Generating revenue growth through direct sales requires informed, data-driven decisions. But as revenue-generating GTM programs become more complex and the volume of data balloons, getting actionable insights that help sales teams is increasingly difficult. Sales leaders often choose between unenviable options:
- Investing in expensive, resource-intensive IT projects to build and maintain system integrations, custom reports, and dashboards
- Relying on outdated, error-prone spreadsheets to get critical information
- Using instinct and intuition to guide the business
There’s a better option. Our customers are unlocking revenue intelligence using Oracle Sales Planning Cloud, Oracle Fusion Sales, and Oracle Fusion CX Analytics. Here are three of the most compelling ways:
1. Make the right plan
A major advantage of using an applications suite built on a common customer and product master is that it provides sophisticated analytics and workflows based on connected data. For example, Oracle Fusion Cloud Sales Planning uses real-time predictive analytics that combine financial and CRM data. This enables sales leaders to create optimized quotas, territory, and incentive compensation plans that find the right balance between aspirational and achievable, delivering better results.
Here’s how it works. Advanced forecasting combines data from pipelines, budgets, and quotas with financial data sourced from ERP transactions (usually the most accurate source of historical truth). Then predictive analytics determines the most likely expected performance. To refine these predictions, Oracle Intelligent Performance Insights analyzes massive amounts of data to quickly detect patterns, hidden correlations, and biases within sales forecasts (e.g., salespeople overestimating or underestimating their ability to close). Your revenue leaders can spot—and correct for—risks that might otherwise go undetected.
2. Execute the plan
A plan is not enough. Sellers need in-the-moment, data-driven insights that they can act on within sales cycles. So, analytics and AI embedded throughout the user experience allow sellers and sales leaders to:
- Score opportunities to focus on the ones with the best chance of success
- Analyze sales effectiveness—everything from evaluating the strength of contact lists to determining the right frequency of engagement with buyers
- See timely, prioritized recommendations from a centralized recommendation engine
While these are designed to provide nuanced guidance, business users can further customize the models to account for unique requirements without the need for a data scientist or specialist.
3. Drive growth
Oracle Fusion CX Analytics makes it easy for sales leaders to get a complete picture of performance that they can use to keep the selling org on track. It features:
- Quick access to insights with more than 75 prebuilt KPIs
- Dashboards that connect data from across your business
- Immediate availability of key data such as win rate, opportunity progression, quote cycle time, campaign ROI, and renewal rate
- Visualizations and analysis so revenue leaders can drill down
- Dashboards and KPIs that are fully customizable without help from IT
Hit the easy button
Revenue growth is more challenging and less predictable than ever, with layers of complexity that even the most agile business struggles to untangle. But you don’t have to be dependent on expensive IT projects or out-of-date spreadsheets. Unlocking access to crucial revenue intelligence may be easier than you think.
Related posts you might like
- New—start using Fusion Analytics in 10 days (for free)
- Fusion Analytics—your questions, answered
- Grow revenue with this simple fix to your legacy ERP
If you’re an Oracle customer and want to get new stories from The Fusion Insider by email, sign up for Oracle Cloud Customer Connect. If you’re an Oracle Partner and want to learn more, visit the Oracle Partner Community.