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APTTUS    Selling the Value of  Sales Operations to the      Executive Team
Today’s speakers                                          The TAS Group                      Dave Belove         Steve Sil...
Housekeeping    • Ask questions via chat box    • Listen via VOIP or dial-in    • Presentation and slides will be emailed ...
You’re Invited to the Series  • 6 Webinars – all for Sales Leaders and Operations  • Focus around better Salesforce utiliz...
Defining Sales OpsAPTTUS Confidential   #salesops2013   APTTUS
Key Sales Ops Skills                      It’s a BIG Job!APTTUS Confidential      #salesops2013   APTTUS
Challenges in Sales Ops    • Big role with lots of responsibilities    • May lack insufficient investments or resources   ...
What is Sales Operations?   !  Lead   Marketing     Setters   Closers   Accounts   Revenue                     Sales Opera...
Characteristics of Sales Ops Process      Accountability   Alignment
Sales Ops - Real Time
Sales Ops - Measureable
Sales Ops Review Periods                     Lead Gen Review                      Generated 27     Marketing         appo...
Why Would He Buy?          David Elkington        CEO, InsideSales.com
Sell Smarter. Manage Better.The TAS Group, a cloud software company, uniquely combinestwo disciplines:    1.   Intelligent...
Sales Ops = Achieving Best-in-Class  90                       Best-in-Class                Average                  Laggar...
Sales Success Requires…                                                                   Sales  People & Skills          ...
Best-in-Class Consistently Use   A Defined Sales Methodology And Process                  70                  60          ...
Automating Deal Cycle Intelligence                     © The TAS Group 2013
© The TAS Group 2013
© The TAS Group 2013
www.thetasgroup.com/dealmaker-genius                         © The TAS Group 2013
What Levers Can I Pull?                    # Deals                       $ Value    % Win Rate    Sales   Velocity        ...
About ApttusDeep domain expertise                              iPad                     MS Office                         ...
Sales Ops At Apttus    • Coping with explosive growth of sales team by:         – Recruiting a Strong Sales Ops Team!     ...
Highest Value Way for Sales Ops to                  Show Value                                          ERPOpportunity APT...
Quote-to-Cash Processes Today                                                   ERP Opportunity                          M...
How Fill The Quote-To-Cash Gap                                                               Order                        ...
Fill the Quote-To-Cash Gap                                                               Order                            ...
Fill the Quote-To-Cash Gap                                                               Order                            ...
Fill the Quote-To-Cash Gap                                                               Order                            ...
Quote-To-Cash Success Metrics    • Pipeline by Product, Channel, Type, etc.    • Win (Pipeline Conversion) Rate %    • Ave...
The Challenge for Sales OpsSales Ops Needs: a tool that makes their job faster andeasier, allowing them to be both Tactica...
Meet XactlyLEADER IN SAAS INCENTIVE COMPENSATIONMANAGEMENTFASTEST GROWING PROVIDER– OVER 500 CUSTOMERSFOCUSED EXCLUSIVELY ...
Solving a Universal Challenge   • Enterprise solution   • SMB solution   • 100+ sales reps       • 1-100 sales reps   • Cu...
Front-Line Value
Plan Management Made Easy
Sales Ops Takes Care of Themselves                        SELF                        SERVICE                        CONFI...
Sales Operations is the Connection
Payoff!                                                                 FASTER                                            ...
Q&A                                          The TAS Group                      Dave Belove         Steve Silver          ...
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Selling the Value of Sales Operations to your Executive team Webinar 02/…

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Slides from webinar on 2/26 with Sales Operations experts at Apttus, Xactly, The TAS Group, and Insidesales.com.

Sales Operations is a complex field charged with the responsibility of ensuring a high-performance sales team is running like a well-oiled machine. In spite of their key contribution to sales success, they are too often undervalued by the executive team. Ensure your executive team gains visibility into the contributions and successes of sales operations at your organization.

