Sales Webinar | The State of the UK Sales Industry

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  • 1. EMEA Sales Growth WebinarThe State of the UK Sales IndustryPaul Dilger – Director, Product Marketing, The TAS Group
  • 2. Paul Dilger © The TAS Group 2012
  • 3. © The TAS Group 2012
  • 4. Agenda• What is the Dealmaker Index?• Some global conclusions• State of the UK and other regions• How you can use the Index• Summary © The TAS Group 2012
  • 5. About the Dealmaker IndexDealmaker Index is a global free servicefor sales professionals and theircompanies to assess their saleseffectiveness, gain advice on how toimprove, and compare theirperformance with their peers. © The TAS Group 2012
  • 6. Respondent Profile Sales B2C Operations/ Other Enablement 12% 17% 10% B2B2C Sales 10% Executive Manager 8% 23% B2B Account 78% Manager Sales Exec 20% Leadership Field Sales 15% 8% Business Type Respondent Role © The TAS Group 2012
  • 7. Respondent Profile Huth- waite Miller Female 4% 5% Heiman Solution 14% TAS Selling 9% 28% Don’t Know 8% 21-30 60+ Male 6% 5% In-House 86% Other 13% 31-40 51-60 23% None 25% 11% 23% Gender Methodology 41-50 41% Age © The TAS Group 2012
  • 8. Respondent Profile South America 3% UK 7% Eurozone 17% E. Europe North America 57% MEA 1% 6% APAC 9% Region © The TAS Group 2012
  • 9. Agenda• What is the Dealmaker Index?• Some global conclusions• State of the UK and other regions• How you can use the Index• Summary © The TAS Group 2012
  • 10. Impact of Strategy Contribution on Quota Question: Sales organisation contributes significantly to overall company strategy 100% Neutral Neutral Neutral Neutral Disagree 80% Disagree Disagree Strongly Agree Strongly Agree 60% Strongly Agree Strongly Agree 40% Agree 20% Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index October 2012
  • 11. Impact of Alignment on Quota Achievement Question: Sales and marketing organisations work well together 100% Neutral Neutral Neutral 80% Neutral Disagree 60% Disagree Disagree Disagree Strongly Agree Strongly Agree 40% Strongly Agree Strongly Agree 20% Agree Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index October 2012
  • 12. Impact of Alignment on Win Rate Question: Sales and marketing organisations work well together 100% Neutral Neutral Neutral Neutral 80% Disagree 60% Disagree Disagree Disagree Strongly Agree Strongly Agree Strongly Agree Strongly Agree 40% 20% Agree Agree Agree Agree Win Rate: <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index October 2012
  • 13. Impact of Methodology on Win Rate Question: What percentage of the sales team uses the methodology? 100% <25% <25% <25% 80% 25 – 50% <25% 25 – 50% 60% 25 – 50% 50 – 75% 25 – 50% 40% 50 – 75% 50 – 75% 50 – 75% 75 – 100% 20% 75 – 100% 75 – 100% 75 – 100% % Qualified Opportunities Convert To Sale : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index October 2012
  • 14. Impact of Qualification on Quota Achievement Question: Sales is effective at qualifying opportunities 100% Neutral Neutral Neutral 80% Neutral Disagree 60% Disagree Strongly Agree Strongly Disagree Disagree Strongly Agree Strongly Agree Disagree 40% Strongly Agree Agree 20% Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index October 2012
  • 15. Impact of Methodology on Forecast Accuracy Question: What percentage of the sales team uses the methodology? 100% <25% <25% <25% <25% 25 – 50% 80% <25% 25 – 50% 50 – 75% 25 – 50% 60% 25 – 50% 50 – 75% 25 – 50% 40% 50 – 75% 50 – 75% 75 – 100% 75 – 100% 20% 75 – 100% 75 – 100% 75 – 100%Close Deals as Forecasted : Strongly Disagree Disagree Neutral Agree Strongly Agree © The TAS Group 2012Source: Dealmaker Index October 2012
  • 16. Agenda• What is the Dealmaker Index?• Some global conclusions• State of the UK and other regions• How you can use the Index• Summary © The TAS Group 2012
  • 17. The 10 Key Areas that MatterTailoring Your Maximising Deal Value Competitive Strategy Maximising Revenue Managing Your Differentiating Your Accessing Key Sales Process Offering Buyers Executing Your Sales Process Keeping an Challenging Your Uncovering Customer Business Problems Accurate Pipeline Customer © The TAS Group 2012
  • 18. MaximisingRevenue Globally, reps who are effective at maximising revenue from key accounts are 46% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 19. MaximisingRevenue Reps who are effective at maximising revenue from key accounts are more likely to make quota. Global UK UK + EU EMEA N. America 46% 227% 63% 75% 34%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 20. Accessing Key Buyers Globally, reps who can access key buyers are 31% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 21. Accessing Key Buyers Reps who can access key buyers are more likely to make quota. Global UK UK + EU EMEA N. America 31% 78% 35% 41% 32%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 22. Uncovering Customer’s Business Problems Globally, reps who can uncover the customer’s business problems are 35% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 23. Uncovering Customer’s Business Problems Reps who can uncover the customer’s