Cso Insights Sales 2 0 Webinar LucidEra

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    Cso Insights Sales 2 0 Webinar LucidEra - Presentation Transcript

    1. Accelerate Sales Effectiveness in a Sales 2.0 World Barry Trailer, CSO Insights Ken Rudin, LucidEra
    2. Today’s Agenda
      • Sales 2.0 Introduction and Overview
        • Barry Trailer, CSO Insights
      • Business Analytics: The Sales 2.0 Enabler
        • Ken Rudin, LucidEra
      • Q & A
      Copyright © 2007 LucidEra – All rights reserved
    3. Polling Question
      • Do you believe that Sales 2.0 is:
        • Hype?
        • Hope?
        • Happening?
        • Huh?
      Copyright © 2007 LucidEra – All rights reserved
    4. Sales Process Workshop Sales 2.0 Hype? Hope? Or Happening? http://www.lucidera.com/resources/whitepapers.php
    5. Where to Find Us www.csoinsights.com
    6. An Observation on Sales Today
      • “ Customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.”
      • Thomas Stewart, Editor Harvard Business Review
      • August, 2006
      • Efficiency vs. Effectiveness Impacts
      • The Four Levers Available to Sales Management
      • Identifying the Right Sales Metrics
      • Metrics Impact on Performance
      • Fact-based vs. Hunch-based Management
      Key Topics for Today’s Discussion
    7. Trends from Efficiency vs. Effectiveness
      • Quota Attainment
      • Number of Sales Calls
      • Number of No Decisions
      • Amount of Discounting
      • New Sales-rep Ramp-up Time
      • Percentage of Winning Proposals
    8. Percentage of Reps Making Quota Under Quota 43% Meeting or Exceeding Quota 57%
    9. Number of Calls to Close a Deal
    10. Outcome of Forecast Deals No Decisions 21.3% Wins 48.4% Losses 30.3%
    11. Sales Rep Ramp Up Time 2003 2007 <3 months 3-6 months 7-12 months >1 year 27.8% <3 months 4.7% 3-6 months 26.8% 7-12 months 38.1% <3 months 14.6% 3-6 months 45.3% 7-12 months 28.6% >1 year 11.6%
    12. Four Sales Effectiveness Levers Process People Technology Knowledge
    13. A = P A = P
    14. = P PROCESS A INPUT INPUT
    15. A x Q = P
          • 1. Prospect Quality -- Cultivating and working on the right Sales Opportunities .
          • 2. Process Quality -- Doing the right Selling & Marketing Actions , with the right people , at the right times .
          • 3. Execution Quality – Doing the right Actions well .
          • 4. Reference Quality -- Doing the right Customer Support/Service follow-through .
          • 5. Metrics Feedback Quality -- Sustaining performance and improvement in 1-4 above.
      Aspects of Quality in Sales
    16. INPUT OUTPUT PERFORMANCE F E E D B A C K PROCESS
          • 1. Accurate
          • 2. Consistent/Objective
          • 3. Relevant
          • 4. Timely
          • 5. Individualized
      5 Tests for Meaningful Feedback
    17. Sales 2.0: Definition
      • Increased communication and collaboration between sellers and buyers and within selling teams.
        • The Sales 2.0 environment is heavily dependent upon technology (including Web 2.0 offerings) to do everything from routine contact and account management to increasingly sophisticated opportunity management and prospect collaboration.
      • Proactive and visible integration of knowledge and measurement of the buying cycle into the sales cycle.
    18. Sales 1.0 vs. Sales 2.0
      • Sales 1.0: Chaos
        • Command, Control, Conquer
      • Sales 2.0: Coordination
        • Collaborate, Choreograph, Capture
          • VS.
    19. Participate in CSO Insights’ 2008 Sales Performance Optimization Survey! visit: www. csoinsights.com click on: “Take the Survey” for details Participate!
    20. Today’s Agenda
      • Sales 2.0 Introduction and Overview
        • Barry Trailer, CSO Insights
      • Business Analytics: The Sales 2.0 Enabler
        • Ken Rudin, LucidEra
      • Q & A
      Copyright © 2007 LucidEra – All rights reserved
    21. CRM addresses only half of the problem
      • What you wanted…
      Copyright © 2007 LucidEra – All rights reserved Top 3 Sales Objectives for Next 3 Months
    22. CRM addresses only half of the problem
      • What you got…
      Copyright © 2007 LucidEra – All rights reserved Benefits Resulting from CRM
