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TiE Institute - Sales pipeline management mar23

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  • 1. TiE Institute Session“Lead Generation to Closure - Managing a Sales Pipeline” 23rd March, 2012 Silver Oak, India Habitat Centre, New Delhi Kamal Mansharamani Managing Director AlmaMate Info Tech www.almamate.in
  • 2. Table of Contents• Sales as a predictable process• Metrics to monitor sales performance• CRM Tools• Building & Managing a Sales Team• Incentivizing and motivating the sales team 2
  • 3. Sales as a predictable process
  • 4. Terminology ContactsCampaigns Leads Opportunities Accounts 4
  • 5. Typical Sales Cycle Value Identify Opport Need Negoti Proposi Decision ProposalLeads unities Analysis ation tion Makers 75% 10% 20% 90% 50% 60% Order Won/Lost Need to create a Sales Cycle best suited for your business 5
  • 6. Sales Funnel1. Prospect – Above the funnel2. Qualify - BANT – Budget – Authority – Need – Time-frame3. In the Funnel: Cover the bases – Contact different Buying Influencers while developing a Coach – Identify Results desired by each Buying Influencer – Continually reassess sales picture including competitive threats4. Best Few: Close order – Quiet period after customer has selected you – End tasks such as signing agreements, PO etc.Priority sequence to avoid Roller coaster or dry funnel 4, 1, 2, 3 Source: Miller Heiman 6
  • 7. Sales Funnel PROSPECT (Lead) Data suggests a About each sales potential fit objective, not each customer QUALIFY (Active) Data suggests a possible order About your selling cycle (top to bottom) COVER THE BASES Data verifies a possible order You work the funnel and have sales objectives CLOSE ORDER Clearly defined in every stage all next steps of the time (Closure) Source: Miller Heiman 7
  • 8. Sales pipeline by stage 8
  • 9. Sales closure by month Deal Size * Probability
  • 10. Metrics
  • 11. Sales Pipeline Analysis • 100% First Presentations • 80% Needs Analysis • 52% Formal Presentations • 44% Decisions Pending • 26% Negotiations • 16% Close Order Typical B2B Sales numbers 11
  • 12. Health of the funnel• Count of lead companies• Lead to opportunity conversion• Average days from lead to opportunity• Average age of open opportunity• Average days from lead to close• Average opportunity amount• Average number of opportunities• Lead to close conversion ratio 12
  • 13. CRM Tools
  • 14. What CRM Systems do• Manage your contacts and customer activities• Share a single 360-degree view of your customers• Personalize new and ongoing customer interactions to cost-effectively acquire, nurture, and retain good customers 14
  • 15. Key Components of CRM• Marketing Automation – Campaign Planning – Campaign Execution – Campaign ROI• Sales Force Automation – Lead Generation – Lead Conversion – Sales Cycle• Services and Support – Case/Request Logging – Case/Request Closure – Self Service• Field Service – Field Rep Tracking – Inventory Management 15
  • 16. CRM Vendors Salesforce Siebel Few Open Source CRM Tools – vTiger CRM – OpenCRX CRM – SugarCRM – Concursive CRM – Zurmo CRM 16
  • 17. Lead ManagementGenerating LeadsExample of lead Generation E-Mail Campaigns Execute & monitor e-mail campaigns from within Vtiger CRM Website Integration Trade Shows/Conventions Meet new customers and demo your products 17
  • 18. Lead Management - Creating new Lead 18
  • 19. Converting LeadsA lead can directly be converted to a Account without re-entering thedetails 19
  • 20. Account ManagementTrack all accounts and related contacts, opportunities, cases, and other details from acommon repository 20
  • 21. Contact Management• Track all contacts and related opportunities, cases, activities, and other details from a common repository• Synchronize contacts with Microsoft® Outlook® 21
  • 22. Potential/Opportunity Management• Track all sales potential/Opportunity end-to-end in a sales cycle• Associate potential/Opportunity with accounts, contacts, activities, and other modules to have a better visibility on the opportunities 22
  • 23. Reports and Dashboards• Pre-build reports for sales force automation• Sales pipeline analysis by stage• Monthly Sales pipeline analysis, Sales opportunities by lead source 23
  • 24. Reports and Dashboards Converted Leads Lead Conversion % by Month Top 10 Deals Closed Business by Month 24
  • 25. Building & Managing Sales Teams
  • 26. Building & Managing Sales Teams• Recruitment• Management• Development• Incentive Structures 26
  • 27. Recruitment• When to hire – Specially for International sales• How to hire – References 27
  • 28. Management• Review quality of funnel –Additions in the funnel –Number of opportunities –Deal Size –Velocity of funnel• Churn the funnel –Remove deadwood 28
  • 29. Development• Assess performance of • 100% First Presentations sales by reviewing the • 80% Needs Analysis • 52% Formal Presentations quality of funnel • 44% Decisions Pending• Review the movement • 26% Negotiations • 16% Close Order within stages to understand reason for struggle• Support by addressing concerns 29
  • 30. Incentive structures• Variable pay linked to performance – Revenue – Gross margins – New client acquisition – Order book• Typically 30% to 50% pay variable• Desired salary on achieving target• Kicker on over achievement• Gated at 70% performance 30
  • 31. Incentive Structure60 Sales Target: 1M50 Salary: 100K Variable: 30%40 Gate: 70% Kicker: 1.253020 Incentive10 Kicker 0 0.25M 0.5M 0.70M 1.0M 1.5M 31
  • 32. Thank YouAlmaMate Info Tech Private LimitedH 52, Sector 63, Noida 201307National Capital Region – India+91 120 4787878www.almamate.in