White Waves

Identifying the operational projects that will have the biggest influence on your business. 

White Waves

Sales Process Management

The design and management of a company wide sales process that is aligned with the customer buying journey that helps managers coach sellers, provides an ecosystem for sales enablement, and frames the sales forecasting process.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Territory Design

Using customer intelligence, sales manager input and predictive analytics to balance the assignment of customers and prospects to ensure every sales rep has a territory they can succeed in. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Pipeline Management

Creating a pipeline management culture that includes weekly pipeline goals, CRM hygiene expectations, greater pipeline accountability, and using predictive analytics to enable pipeline visibility, and accurate forecasting.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Forecasting Process

A process whereby sales and sales management are forecasting with clarity, visibility, and accuracy.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Sales Technology

The delivery, management, and long-term planning of a portfolio of high-impact, easy-to-use tools that help the sales organizations's employees perform their jobs efficiently and accurately.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Annual Planning Process

The process in which one plans for the upcoming year to drive clarity, visibility, and forecasting into the business.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Sales Capacity

The capacity model design to identify the amount of productivity and headcount needed to achieve company revenue targets. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Data Governance

The processes, controls, and standards, supported by an enterprise-wide culture of quality, that sustain and improve the integrity of data within the sales organization.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Sales Analytics

The analysis to enable the sales organization to understand results, model future outcomes, and make actionable, insight-driven decisions.

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Reports and Dashboards

The unified platform of data reports and visualizations that provide analytical insights needed by the sales organization to succeed in their roles, designed and produced for optimal simplicity and completeness. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Sales Performance Management

The performance reporting processes and systems that enable sales leaders to review seller key performance metrics to improve both seller performance and sales manager effectiveness

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Quota Allocation / Goal Setting

The creation of motivational goals/quotas, using predictive analytics and sales manager insights. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Sales Compensation Design

The launch, and governance of monetary incentives that reward salespeople for outcomes that drive sales strategy, and enhance seller trust through transparent expectations. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Sales Compensation Administration

The operational processes, systems, controls and personnel dedicated to calculating standardized incentive payouts accurately and on-time, in accordance with seller performance and transparent incentive plan rules. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5

Reports and Dashboards

The unified platform of data reports and visualizations that provide analytical insights needed by the sales organization to succeed in their roles, designed and produced for optimal simplicity and completeness. 

  Effectiveness                      1   2   3   4   5

  Impact                               1   2   3   4   5