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“The Sales Performance & Productivity Summit II”

Keynote
13:00 – 14:00

Insights from world class sales organizations,
Ou...
Sales Analytics: The Next Level of
Transparency
October 9, 2013
Joe Galvin
© Miller Heiman , Inc. All Rights Reserved.

2
Increasing Levels of Transparency

Spreadsheet
1990

Client Server
1996

Deploy new CRM System
Paper Form
1984

22%

0%

5...
Examples Exist Everywhere

Replaced
Baseball
Scouts
Judgment
with
Facts

“21”
MIT Math
PhDs
Crack the
Card Counting
Code
W...
The Next Level of Transparency

Outcomes

Funnel Confidence

Fuzzy Funnels

Anecdotal Perceptions

Activities

Behavior Mo...
Sales Performance Management

Sales Performance Management
Measure, Predict and Influence Sales Performance

Measure

Pred...
Forecast Accuracy
Those that have strong forecasts for 2013 report
higher accuracy
100%
90%

15%

42%

80%
70%

35%

74%

...
Confidence in Funnel/Opportunity Data?
Organizations on track to achieve plan also have higher
confidence in their opportu...
Sales OPS: Core Responsibilities
 Manage Sales Performance
- Measure, Predict and Influence Sales Behaviors
•
•
•
•

Oper...
Strategic Theme: Customer Management Strategy

Buying Dynamic
Account
Management

Prospecting

Sales Cycle

Manage
Relatio...
Strategic Theme: Frontline Sales Manager

In an average
month, our sales
managers
definitely spend
adequate time
coaching ...
2014 Miller Heiman Sales Best Practices Study
 The largest ongoing global study of complex B2B sales management
and selli...
Your Sales System

Customer Management

Business Management
© Miller Heiman , Inc. All Rights Reserved.

13
Sales Performance: Customer Management Alignment
Chief Sales Officer
Revenue, Expense, Marketshare

Sales Management
Chann...
The Levers of Productivity
Chief Sales Officer
Revenue, Expense, Marketshare

Sales Management

Sales Operations

Channel/...
Sales Force Automation: Next Generation

SFA
Foundation

ICM –Sales
Compensation

Methodology
Automation

Accounts
Contact...
MSFT analytics

© Miller Heiman , Inc. All Rights Reserved.

17
Funnel Confidence – Forecast Accuracy

 Clearly defined customer management strategies
- Sales Ops

 Frontline sales man...
The Next Level of Transparency

Outcomes

Funnel Confidence

Fuzzy Funnels

Anecdotal Perceptions

Activities

Behavior Mo...
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Sales Summit 2 - Minds&More - Keynote speech

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key note speech of Joe Galvin on sales productivity, sales best practice and sales effectiveness .. given at sales summit 2 from Minds&More (oct 9, 2013); research done by Miller Heiman

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Transcript of "Sales Summit 2 - Minds&More - Keynote speech"