business problems are more likely to make quota. Global UK UK + EU EMEA N. America 35% 20% 40% 39% 51%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 24. Differentiating Your Offering Globally, reps who find it easy to differentiate their offering are 43% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 25. Differentiating Your Offering Reps who find it easy to differentiate their offering are more likely to make quota. Global UK UK + EU EMEA N. America 43% 208% 77% 90% 21%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 26. Tailoring Your Competitive Strategy Globally, reps who develop a separate competitive strategy for all their opportunities are 45% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 27. Tailoring Your Competitive Strategy Reps who develop a separate competitive strategy for all their opportunities are more likely to make quota. Global UK UK + EU EMEA N. America 45% 61% 95% 74% 25%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 28. Keeping an Accurate Pipeline Globally, reps whose sales pipeline gives an accurate picture of future business are 56% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 29. Keeping an Accurate Pipeline Reps whose sales pipeline gives an accurate picture of future business are more likely to make quota. Global UK UK + EU EMEA N. America 56% 53% 54% 71% 48%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 30. Maximising Deal Value Globally, reps who are effective at maximising the value of each deal are 55% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 31. Maximising Deal Value Reps who are effective at maximising the value of each deal are more likely to make quota. Global UK UK + EU EMEA N. America 55% 182% 87% 124% 36%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 32. Advising Your Customer Globally, reps who consider it their job to advise a customer if they are making a bad decision are 54% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 33. Advising Your Customer Reps who consider it their job to advise a customer if they are making a bad decision are more likely to make quota. Global UK UK + EU EMEA N. America 54% ∞ 251% 295% 26%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 34. Executing Your Sales Process Globally, reps who understand and execute their sales process are 72% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 35. Executing Your Sales Process Reps who understand and execute their sales process are more likely to make quota. Global UK UK + EU EMEA N. America 72% -5%* 73% 89% 63%*Not statistically significantSource: Dealmaker Index October 2012 © The TAS Group 2012
  • 36. Managing Your Sales Process Globally, reps who have and use a defined sales process for managing their forecast are 48% more likely to make quota.Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 37. Managing Your Sales Process Reps who have and use a defined sales process for managing their forecast are more likely to make quota. Global UK UK + EU EMEA N. America 48% 47% 90% 100% 17%Source: Dealmaker Index October 2012 © The TAS Group 2012
  • 38. Opportunities for the UK Sales Industry1) [Advising your customer –∞]2) Maximising revenue from your key accounts – 227%3) Differentiating your offering – 208%4) Maximising your deal value – 182%5) Accessing key buying influencers – 78%6) Tailoring your competitive strategy – 61% © The TAS Group 2012
  • 39. Agenda• What is the Dealmaker Index?• Some global conclusions• State of the UK and other regions• How you can use the Index• Summary © The TAS Group 2012
  • 40. © The TAS Group 2012
  • 41. © The TAS Group 2012
  • 42. How you can use Dealmaker Index1. Get your own score and advice2. Compete with your peers or uncover different competencies in your company3. Assess your company and get advice on how the company could improve4. Learn the different internal perspectives on how the company performs5. Use during the hiring process © The TAS Group 2012
  • 43. Summary• Alignment and sales methodology help you improve quota and win rate• Specific opportunities exist to improve UK sales performance• Dealmaker Index will help you improve © The TAS Group 2012
  • 44. The TAS Group. Sell Smarter. Manage Better. © The TAS Group 2012
  • 45. Register for our Next Webinars and Events• 14th November – The Global Sales Industry webinar – Where to Spend Your Time in 2013• 15th November – Dealmaker Mastery Series (Measuring Success, Jim Crisera, President and CFO)• 22nd / 23rd November – Sales Director Live• Register http://www.thetasgroup.com/webinars © The TAS Group 2012
  • 46. Free Resources www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. www.dealmakergenius.com Create a customized sales process. www.dealmaker365.com Read our blog featuring insights on sales effectiveness. @dealmaker365 @thetasgroup Follow us on Twitter. www.thetasgroup.com Learn more on our website. © The TAS Group 2012
  • 47. Questions? © The TAS Group 2012
  • 48. Where You Can Find Uswww.thetasgroup.comUK 01189 880149International +353 1 678 8900marketing@thetasgroup.compdilger@thetasgroup.com@thetasgroup@paulidilge © The TAS Group 2012