Do you know the leading cause of voluntary turnover for sales teams? Look no further than planning and execution. Over 400 sales executives were surveyed worldwide to gain insights on sales planning and impacts on rep productivity.

1. IS YOUR ENTERPRISE SALES PLAN
MAKINGOR
BREAKING
YOUR SALES TEAM
Although most companies complete their planning process before the fiscal
year starts, that does not translate to timely territory design or on-time quota
plan delivery. This in turn, can lead to costly sales force attrition.
?
A high percentage of sales reps reevaluate, reject and rework more than a third of their
quota plans, leading to an even longer productivity gap.
The quality of quota allocation has
become a major factor in sales rep
dissatisfaction and attrition.
Replacing a sales rep takes
1-3 months, with a cost of
over $40,000, for over 2/3
of respondents.
2 WEEKS - 1 MONTH
54%
21%
16%
9%
1 WEEK
OR LESS
2-3 MONTHS
3+ MONTHS
1 3
offerings
2
quota
allocation
company
stability
+
$
40,000
THE SURVEY
Commissioned by Anaplan in Q1/Q2 2014, this study was
executed by a team of expert analysts at Sirius Decisions.
Over 400 sales executives worldwide responded with their
thoughts on sales planning and impacts on sales productivity.
© 2014 Anaplan. Data sourced by Sirius Decisions.
DECEMBER
JANUARY
Start of
Fiscal Year
FEBRUARY MARCH APRIL
Companies deliver quotas two weeks to one month after the start of the fiscal year,
which means most sales reps start the year without a current compensation package.
3% 13% 32% 28% 18% 4%
LESS
THAN
1 WEEK
1-3 WEEKS 1 MONTH 2 MONTHS 3 MONTHS MORE
THAN 3
MONTHS
Download the full Sirius Decisions
Sales Planning Survey Results:
www.anaplan.com/sirius-decisions-survey-2014