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Transcript of "Selling the Value of Sales Operations to your Executive team Webinar 02/…"

  1. 1. APTTUS Selling the Value of Sales Operations to the Executive Team
  2. 2. Today’s speakers The TAS Group Dave Belove Steve Silver VP of Sales Sales Enablement Enablement Xactly Insidesales.com Erik Charles Michael Director of Critchfield Product Marketing VP of SalesAPTTUS Confidential APTTUS
  3. 3. Housekeeping • Ask questions via chat box • Listen via VOIP or dial-in • Presentation and slides will be emailed to all attendees • Interactive sessions – polls throughout event • Hashtag: #salesops2013APTTUS Confidential #salesops2013 APTTUS
  4. 4. You’re Invited to the Series • 6 Webinars – all for Sales Leaders and Operations • Focus around better Salesforce utilization including quoting, Chatter, contract management, and more • Speakers include representatives from Saba, Symantec, Salesforce, Motorola, and more Details will be sent to ALL attendeesAPTTUS Confidential #salesops2013 APTTUS
  5. 5. Defining Sales OpsAPTTUS Confidential #salesops2013 APTTUS
  6. 6. Key Sales Ops Skills It’s a BIG Job!APTTUS Confidential #salesops2013 APTTUS
  7. 7. Challenges in Sales Ops • Big role with lots of responsibilities • May lack insufficient investments or resources • Hard to prove ROI • Difficult to find strong talent • Sales teams are often geographically spread • Viewed as a Cost Center • Executive team disconnectedAPTTUS Confidential #salesops2013 APTTUS
  8. 8. What is Sales Operations? ! Lead Marketing Setters Closers Accounts Revenue Sales Operations
  9. 9. Characteristics of Sales Ops Process Accountability Alignment
  10. 10. Sales Ops - Real Time
  11. 11. Sales Ops - Measureable
  12. 12. Sales Ops Review Periods Lead Gen Review  Generated 27 Marketing appointments Sales Review Review in one day  Closed $4k  25 were SMB  Generated MRR  Sales should record week in  Lead Gen do their job leads appts never  Sales doesn’t hold close enough  36 TQOs in 2012 – 10 in 2013 Neutral Eyes
  13. 13. Why Would He Buy? David Elkington CEO, InsideSales.com
  14. 14. Sell Smarter. Manage Better.The TAS Group, a cloud software company, uniquely combinestwo disciplines: 1. Intelligent Software Automation 2. Deep Sales Methodology ExpertiseCustomers who use our sales technology, methodology and process… • Win more deals • Shorten the sales cycle • Improve forecast accuracy • Increase average deal size • Achieve 21% greater quota attainment, and Source: Aberdeen 54% more reps make quota Group © The TAS Group 2013
  15. 15. Sales Ops = Achieving Best-in-Class 90 Best-in-Class Average Laggard 80 70 60 50 40 30 20 10 83 51 22 23.1 7.2 9.7 1.9 1.4 0 -5.9 -0.4 -0.9 -7.1 -10 -20 YOY Quota YOY Revenue YOY Avg. Deal YOY Sales Cycle Achievement Growth Size © The TAS Group 2013Source: Aberdeen Group 2011
  16. 16. Sales Success Requires… Sales People & Skills Sales Process Methodology• Do we have the right • Do we understand the • Are we calling on the people? customer buying right accounts?• Do they have the skills process? • Do we understand their to execute? • Do we know where we business objectives?• Are we calling on the are in the sale? • Is there really an right customer at the • Do we have the right opportunity? right time with the right resources allocated? • Can we compete? message? • Can we win?• Do we have the • Is it worth winning accounts and territories segmented & assigned appropriately?• Is our comp plan aligned with objectives? Technology & Tools © The TAS Group 2013
  17. 17. Best-in-Class Consistently Use A Defined Sales Methodology And Process 70 60 50 Percentage 40 30 20 10 0 Quota Attainment Win Ratio High Adoption (over 75%) Low Adoption (under 50%)Source: CSO Insights, 2011 © The TAS Group 2013
  18. 18. Automating Deal Cycle Intelligence © The TAS Group 2013
  19. 19. © The TAS Group 2013
  20. 20. © The TAS Group 2013
