Redefining Sales Planning with Applied Artificial Intelligence with Ventana Research

Recorded October 18, 2018

Mark Smith, CEO Ventana Research

Sales planning has traditionally been a game of guesswork with spreadsheets.  

With little or no data to validate the accuracy of one approach over another, sales and sales ops leaders often make their sales quota and capacity planning choices based on gut instinct, historical data, or simply based on what they used to do at their previous job.

That approach needs to change today. In the era of using data to solve business problems with artificial intelligence (AI) and machine learning (ML), there exists an opportunity in sales planning to apply AI/ML to drive true quota and capacity to win. With sales planning being the foundation of SPM, organizations can evolve sales planning from a static and annual exercise to an ongoing, continuous planning process to drive bookings and capacity plans with a data-driven approach.

This webinar, featuring Mark Smith, CEO of Ventana Research, will showcase how organizations can apply data to optimize key sales planning processes.

What You'll Get From Our Webinar?

  • Quota management – to allocate and set quotas that are fair and achievable while hitting corporate objectives

  • Sales capacity planning – accurately plan sales capacity to hit bookings goals

  • Territory planning – to achieve balanced territories that maximize sales coverage

  • Onboarding and ramp up – factor time taken to onboard and ramp up new reps and its impact on hitting bookings goals

  • Monitor, manage and analyze year round - enable sales leaders with a dashboard to monitor, manage and analyze in real-time