Challenges

• Corporate need to respond to a changing automotive marketplace.
• Sales quotas were based on the number of units sold, not the value of the sale or value-added services provided.
• Cumbersome, manual quota-setting methodology.

Why Anaplan

The Company enables the sale of over seven million vehicles annually and provides a variety of automotive products, services, software solutions, and media through 20+ other brands, wanted to build multi-factor, revenue-based sales quotas to drive salesperson behavior. With Anaplan, quotas are now based on a dozen components (up from just two), targets can be realigned quickly as markets change, and finance and sales teams view performance through the same lens

Use cases

• Compensation Plan Modeling,
• Territory Planning & Management
• Sales Forecasting.

Results

• Multi-factor, revenue-based quotas drive intended behaviors in sales people.
• Sales leaders can track trends for all components of sales quotas in a rolling 12-monthanalysis.
• Better alignment between sales and finance teams’ priorities.