Keys to navigating change while driving sales and revenue growth-Keys-to-navigating-change-while-driving-sales-and-revenue-growth

Video Transcription

Video Summary

The webinar, hosted by Lauren Merkin from ISP, featured Sarah Lancaster of Anaplan discussing how sales organizations can navigate rapid change while driving revenue growth. Sarah emphasized that today’s sales environment is increasingly virtual, digital, and hybrid, with buyers expecting flexible engagement across channels. She explained that organizations must build a more connected revenue strategy by aligning corporate goals, sales plans, performance incentives, and forecasting processes.<br /><br />A major theme was the need for better data. Sarah noted that inconsistent CRM usage, multiple systems, and fragmented information make it difficult to forecast accurately, set territories, and respond quickly to market changes. She highlighted how poor planning can lead to missed targets, longer sales cycles, heavier discounting, and difficulty retaining top sales talent.<br /><br />She also described how Anaplan helps companies with scenario modeling, planning, and data integration from CRM, ERP, and HR systems. A customer example from Vodafone showed major efficiency gains, including cutting sales planning time in half and automating 90% of target setting. The session concluded with an invitation for attendees to connect with Sarah for further discussion.

Keywords

sales strategy

revenue growth

virtual selling

data integration

sales forecasting

scenario planning

Anaplan