Modeling & Tool Design

A core capability of any sales operations professional is the ability is to create tools, dashboards and perform scenario modeling. This is the creative element of not just reporting data but to tell a story and to surface those unbiased insights.

Highlights

Planning Tools

Designed and Implemented multi-tiered sales planning tool that incorporated demand generation events, channel inventory, NPIs and statistical algorithms.

Created process and tool for quarterly Sales and Marketing alignment plans.

Designed and Implemented compensation payout tool that yielded 50% reduction in time with 100% accuracy.

Created implementation tools for complex business changes such as mass pricing realignments & organizational changes.

Reporting & Visualization

Designed Enduser Tableau dashboard visualization requirements for insights and analysis. Including partner and verticalization insights.

Created weekly metrics package with front end visualizations in Excel.

Designed several Tableau CRM (SFDC) Global Dashboards for each stage of the sales cycle; eliminating the regional specific adhoc reporting.

Incentive Programs

Modeled several sales incentive programs (SPIFFs) for financial review, approval and subsequent measurement.

Created scenarios for compensation plan components and assignments including accelerators, gates and component weighting based on size of business.

Modeled out different compensation plans for Retail v. Enterprise business as well as different roles & levels of individuals on compensation plans.

Account Segmentation

Established models for our GtM strategy and account segmentations, rep assignments (and productivity) and white space opportunity.

Included propensity to buy insights and cross category selling opportunities across a broad portfolio.

Leveraged DnB data augmentation and SFDC pipeline activity.