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Don't Just Analyze, Energize!
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Don't Just Analyze, Energize!

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How you can help your team overperform with data.

How you can help your team overperform with data.

Presented at the FutureBI Meetup (http://bit.ly/MoqJ02) on July 24, 2012, by Amit Bendov, CEO of SiSense Business Intelligence

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    Don't Just Analyze, Energize! Don't Just Analyze, Energize! Presentation Transcript

    • Don’t Just Analyze, Energize! Amit Bendov CEO, SiSense @banditmove
    • Goal Race Plan Target Pace26.2/4 = 6.55 mph
    • Goal Race Plan Target PaceSensors Lag/Lead Adjust Pace
    • IronMan Pacing In Business• Challenging Goals• Analytics• On going feedback
    • Monthly Sales ($K)14012010080604020 0 Jan Feb Mar Apr May Jun
    • EOQ Rush Syndrome• Underestimating the challenge• Breathless sprint to finish line• Not developing next quarter’s deals• Vicious Circle• Burn-out only a matter of time
    • Sales Team Pacing Example• $200K Quarterly Target• 10K Average deal size
    • Sales Team Pacing Example• 20 deals to close• Add 20% buffer, aim for 24• Target Pace: 2 deals/week
    • Linear Game PlanWeek 1 2 3 4 5 6 7 8 9 10 11 12Target 2 2 2 2 2 2 2 2 2 2 2 2
    • Real World Game PlanWeek 1 2 3 4 5 6 7 8 9 10 11 12Target 3 2 2 2 2 2 2 2 3 3 1 0
    • Hitting the RoadWeek 1 2 3 4 5 6 7 8 9 10 11 12Target 0 3 3 3 2 2 2 2 3 3 1 0QTDSales 0
    • Multi Dimensional PlanWin Rate = 25%Week 1 2 3 4 5 6 7 8 9 10 11 12Target 0 3 3 3 2 2 2 2 3 3 1 0Opp Needed 12 12 12 8 8 8 8 12 12 4 0QTDSales 0
    • Multi Dimensional PlanWin Rate = 20%Week 1 2 3 4 5 6 7 8 9 10 11 12Target 0 3 3 3 2 2 2 2 3 3 1 0Opp Needed 15 15 15 10 10 10 10 15 15 5 0
    • System SetupSales CRMKPI AnalyticsPlan Spreadsheet
    • System SetupSales CRMKPI AnalyticsPlan Spreadsheet
    • Tailwinds!