In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.
Nancy: What are the top 3 ways your solution changes the game for a sales organization?
Jon: The easiest action a Sales Leader can take today to increase their forecast is to employ fine-grained, data-driven sales capacity planning that continuously aligns their selling capacity to their Plan. Unlike the current Microsoft Excel based SWAGs, estimates and averages that obscure capacity problems that plague virtually every sales organization, OpsPanda capacity planning best practices gives Sales Leaders confidence in their selling capacity throughout the year with continuous monitoring and adjustments.
OpsPanda considers the numerous variables that affect overall capacity/yield/coverage of the sales team such as tenure, ramp, attrition, and productivity levels, etc. OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization. OpsPanda has changed the way planning and analytics processes are managed which allows it to be quickly deployed with a fast and measurable return on investment to guarantee our customers’ success. Our game-changing solution allows a Sales Leader to:
- Ensure sales force is optimized across all geographies and product groups industries
- Base sales resource decisions on data and fact rather than estimates and SWAGs
- See issues earlier to allow for adjustments to be made to plan
Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?
Jon: While OpsPanda is not necessarily designed to help salespeople as individuals do their jobs better it is designed to help Sales Leadership and Sales Operations to better optimize their sales force which results in better performance by the individual reps. For example, having the right number of sales reps with the right skills in their territories enables reps to maximize individual performance while also increasing the overall productivity of the team. Also understanding what to expect from sales reps and when enables meaningful manager/rep conversations about development and performance.
- Enables sales leadership to truly understand their coverage and capacity models
- Provides the data and analytics to allow sales leadership to make better management decisions
- Optimizes sales force to specifics of specific geographies or segmentations
- Deeply understand the cost of attrition and the time to performance for new hires
- Truly understand the effectiveness of your sales enablement efforts
Nancy: Describe the first 30 days after a company purchases your solution.
Jon: We work with new customers on getting their organization into our application as well as integrating their CRM. We often have new clients up and creating their first plans within two weeks and then doing analysis within the first month.
Nancy: How have companies determined the ROI of your solution?
Jon: Two ways; time savings on planning and analysis – our customers have estimated a 20% – 50% reduction in time on managing the planning process allowing for more time to be spent on value add analysis. We have proven that enterprises that use our data driven approach achieve 11% more bookings than those that use the status quo.
Nancy: What should companies do to ensure success of your solution?
Jon: Have to have a desire to want more accurate plans AND transparency into the sales organization. The days of sales being a “black box” of production are gone and OpsPanda allows for collaboration across many constituencies.
Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, and purchase considerations?
Check out this short video by Nancy that gives a quick overview of OpsPanda and why she recommends our solution.
Nancy: Who benefits most from your solution?
Jon: Any enterprise with salespeople who have some measure of performance, while most often that is monetary sales, we have worked with companies who measure performance with other factors.
Nancy: Why now for your solution?
Jon: The nature of sales has changed, enterprises need to have more confidence and understanding of what is happening in their sales function and with all the data being captured by all the systems in place; CRM, ERP, ICM, Marketing, etc., the time is right for data driven models to develop and manage sales plans.