In today’s fast-moving world, sales teams need better

planning tools to respond to market changes in real time.

With Adaptive Insights, you can quickly and easily optimize resources, design territo-

ries, deploy quotas, and improve sales predictability. It equips your sales operations and

management teams with insight into functional interdependencies, and the power to

plan with greater accuracy. As a result, you and your whole business can make smarter

decisions faster.

Sales teams can deliver better, more predictable performance if:

• Sales can run real-time what-if and gap analyses around ramping, staffing,

and attainment to efficiently allocate quota

• Sales can construct optimized, balanced territories to effectively deploy the

sales force

• Sales, finance, HR, and other parts of an organization can plan in a single,

integrated environment to run holistic planning scenarios

Set Sales Targets with Ease

Setting sales targets begins with a top-down allocation of corporate targets, which are

then split across time, region, product, and other market segments that are relevant

to your company’s go-to-market strategy. Over-assign targets at the manager and rep

level to provide coverage and mitigate risk relative to your corporate plan.

Track Processes Collaboratively

• Facilitate and monitor processes to increase efficiency and accountability

• Define planning deliverables, assign them to users, monitor their status, and track

their closure

• View task statuses with at-a-glance graphs that automatically update

Build Detailed Sales Capacity and Staffing Plans

Plan for staffing, ramping, and attrition across your entire sales organization. Build

detailed bottom-up staffing plans to model planned rep hires, ramping schedules and

attrition. A flexible, intuitive dashboard interface enables you to run what-if scenarios

in real-time. Analyze coverage and gaps to target. Add headcount, adjust hire dates,

change ramping assumptions, and plan for attrition—all while seeing the impact to

your sales capacity plan in real time.

Adaptive Insights for Sales“We know confidently

that our sales team is

going into a year with

a number and a plan

that will make them

successful.”

– PAM BRAGAN, SENIOR

MANAGER OF SALES PLANNING

& ANALYTICS, ACQUIA

www.adaptiveinsights.com www.workday.com

2300 Geng Road, Suite 100, Palo Alto, CA 94303

USA +1 800 303 6346 UK +44 0 208 528 1767 Aus +61 2 8067 8520

info@adaptiveinsights.com

©2019 Adaptive Insights, LLC 121719

Get Quotas Just Right

Too high and reps become demotivated. Too low and you

won’t get the growth you need. Don’t get stuck sending quota

letters for a plan that won’t work. Use fl exible templates to input

and manage quotas by rep, role, or segment. Visually monitor

quota coverage in real time to ensure enough quota has been

deployed to hit targets. Track performance by rep to see forward

assumptions in the context of historical actuals from your CRM

system.

Design Optimized Sales Territories

Carve up and optimize territories to ensure every rep can

support their quota. Import TAM, lead, opportunity, and cus-

tomer data sets from CRM and marketing automation systems.

Segment and score your market by geo, company size, vertical

and product attributes. Distribute accounts to territories via

explicit named assignment, through geo/segment rules, or any

combination of factors. Score the strength of accounts and ter-

ritories to ensure that each sales territory is targeted, balanced,

and successful.

Compare Scenarios and Actuals

Planning is iterative. Run scenarios and compare assumptions

and results between plans to answer, “What changed?” Ensure

that plan assumptions are grounded in historical experience

and identify gaps and risks. Track performance versus actuals by

rep and by segment in real time so you can course-correct fast

enough to impact results.

Build detailed sales capacity and staffi ng plans

Balance and optimize territory assignments

Plan equitable quotas for your entire sales team