©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL1
Attend Summit – April 15 – 17
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL
Make Your Sales Process
Go The Distance
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL
Dario Priolo
Chief Strategy Officer
Richardson
Joellen S...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL4
Today’s Effectiveness Challenge
U.S. companies spend pe...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL5
What’s Happening?
• Sales effectiveness investments are...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL6
Ask the Audience
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL
Best in Class
Strategies to
Sustain Sales
Training Impac...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL8
Organizations struggle to sustain sales
training impact...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL9
It takes about 180 days to sustain
behavior change
3/4 ...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL10
Effective organizations allocate more
budget to custom...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL11
Leadership plays a pivotal role in driving
impact
Lead...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL12
Enabling sales managers to support new
processes is a ...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL13
Technology enabled job aids drive
behavior change
Exam...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL14
Make your tools mobile
Examples
• Convenience
• Access...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL15
Ask the Audience
Joellen Sorenson
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL17
Accelerate Sales-Centric Processes
• Guide consistent,...
CHALLENGE SOLUTION VALUE
OVERVIEW
Selling the SunGard Way means leading with insight.
Leading with a true understanding of...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL19
Key to Success
• Consistent Sales Execution
Make it ea...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL20
Consistent Sales Execution
• Page templates reflect an...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL21
Seller Effectiveness & Productivity
• Automated relati...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL22
Forecast Accuracy
• Verifiable outcomes tracked
for su...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL23
Q&A
Dario Priolo
Chief Strategy Officer
Richardson
Joe...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL24
Join Us Next Week!
April 1st
1:00 pm EST/ 12pm CST
Par...
©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL25
Attend Summit – April 15 – 17
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Richardson savo webinar deck final

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  • 1) Low return on sales training investment:No clear or measurable impact of sales trainingNo visible or sustained improvement in sales results2) Poor adoption and process adherence by sales teamNo real behavior change, new skills aren’t embedded or sustainedUnguided, sellers scramble to adapt to individual deal dynamics3) Questionable deal quality and forecast accuracy Sales leadership unclear on what reps are doing in their sales cyclesOpportunities for coaching are diminishedImpossible to determine or scale the right enablement tacticsNo objective indicators of deal quality or forecast accuracyConsistent misses on monthly, quarterly, and annual forecasts
  • 2- part polling How effective do you feel your sales training efforts are? Please rank on a 1-5 scale where 1 is not effective at all and 5 is extremely effective. What do you think would help improve adherence to sales training? Please select all that apply.Ongoing, real-time coachingAccess to subject matter expertsAdvanced collaboration toolsA single pane of glass to CRM and marketing automation data  
  • 2- part pollingWhat level of visibility do you feel you have into your sales pipeline?NoneLowMediumHighWhat do you think about the number of tools available to assist with closing deals?I don’t have enough toolsI have the right amount of tools I have too many tools Indifferent 
  • Help more reps become top reps by making it easy for them to follow best practices.
  • Give reps the tools to complete key tasks efficiently.
  • Richardson savo webinar deck final

    1. 1. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL1 Attend Summit – April 15 – 17
    2. 2. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL Make Your Sales Process Go The Distance
    3. 3. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL Dario Priolo Chief Strategy Officer Richardson Joellen Sorenson Director, Solutions Marketing SAVO Group #SmarterSelling
    4. 4. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL4 Today’s Effectiveness Challenge U.S. companies spend per year on sales training The average sales representative forgets of what they learned three months after sales training. <50% 87% $5B >90% With sales process alone, the average number of sales reps at quota With sales process, technology, and coaching, the average number of sales reps at quota
    5. 5. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL5 What’s Happening? • Sales effectiveness investments are not optimized – Takes up to 3 years to fully adopt a sales methodology – No real behavior change, new skills aren’t embedded or sustained – No “single pane of glass” for all coaching, content, tools, experts • Sales productivity is inconsistent & inefficient – Too much non-productive, non-selling time – Sales & marketing content not delivered in context – Missed opportunities to leverage team selling and expertise • Questionable forecast accuracy and deal quality – Lack of visibility into sales execution and process adherence – No objective indicators of deal quality or forecast accuracy – Consistent misses on monthly, quarterly, and annual forecasts
    6. 6. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL6 Ask the Audience
    7. 7. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL Best in Class Strategies to Sustain Sales Training Impact eMail: Dario.Priolo@Richardson.com
    8. 8. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL8 Organizations struggle to sustain sales training impact 2/3 Ineffective!
