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3 Sales Performance Perfected Caesar Peter Senior Director Global Cloud Go to Market CX Applications 3

4 Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 4

5 Program Agenda Today s Challenges Sales Performance Management Capabilities and Differentiators What We Offer Customer Case study 5

6 Challenges Performance 40% of executives rely more on instinct to drive territory and Incentive decisions 50% of sales reps fail to meet their quota Sources: Qvidian, 2015 Sales Execution Trends, DePaul University Sales Effectiveness Survey, Forrester, CBI 6

7 Challenges Compensation 48% of incentive compensation plans achieve the desired results 10.7% to 11.5% sales compensation spends as a percentage of revenue Sources: Qvidian, 2015 Sales Execution Trends, DePaul University Sales Effectiveness Survey, Forrester, CBI 7

8 Modern Sales Performance Management Next generation sales capabilities What is Sales Performance Management? 8

9 Three Pillars of Sales Automation Perfecting the sales process Sales Automation SFA CPQ SPM Customer Process Sales rep 9

10 Sales Performance Management Creating a more performant sales organization Sales On-Boarding Sales Training Management Territory Management Objectives Quota Management Sales Incentives Coaching Systems Sales Appraisals Gamification Integration Analytics Social 10

11 Sales Performance Perfected Creating a more performance driven sales organization Better Manage Performance Manage Better Motivate Behaviors SALES PERFORMANCE MANAGEMENT Better Mentor Best Practices Mentor Motivate 11

12 Better Manage Sales on-boarding, territory management and objectives quota management Sales On Boarding Territory Management Objectives & Quota Management 12

13 Better Motivate Sales incentives and gamification Sales Incentives Gamification 13

14 Better Mentoring Sales training management, sales coaching and sales appraisals Sales Training Management Coaching Sales Appraisals 14

15 Oracle s Complete Solution Web Mobile Social In-Store Contact Center Field Sales Direct Sales Channel Oracle Social Cloud Oracle Marketing Cloud Oracle Commerce Cloud Oracle CPQ Cloud Oracle Sales Cloud Oracle Service Cloud Globalizations and Statutory Localizations Integrated Customer Experience Foundation Social Network Mobile Analytic KPIs & Dasboards Predictive Analysis Integrations 15

16 What We Offer Sales performance management Commissions Games Incentives Rewards Centralized, Cloud-Based Rebates Behavior Modification Engine Royalties Behavior Modification Engine Customer Loyalty Complex Time & Labor Management Bonuses Coaching Plans 16

17 17

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19 Coaching the Right Behavior Lagging Measures Leading Measures Product Sales Bookings Update CRM System Leads Quota Attainment Revenue Attend Training Activities Invoices Paid Unit Sales Mentor Others Tasks Cross-sell / Upsell Services Prospecting Pipeline Forecasts Incentives Games

20 Incentive Business Flow Automation Load Transactions Calculate Analyze Reward & Pay External Tables Calculation Engine Incentive Analytics OR Spreadsheets Manual Adjust OR Align & Credit Flexible Plan Rules High Performance Calculations Resource Views Management Views Attainment Tracking Ad Hoc Analysis Transaction Drill Approval Workflow Draws, Recovery Adjustments Retroactive Calculation Incremental Calculation Oracle Total Comp Oracle P/R Integration

21 How Our Sales Performance Management can Help You? Increase Productivity and Effectiveness for the Sales Rep and Employees Align individual goals with overall sales strategy Reduce administration costs and errors Maximize revenue potential and improve sales quota attainment 21

22 Sales Performance Management Customer Case Study Business Results The largest banking group in the Middle East in terms of assets. It has operations in the UAE, Saudi Arabia, Qatar, the UK and Jersey; and representative offices in India, Iran and Singapore Emirates NBD had complex incentive plans and its manual processes led to delays in incentive calculations, inaccurate payments and reduced sales team confidence. It needed an automated way to manage compensation across its three sales channels and 2,000 reps Automated ~two million daily compensation transactions Enabled more frequent calculations Facilitated performance reporting based on actual transactions and target achievement Improved visibility 35% increased in the Productivity for the Sales Rep 22

23 Select Oracle SPM Customers Modern SPM in the cloud 23

24 24

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