Your SlideShare is downloading. ×
0
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Cso Insights Sales 2 0 Webinar LucidEra

2,004

Published on

Accelerate Sales Effectiveness in a Sales 2.0 World - Barry Trailer from CSO Insights and Ken Rudin from LucidEra provide valuable information to sales people, sales managers, and sales operations …

Accelerate Sales Effectiveness in a Sales 2.0 World - Barry Trailer from CSO Insights and Ken Rudin from LucidEra provide valuable information to sales people, sales managers, and sales operations about the importance of business analytics to bottom-line success.

Published in: Business, Education
1 Comment
5 Likes
Statistics
Notes
  • Looking great, Bookmarked as one of my favourites!
    http://www.homeimprovementfirm.com
    http://www.homeimprovementfirm.com/category/furniture
    http://www.homeimprovementfirm.com/category/modern-furniture
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
No Downloads
Views
Total Views
2,004
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
1
Likes
5
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide
  • Transcript

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

    ×