Cso Insights Sales 2 0 Webinar LucidEra

Accelerate Sales Effectiveness in a Sales 2.0 World Barry Trailer, CSO Insights Ken Rudin, LucidEra

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

Polling Question

Do you believe that Sales 2.0 is:

Hype?

Hope?

Happening?

Huh?

Sales Process Workshop Sales 2.0 Hype? Hope? Or Happening? http://www.lucidera.com/resources/whitepapers.php

Where to Find Us www.csoinsights.com

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

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

Percentage of Reps Making Quota Under Quota 43% Meeting or Exceeding Quota 57%

Number of Calls to Close a Deal

Outcome of Forecast Deals No Decisions 21.3% Wins 48.4% Losses 30.3%

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%

Four Sales Effectiveness Levers Process People Technology Knowledge

A = P A = P

= P PROCESS A INPUT INPUT

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

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

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.

Sales 1.0 vs. Sales 2.0

Sales 1.0: Chaos

Command, Control, Conquer

Sales 2.0: Coordination

Collaborate, Choreograph, Capture

VS.

Participate in CSO Insights’ 2008 Sales Performance Optimization Survey! visit: www. csoinsights.com click on: “Take the Survey” for details Participate!

Today’s Agenda

Ken Rudin, LucidEra

Q & A

CRM addresses only half of the problem

What you wanted…

CRM addresses only half of the problem

What you got…

Impact on Sales

Reps typically end up doing essentially the same things faster rather than fundamentally differently

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

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

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

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. ” “

Identify Where to Focus