  21. 21. www.thetasgroup.com/dealmaker-genius © The TAS Group 2013
  22. 22. What Levers Can I Pull? # Deals $ Value % Win Rate Sales Velocity Length of Sales Cycle © The TAS Group 2013
  23. 23. About ApttusDeep domain expertise iPad MS Office OS300+ Customers60+ Fortune 500 Companies 2012 Chatter X-Author250,000+ Users for MS OfficeFinancially stable CPQ 2011 iPad OS for CPQ 2009 Configure, Price, Quote (CPQ) solution Proposals & Quoting 2008 Proposal & Quoting Mgmt 2007 On-Stage at Dreamforce w/Marc Appy Award – Best Application 2007 – Helped commercialize Force.com Contract 2006 – first Salesforce application Mngt Contract Lifecycle Management solution APTTUS Confidential 2005 – Apttus Inception APTTUS
  24. 24. Sales Ops At Apttus • Coping with explosive growth of sales team by: – Recruiting a Strong Sales Ops Team! – Goal Setting – Measuring – Prioritizing 2011: 5 Reps – Training – Automating Everything 2013: 50 BDRs, SEs, and AEsAPTTUS Confidential #salesops2013 APTTUS
  25. 25. Highest Value Way for Sales Ops to Show Value ERPOpportunity APTTUS Confidential #salesops2013 APTTUS
  26. 26. Quote-to-Cash Processes Today ERP Opportunity Manual Processes Home grown systems Outside Salesforce CRMAPTTUS Confidential #salesops2013 APTTUS
  27. 27. How Fill The Quote-To-Cash Gap Order MgmtOpportunity Quote Propose Contract Comply Configure, Price, and Quote simple or complex products or services APTTUS Confidential #salesops2013 APTTUS
  28. 28. Fill the Quote-To-Cash Gap Order MgmtOpportunity Quote Propose Contract Comply Assemble, send and track quality customer facing proposals APTTUS Confidential #salesops2013 APTTUS
  29. 29. Fill the Quote-To-Cash Gap Order MgmtOpportunity Quote Propose Contract Comply Request, approve, negotiate, sign and store contracts APTTUS Confidential #salesops2013 APTTUS
  30. 30. Fill the Quote-To-Cash Gap Order MgmtOpportunity Quote Propose Contract Comply Manage tasks, milestones payments & revenue with full visibility and reporting APTTUS Confidential #salesops2013 APTTUS
  31. 31. Quote-To-Cash Success Metrics • Pipeline by Product, Channel, Type, etc. • Win (Pipeline Conversion) Rate % • Average Quote-to-Contract Cycle Days by Deal Type # • Average Selling Price $ • Weighted Discount and Margin $ • Non-standard contract terms % • On-time Renewal Rate %APTTUS Confidential #salesops2013 APTTUS
  32. 32. The Challenge for Sales OpsSales Ops Needs: a tool that makes their job faster andeasier, allowing them to be both Tactical Masters andStrategic Contributors.Xactly Offers: Automated incentive compensationmanagement software delivered in a SaaS model.Tactical Result: The job is automated and takes lesstime. Payments are timely and accurate, disputes arereduced and resolution is easier.Strategic Leverage: The ever-changing marketlandscape can now be approached with strategicallyapplied incentive plans.
  33. 33. Meet XactlyLEADER IN SAAS INCENTIVE COMPENSATIONMANAGEMENTFASTEST GROWING PROVIDER– OVER 500 CUSTOMERSFOCUSED EXCLUSIVELY ONINCENTIVES AND COMPENSATIONMANAGING >$6 BILLION INCOMPENSATION ANUALLY
  34. 34. Solving a Universal Challenge • Enterprise solution • SMB solution • 100+ sales reps • 1-100 sales reps • Customizable with • Can be implemented in modules a few hours
  35. 35. Front-Line Value
  36. 36. Plan Management Made Easy
  37. 37. Sales Ops Takes Care of Themselves SELF SERVICE CONFIGURABLE MEET DYNAMIC NEEDS WITHOUT MESSY CUSTOMIZATIONS
  38. 38. Sales Operations is the Connection
  39. 39. Payoff! FASTER REVENUE GROWTH >2x SHORTER QUICKER SALES SALES LOWER CYCLES SALES TURNOVER MORE REPS 37% MAKE 36% QUOTA 25% SOURCE: Aberdeen Dec 2011 7%
  40. 40. Q&A The TAS Group Dave Belove Steve Silver VP of Sales Sales Enablement Enablement Xactly Insidesales.com Erik Charles Michael Director of Critchfield Product Marketing VP of SalesAPTTUS Confidential APTTUS
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