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Oracle Modern Best Practice—Sales Strategy

Optimize Territory Alignment
Optimize Territory Alignment

Sales Strategy to Execution

How do modern sales leaders create a more performant sales force? How do they bridge the gap between sales strategy and execution to make their teams more effective? They employ analytics to execute what-if analyses to create optimal sales plans that leverage real-time performance data. They also use social-enabling technology to increase buy-in and engagement, as well as gamification tools to motivate their sales teams. Use this modern best practice to better manage your sales organization to help hone your sales strategy and ensure successful execution to drive performance.


Define Sales Strategy
Social. Mobile. Analytics. icon Social. Mobile. Analytics.

Define Sales Strategy

Align insight-driven plans with territories, targets, behaviors and business strategy.


Model, Simulate, and Design Plans
Analytics. Big Data. icon Analytics. Big Data.

Model, Simulate, and Design Plans

Achieve targeted goals by using real-time performance data to drive what-if analysis. Estimate compensation spend.


Define Measures and Metrics
Mobile. Social. Analytics. icon Mobile. Social. Analytics.

Define Measures and Metrics

Determine key performance indicators, key sales objectives, and other metrics to track participant progress or attainment.


Determine Commissions and Incentives
Mobile. Social. Analytics. icon Mobile. Social. Analytics.

Determine Commissions and Incentives

Identify incentives based on performance measures and sales targets. Use accelerators, thresholds, and gates to augment behaviors.


Incorporate Gamification Plan
Mobile. Social. Analytics. icon Mobile. Social. Analytics.

Incorporate Gamification Plan

Develop competitive program with incentives, rewards, and recognition using badges, leaderboards and other game mechanics.


Execute Go-to-Market Strategy
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Execute Go-to-Market Strategy

Launch go-to-market activities in support of plans with regular intelligent reviews.


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