  1. 1. “The Sales Performance & Productivity Summit II” Keynote 13:00 – 14:00 Insights from world class sales organizations, Outperforming the market by 25% Joe Galvin, Chief Research Officer Miller Heiman Tweet #9octsalessummit SMS 0495/582.221 with your question + name © Miller Heiman , Inc. All Rights Reserved. 1
  2. 2. Sales Analytics: The Next Level of Transparency October 9, 2013 Joe Galvin © Miller Heiman , Inc. All Rights Reserved. 2
  3. 3. Increasing Levels of Transparency Spreadsheet 1990 Client Server 1996 Deploy new CRM System Paper Form 1984 22% 0% 53% 20% 40% Completed in 2012 or prior 25% 60% 2013/2014 80% On Demand 2004 100% Not planned or in place SFA Market 2012: $4.7 billion © Miller Heiman , Inc. All Rights Reserved. Miller Heiman Research Institute Research Note: Sales Analytics: The Downside of Transparency 3
  4. 4. Examples Exist Everywhere Replaced Baseball Scouts Judgment with Facts “21” MIT Math PhDs Crack the Card Counting Code Wearable Technology © Miller Heiman , Inc. All Rights Reserved. 4
  5. 5. The Next Level of Transparency Outcomes Funnel Confidence Fuzzy Funnels Anecdotal Perceptions Activities Behavior Modeling The Next Level of Transparency © Miller Heiman , Inc. All Rights Reserved. Miller Heiman Research Institute Research Note: Strategic Themes 2014: The Next Level of Transparency 5
  6. 6. Sales Performance Management Sales Performance Management Measure, Predict and Influence Sales Performance Measure Predict Cost of Sales Sales Achievement Sales Performance Customers Markets Products Sales Forecast Sales Funnel Analytics © Miller Heiman , Inc. All Rights Reserved. Influence Territory Definition Compensation Plan Quota Allocation Frontline Sales Manager Productivity Infrastructure Miller Heiman Research Institute Research Note: Sales Performance Management: Measure, Predict and Influence 6
  7. 7. Forecast Accuracy Those that have strong forecasts for 2013 report higher accuracy 100% 90% 15% 42% 80% 70% 35% 74% greater than 80% 27% greater than 80% 60% 50% 22% 39% 40% 30% 81-90% 71-80% 15% 9% 9% 7% 4% 7% <100% Forecast 100%+ Forecast 20% 10% 0% 91-100% 11% © Miller Heiman , Inc. All Rights Reserved. Miller Heiman Sales Performance and Productivity Study 2013 61-70% 51-60% <50% 7
  8. 8. Confidence in Funnel/Opportunity Data? Organizations on track to achieve plan also have higher confidence in their opportunity data <100% Forecast 100%+ Forecast 5% 10% 14% 22% 22% <50% 12% 51-60% 61-70% 12% 20% 71-80% 14% 17% 91-100% 22% 44% 20% Funnel Confidence of 70% or greater © Miller Heiman , Inc. All Rights Reserved. 81-90% 54% Funnel Confidence of 70% or greater Miller Heiman Sales Performance and Productivity Study 2013 8
  9. 9. Sales OPS: Core Responsibilities  Manage Sales Performance - Measure, Predict and Influence Sales Behaviors • • • • Operational Data: Results, costs Opportunity Data: Funnels and forecasts Activity Data: Sales calls, demos, proposals Productivity Data: Conversion and velocity  Customer Management Process - Connecting with Customers • Create Opportunities • Manage Opportunities • Manage Relationships  Alignment of the Sales Technology Infrastructure - Powering Information and Data Exchange • • • • Territory Management SFA-CRM Integration Sales Process Emulation Mobility © Miller Heiman , Inc. All Rights Reserved. Miller Heiman Research Institute Research Note: Sales Operations: Defining the Core 9
  10. 10. Strategic Theme: Customer Management Strategy Buying Dynamic Account Management Prospecting Sales Cycle Manage Relationships Sales Create Opportunities Manage Opportunities Customer Management Marketing Customer Marketing © Miller Heiman , Inc. All Rights Reserved. Demand Creation Content Marketing 10
  11. 11. Strategic Theme: Frontline Sales Manager In an average month, our sales managers definitely spend adequate time coaching each individual on the sales team. 8 hours 36 minutes Monthly time spent by managers in World-Class Sales Organizations on “Skills Development” or “Product Training” 4 hours 24 minutes All 8 hours 36 minutes WC 0 540 Source: 2013 Miller Heiman Sales Best Practices Study © Miller Heiman , Inc. All Rights Reserved. 2013 Sales Best Practice Study The Growing Gap Between Good and Great 11
  12. 12. 2014 Miller Heiman Sales Best Practices Study  The largest ongoing global study of complex B2B sales management and selling activities  Analysis identifies attributes of World-Class Sales Performance  Data is the basis of research services, benchmarking company performance to World-Class Sales Performance. 2014 Miller Heiman Sales Best Practices Study open through November 4th www.millerheiman.com/research Respondents have access to results via Executive Summary and exclusive participant webinar. 2013 Study: 1,100+ responses, 15 verticals © Miller Heiman , Inc. All Rights Reserved. 12
  13. 13. Your Sales System Customer Management Business Management © Miller Heiman , Inc. All Rights Reserved. 13
  14. 14. Sales Performance: Customer Management Alignment Chief Sales Officer Revenue, Expense, Marketshare Sales Management Channel/Region/Segment Sales Manager Frontline, Quota Bearing Sales Rep Customer Management Field/Inside/Channel Sales Hierarchy Tiered Matrix Performance © Miller Heiman , Inc. All Rights Reserved. 14
  15. 15. The Levers of Productivity Chief Sales Officer Revenue, Expense, Marketshare Sales Management Sales Operations Channel/Region/Segment Territories, Metrics, Comp, Quota Sales Training Sales Manager Frontline, Quota Bearing Process, Skills, Product, New Hire Sales Enablement Leads, Knowledge, Message, Tools Salesperson Sales Technology Field/Inside/Channel SFA, Apps, Platform. Mobile Sales Infrastructure Performance Productivity © Miller Heiman , Inc. All Rights Reserved. 15
  16. 16. Sales Force Automation: Next Generation SFA Foundation ICM –Sales Compensation Methodology Automation Accounts Contacts Opportunities Comp Plans Account Plans Crediting Rules Opportunity Plan Funnel/Forecast Quota Mgmt. Territories Sales Hierarchy Commission Statements Analytics Historical Data Capture Predictive Modeling Coaching Team Selling Productivity Metrics Sales Force Automation: Next Generation Visibility and Transparency - Reports and Dashboards © Miller Heiman , Inc. All Rights Reserved. 16
  17. 17. MSFT analytics © Miller Heiman , Inc. All Rights Reserved. 17
  18. 18. Funnel Confidence – Forecast Accuracy  Clearly defined customer management strategies - Sales Ops  Frontline sales manager expertise - Sales training  Organizational execution - Sales leadership  Technology Infrastructure - Align with Customer Management © Miller Heiman , Inc. All Rights Reserved. 18
  19. 19. The Next Level of Transparency Outcomes Funnel Confidence Fuzzy Funnels Anecdotal Perceptions Activities Behavior Modeling The Next Level of Transparency © Miller Heiman , Inc. All Rights Reserved. Miller Heiman Research Institute Research Note: Strategic Themes 2014: The Next Level of Transparency 19

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