The art and science of sales planning: Optimizing territories and quotas

Joe Lichtman, Product Management Leader, AWS

Dana Therrien, VP CRO Practice, Anaplan

Virtually all sales leaders agree that sales planning is important. Far fewer will claim their organizations do it well. One of the largest high-tech sales organizations in the world will share how they developed a pioneering approach to optimizing their territories and quotas, even as they experienced rapid organizational growth. By pairing the AI-driven capabilities of Amazon Forecasting with Anaplan, this company improved territory design and target-setting efforts, creating a ripple effect that drives sales performance and increases forecast accuracy. Whether this is your first time deploying a territory or quota solution, or if you’re looking to apply best practices to your approach, this session will impart practical advice you can implement today.