Lucidera Salesforce User Group

Do You Have the Sales Metrics that Matter? Darren Cunningham, LucidEra [email_address] www.twitter.com/lucidera www.lucidera.com

Quick Poll

What do you see as the primary reasons for deploying Sales Analytics?

Introducing LucidEra

On-Going Actionable Insight

Simple to Set Up and Use Apps

Built-in Best Practices

Top 5 Sales Goals This Year Optimizing direct and indirect sales capabilities has been among the top four CEO strategic priorities for the past two years. “ ”

Increase Revenues

Increase Sales Effectiveness

Increase Market Share

Optimize Lead Generation

Improve Customer Loyalty

But…

Salespeople spend fewer than 45% of the time actually selling; and, in certain cases, actual client face time represented just 10% of the work week , with the remainder devoted to travel, and administrative tasks and preparation.

Analytics: The Critical Second Half of CRM In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. ” “

How Did You Decide What Reports to Create?

They were already created when I joined

I took an admin training course

I knew what we needed to measure and track

Management decided and I had to figure it out

Other answers?

What are Your Most Important Sales Metrics?

Quota?

Win Rate?

Avg Days to Close?

Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…

Do You Have the Right Metrics? .406 The Old Way…

Sales 2.0 Metrics That Matter

Total Sales

Total Pipeline

Count of Lead Companies

Lead to Oppty Conversion

Avg Days from Lead to Oppty

Avg Age of Open Oppty’s

Avg Days from Lead to Close

Avg Oppty Amount

Avg # of Oppty’s

Lead to Close Conversion

The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F

Example:

Where am I really winning (and losing deals)?

What “Industry” would you invest resources to improve win rates? High Tech at 45%?

… Now, what “Industry” would you invest resources in to improve win rates?

“ Services” Win Rate dropped ~50% Year over Year (68% to 38%) High Tech only decreased by 10%

The Sales Pipeline Metrics That Matter

Pipeline Size Changes Due to:

New opportunities added

Amount added this period, and % of overall pipeline

Opportunities pushed out or pulled in

Opportunities that grew or shrank

Pipeline Velocity

Time to convert a lead to an opportunity

Conversion rates from stage to stage

Pipeline velocity by stage

Sales cycle times by type of deal

LucidEra: Track the Sales Metrics That Matter

Your Sales Pipeline

It’s not just the # of deals, it’s how they’re moving

Total value vs. velocity

Your Sales People

It’s not just how they’ve done, it’s how they’re going to do

Quota vs. scorecard

Your Sales Process

It’s not just having a process, it’s making sure it’s followed

Data entry versus data accuracy

The LucidEra Pipeline Healthcheck™

Actionable Insight in 48 Hours

www.lucidera.com/healthcheck LucidEra was able to quickly quantify the impact that on-demand business intelligence can have on our business. ” “

Identify Opportunities and Risks in 48 Hours

Which deals should you focus on?

Which deals are at risk?

What should your forecast be?

www.lucidera.com/healthcheck LucidEra’s Pipeline Healthcheck not only provides the ability to do much deeper analysis to identify hidden risk factors in your pipeline , but also provides a process to interpret what it all means and define what you should do about it. “ ”

Sample Pipeline Healthcheck ™ Discoveries

LucidEra Highlighted that $3M in Pipeline was at Risk

Forecast for the next two quarters showed 15% of revenue coming from smaller deals and 85% coming from larger deals

Unrealistic based on historical trends of 50/50 split

The Pipeline has 70% of All Deals in Later Stages and Represents $10M

This quarter  high probability for exceeding quota

Based on historical trends will miss next quarter by $2M

LucidEra Found that 20% of Deals in $4M Forecast were Suspect

VP needed to pull in $800K of higher potential deals or miss #

LucidEra Pipeline Healthcheck™ Next Steps

Sign Up Today

We Analyze Your Salesforce.com Data

Pipeline Opportunities and Risks Identified

Findings Reviewed

On-Demand Business Intelligence Delivered

Copyright © 2008 LucidEra – All rights reserved LucidEra has taken the complexity out of business intelligence so that more people and companies can take advantage of analytical insights. - Denis Pombriant, Beagle Research ” “ www.lucidera.com/healthcheck

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