    23. Impact on Sales
      • Reps typically end up doing essentially the same things faster rather than fundamentally differently
      Copyright © 2007 LucidEra – All rights reserved
    24. Are you doing the wrong things faster?
      • Focus on sales effectiveness (having the right process), not just sales efficiency (doing things quickly)
      Copyright © 2007 LucidEra – All rights reserved Survive Die Dominate Die (Quickly) Doing things the wrong way (inefficiently) Doing the wrong things Doing things the right way (efficiently) Doing the right things Process Efficiency
    25. Analytics: The critical half of the solution
      • The critical element to process improvement: FEEDBACK!
      • You’ve put your data into CRM, now get the value out
      Copyright © 2007 LucidEra – All rights reserved
    26. Polling Question
      • How do you analyze sales data in your organization today?
        • Rely upon the CRM system only (e.g. Salesforce.com)
        • Pull data into spreadsheets
        • Bring data into our on-premise data warehouse
        • Combination of A and B
        • None of the above
      Copyright © 2007 LucidEra – All rights reserved
    27. LucidEra: Business Analytics On Demand
      • Focused analytic solutions
        • Sales Analysis
        • Revenue Cycle Analysis
      • Simple to set-up, use, and buy business intelligence platform
      Copyright © 2007 LucidEra – All rights reserved Copyright © 2007 LucidEra – All rights reserved With LucidEra, I get visibility across the CRM and accounting systems to get quick and easy insights that help my team achieve forecasted goals. ” “
    28. Identify Where to Focus
      • And realize the goals you set out to achieve
        • Find out where you’re doing well and where you’re falling behind
        • Track changes to your pipeline over time
        • Know which deals to focus on to maximize your results
        • Understand where your team needs help
        • See what patterns are emerging and what’s coming next
      • To improve process, you need answers, not just static reports
      Copyright © 2007 LucidEra – All rights reserved
    29. Drive Sales Process Improvement
      • With answers...
        • How long does it take a lead to mature?
        • How long does each step in our sales process take?
        • How long does it take a sales rep to ramp up?
        • What are our close rates?
        • How are our average deals sizes changing?
      • You can improve performance…
        • Better timing of campaigns
        • Tighter targeting of prospects
        • More effective pursuit of leads
        • Increased pipeline velocity
        • Identifying and sharing best practices
      Copyright © 2007 LucidEra – All rights reserved
    30. Compete and Win with Business Analytics
      • Increase Visibility
      • Optimize Sales Process
      • Increase Predictability
      • Accelerate Revenue
      Copyright © 2007 LucidEra – All rights reserved
        • An analytical competitor is an organization that uses analytics systematically to out-think and out-execute the competition.
      “ ”
    31. Next Steps
      • Review your free copy of the CSO Insights 2007 Sales Performance Report
        • And visit: www. csoinsights.com and click: “Take the Survey” to participate in the CSO Insights 2008 Sales Performance Optimization Survey
      • Visit us at the Sales 2.0 conference next week in San Francisco
      • Take a Test Drive or sign-up for our 10 Days to Insight trial today
        • www.lucidera.com
      Copyright © 2007 LucidEra – All rights reserved
    32. Agenda
      • Sales 2.0 Introduction and Overview
        • Barry Trailer, CSO Insights
      • Business Analytics: The Sales 2.0 Enabler
        • Ken Rudin, LucidEra
      • Q & A
      Copyright © 2007 LucidEra – All rights reserved
    33. Discussion
      • Barry Trailer
        • [email_address]
        • www.csoinsights.com
      • Ken Rudin
        • [email_address]
        • www.lucidera.com
      Copyright © 2007 LucidEra – All rights reserved

    + Darren CunninghamDarren Cunningham, 3 years ago

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