are good and can be set as
plan for the following period. Results Copy From
“Prediction” Paste To “Plan(Working) . In addition to
this you can define prediction range in order to make
sure sub set of grid gets impacted.
Predictive Planning Final Outcome
Any Question?

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