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Effective Sales Planning with Oracle Fusion Sales Planning Solution

Guest post by
Sushal Subashchandra Shetty, Consultant, Infosys


Are you not able to define effective territories for your sales organization?

Is your sales team swimming in the sea without targets?

Is your sales team cherry picking on prospects and you are not aware how to tackle it?

Are you losing track of your sales team's performance?

If answer to all/one of the above questions is yes, then my cent that you ought to read this further. The top problems which one of the large manufacturing company was facing were loss of productivity due to redundant and manual process, lack of consistent and efficient reporting, inaccurate commissioning.

If you are also facing the same problems as above then sales planning solution based on Oracle Fusion Applications is the one-stop solution for you.

Oracle Fusion Territory Management, Oracle Fusion Quota Management, Oracle Fusion Incentive Management modules are bundled together with a tight integration as a sales planning co-existence solution. Let us look at some interesting features of each of these modules:

Oracle Fusion Territory Management

This module will remove the redundancy and automating the territory management process to a great extent. The embedded BI will enhance the reporting, leading to informed decision making in sales teams. The USP's of this module are:

  • Simulation and What -if modeling tools to maneuver your territories and visualize the effect of the same on revenue stream
  • Territory Validation tools to identify the gaps, invalid territories
  • Embedded BI to ensure "data to dollar" transformation, by giving real time reports on the health of the territory

Oracle Fusion Quota Management

Customers always wanted a tool to manage Quotas/sales targets and this module does exactly same. The tight integration with Oracle Fusion Territory Management module is "icing in cake" for this module as the seamless data flow ensures near -to - elimination of manual process for sales planning. This thereby, not only brings in a strategic sales planning engine but also increases the productivity and efficiency of sales team with below tools:

  • In built tools for quota management like, Territory Quota Formulas, Spread formulas and Seasonality Factor Groups
  • Support of Top Down and Bottom Approach for sales target definition

Oracle Fusion Incentive Compensation

Right Commissioning has always been the "ace in the hole" for retention of top sales talent and Oracle Fusion Incentive Compensation brings in effectiveness and objectivity to this process. The key differentiators for this module is :

  • Embedded Dashboard/ Map representation to review the sales teams
  • Support of Dispute Management
  • Enhanced Sales Communication to enable sales team to achieve targets

This co-existence solution will provide a seamless solution along with your current ERP and CRM systems due to integration built on Oracle Service Oriented Architecture. So, basically you can still continue with your current ERP and other CRM application, but enhance your IT landscape with Oracle Fusion Sales planning solution. You can move your other applications to Oracle Fusion as you build a business case of the same. Thus, Sales planning solution will provide a complete, comprehensive solution for sales planning so that sales team of your organization can do what they do the best by increasing productivity and efficiency and retaining the top sales talent.

Disclaimer: Author has presented her views based on the working experience on Oracle Fusion Applications Beta.


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