Territory Management is a foundational component of Oracle Sales Cloud that enables many key Sales Force Automation (SFA) processes. This document will introduce fundamental concepts of Territory Management. It will provide an overview of key capabilities and explain how these capabilities can improve the overall performance of your sales organization to make your sales force more effective and productive.
Batesville deployed Oracle Sales Cloud to replace an aging custom application that didn’t support managers’ need for greater visibility into the company’s evolving product mix. Nucleus found the deployment enabled Batesville to increase the productivity of sales people and managers and enable managers to have more visibility into the pipeline to increase coaching opportunities.
Many potential customers and partners of Oracle Sales Cloud would like to understand from third parties if the claims Oracle makes about the product are accurate. Conducting extensive research, including interviewing customers, systems integrators, and others with firsthand experience of the application, has allowed Constellation to provide an objective view through three customer case studies. This report offers insights into four of Constellation’s primary business research themes, the Next-Generation Customer Experience, Technology Optimization and Innovation, Digital Marketing Transformation and the Future of Work.
The shift in computing towards the cloud and away from being within the four walls of an organization creates an opportunity to more closely align CRM projects with business needs, as Elavon’s experiences with the Oracle Sales Cloud demonstrates. This can also require business users to assume some of the project responsibilities IT organizations have traditionally performed. Being able to build and rely on a strong internal and external team can overcome this difficulty in ways that have a positive benefit for one’s career.
The accelerating release cadence of cloud CRM vendors are often about playing catch up with the features and functions of competitors, not on the ultimate goal of sales force automation: more sales. In looking the latest Oracle Sales Cloud release, Nucleus found that a focus on sales productivity and addition of key capabilities to simplify, focus, and automate tasks for both reps and managers is likely to drive better adoption, more effective use, and better sales results.
Sales managers have faced the same challenges since long before CRM applications were invented. However, new tools and technologies are making their jobs easier. The future of sales performance management is integrated with CRM and social collaboration. It helps managers provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results.