Justifying Sales 2.0 Investments

Let’s Get Real Justifying Technology & Other Sales 2.0 InvestmentsSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

What is Today’s Reality?SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

“The Mad Men era has passed and theMath Men era is beginning”. All Things Digital SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Track and interpretmeaningful data andmetrics. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Some Basic Sales MetricsRevenue per headcountAverage sales cycleASP (Average sales price)Acquisition costClose rateChurn / Renewal rate SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Use quantitative ANDqualitative data. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Industry Studies: Sales Training87% of Best-in-Class sales reps achieved quotain the last year, compared with 49% amongIndustry Average and 4% among Laggardcompanies.Source: Sales Training 2011: Uncovering How the Best-in-ClassSustain, Reinforce and Leverage Best Selling Practices. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Social Media80% revenue in 2011 sourced from first contact viasocial (PAKRA)400% increase in sales in first quarter tied to socialmarketing programs (IBM) SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Gamification80% adoption first weekReduced onboarding from 4 weeks to 14 hoursSales improved 8-12%Reduced call time by 15% SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Online contracting8% increase in customer renewals (F500 insurance co)Reduced hiring signing process from 1-2 weeks to 2days (Citrix)Reduced invoice cycle by 2-3 days/contract(Brainshark) SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Predictive AnalyticsRevealed opportunities worth over $25M and theteam closed more than $2.4M within the first 90days. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Loyalty CampaignsRetail catalog coupon offerDirected consumers online to register for a contest$30,000 investment yielded $300,000 in sales. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Communicate (aka sell)results to seniormanagement. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Business CaseSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

How could these justifications be improved?Reduced ramp time.10% emails opened.Increased revenue and sales productivity. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Get Real 1. Capture your baseline data and metrics.2. Build a measurable sales process.3. Compare metrics/results before and after andcontrast with investment cost. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Get More Real1. Understand data and metrics that affect change.2. Compare to ideal, best practice profiles.3. Identify improvement areas with highest impact.4. Implement improvements. SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Need Help? (510) 749 9073 @annekeseley RealityWorksGroup.comSALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

Justifying Sales 2.0 Investments

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