Sales operations Project support overview Presenter's Name UPDATED 30 AUGUST 2018 Project support overview

We’ll help you to tackle your critical challenges Sample projects Typical questions your peers seek to answer Redesign sales territories for optimal coverage What criteria should we use to determine sales territories? How many accounts should each seller have? Determine ideal sales force size Is reducing sales headcount a good way to cut costs? How do I model the relationship between additional sellers and revenue? Modify compensation plan to reduce cost of sale What is the right mix of variable versus base pay? How should I communicate compensation plan changes? Reduce discounting with centralized CPQ application What types of productivity gains can we expect after implementing a CPQ application? Do the benefits of cloud based CPQ systems outweigh the recurring costs? Implement new CRM sales technologies to improve efficiencies What are the key capabilities I should look for in a new CRM system? How can I estimate how much this system will cost our organization?

Tailored expertise and resources deliver impact in the areas crucial to your success Benchmark your sales operations practices Upgrade your sales operations practices Stay ahead of the latest trends How does my sales operations stack up against best-in-class organizations? How do we plan and execute against key sales operations priorities? How do I keep my sales operations function moving forward? Compare your organization’s technology investments to peers using the Sales Productivity, Technology, & Ops Benchmark Estimate the total cost of ownership of a CRM project with this expert report Benchmark your compensation plan against industry peers using our Sales Compensation Benchmarking Platform Evaluate the size of your sales territories with our Territory Size Benchmark Tool Assess the size of your sales force with these sizing tests Create selling rules and territory definitions with our Territory Alignment Tool Evaluate emerging and mature CRM and sales technology in the Gartner Hype Cycle Assess sales channels and go-to-market strategy with our Channel Selection Tool Select an enablement technology vendor that meets your needs with this Ignition Guide Build an RFP for a sales force automation solution with this toolkit Optimize base/variable pay mix using this advice Learn how to redesign your compensation plan with this white paper Understand the critical considerations for territory design with this advice Make critical decisions about your CRM sales technology strategy using Gartner Expert Research Discover what sales technologies are available and how they can aid your strategy with a Vendor Guide

Your first 90 days as a client Illustrative Month 1 Month 2 Month 3 Written research Benchmark your compensation plan against peers with the Sales Compensation Benchmarking Platform. Understand the critical steps of compensation plan redesign with this white paper. Select the right compensation plan metrics with this white paper. Learn how to balance base and variable compensation with this white paper. Learn about the critical capabilities and vendors of sales performance management solutions with this Gartner expert research. Communicate compensation plan changes using our guidance. Service associate support Kick-off this initiative with your service associate to discuss your challenges and align key resources Review progress with your service associate and create a forward engagement plan. Review progress to ensure continued delivery of the right resources at the right time. Expert inquiries Discussion: What challenges are you trying to address through the compensation plan? Discussion: Review proposed changes to compensation plan to spot red flags. Discussion: How would a sales performance management solution boost efficiency? Discussion: How are you planning to communicate compensation plan changes?

We cover a range of key sales and technology initiatives to equip you for success Your service will be designed to help you deliver the underlying projects and initiatives that are crucial for addressing your biggest sales challenges. Account Management and Growth New Customer Acquisition Sales Operations Sales Effectiveness and Enablement Sales Strategy and Go-to-Market Design Sales Talent Management

Deliver on your critical sales priorities We’re ready to help you excel against your critical sales challenges. Get in touch to discuss how we can fast-track your success. connect@gartner.com