    9. 9. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL9 It takes about 180 days to sustain behavior change 3/4 Not Sustained!
    10. 10. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL10 Effective organizations allocate more budget to customization and sustainment
    11. 11. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL11 Leadership plays a pivotal role in driving impact Leaders must • Say the right things • Do the right things • Get smarter, faster • Model the behavior
    12. 12. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL12 Enabling sales managers to support new processes is a difference maker Sales Management Process • Verifiable outcomes • High-impact questions • Sales management process
    13. 13. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL13 Technology enabled job aids drive behavior change Examples • CRM integration • ePlaybooks • Guided selling
    14. 14. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL14 Make your tools mobile Examples • Convenience • Accessibility • On Demand
    15. 15. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL15 Ask the Audience
    16. 16. Joellen Sorenson
    17. 17. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL17 Accelerate Sales-Centric Processes • Guide consistent, best practice sales execution • Improve seller productivity & effectiveness • Drive better deal quality and forecast accuracy
    18. 18. CHALLENGE SOLUTION VALUE OVERVIEW Selling the SunGard Way means leading with insight. Leading with a true understanding of what our customers pain points are and how we can help resolve them. SunGard needed to enable their reps to effectively address their customers business pains with creative solutions. COMPANY PROFILE Selling the SunGard Way SunGard’s sales enablement solution provided an operational cadence that’s  Repeatable  Measurable  Predictable Allowing their sales organization to  Remain focused  With flawless execution and  The ability to be fluid  Increased year over year seller productivity  Accelerated new hire ramp  Achieved 2013 sales results How did we do it? We implemented a sales enablement solution that puts Sales First in the organization. • Salesforce.com and SAVO purpose build applications • In 2014, Sales Process Pro will tie together dynamic coaching, content delivery and access to experts right in the context of our sales process. SunGard is one of the world’s leading software and technology services companies. • With 25,000 customers • in more than 70 countries • for financial services, education and the public sector. “SunGard grew through a series of acquisitions. As a result, we had multiple sales people calling on the same customer. This created confusion and frustration. We needed to resolve the conflict and simplify the process.” Ken Powell Global Sales Enablement & Solutions Marketing
    19. 19. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL19 Key to Success • Consistent Sales Execution Make it easy for reps to follow best practices every day • Seller Effectiveness and Productivity Give sellers tools to complete key tasks efficiently • Forecast Accuracy Drive enhanced forecast accuracy and deal quality
    20. 20. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL20 Consistent Sales Execution • Page templates reflect any sales methodology or process o Stages & status o Seller tasks/actions o Buyer tasks/actions o Verifiable outcomes • Prescribe the right content, messaging, experts and coaching, based on deal stage and opportunity data • Proactive and exception coaching to keeps deals on track Make it easy for reps to follow best practices every day
    21. 21. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL21 Seller Effectiveness & Productivity • Automated relationship and value mapping • Aggregated social intelligence for single view of relevant social threads • Embedded collaboration space enables team selling • Automated document creation and customization • Mobile-first, intuitive design Give sellers tools to complete key tasks efficiently
    22. 22. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL22 Forecast Accuracy • Verifiable outcomes tracked for successful stage completion • Deal Quality Index objectively measures overall deal health and trajectory • Insights Dashboard gauges seller adherence to best practices • Solution integrates fully with SFDC to capture opportunity and performance data Drive enhanced forecast accuracy and deal quality
    23. 23. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL23 Q&A Dario Priolo Chief Strategy Officer Richardson Joellen Sorenson Director, Solutions Marketing SAVO Group #SmarterSelling
    24. 24. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL24 Join Us Next Week! April 1st 1:00 pm EST/ 12pm CST Part II Tools to Make your Sales Process Stick
    25. 25. ©Copyright 2013 SAVO Group Ltd. All Rights reserved. CONFIDENTIAL25 Attend Summit – April 15 – 17
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