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Lucidera Salesforce User Group

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Overview presentation of the metrics that matter delivered to the LA Salesforce.com User Group November 12, 2008.

Overview presentation of the metrics that matter delivered to the LA Salesforce.com User Group November 12, 2008.

Published in: Business, Technology

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  • Transcript

    • 1. Do You Have the Sales Metrics that Matter? Darren Cunningham, LucidEra [email_address] www.twitter.com/lucidera www.lucidera.com
    • 2. Quick Poll
      • What do you see as the primary reasons for deploying Sales Analytics?
      Copyright © 2008 LucidEra – All rights reserved
    • 3. Primary Reasons for Deploying Sales Analytics Copyright © 2008 LucidEra – All rights reserved
    • 4. Introducing LucidEra
      • On-Going Actionable Insight
      Copyright © 2008 LucidEra – All rights reserved
      • Simple to Set Up and Use Apps
      • Built-in Best Practices
    • 5. LucidEra Luminaries Copyright © 2008 LucidEra – All rights reserved SaaS Leaders Applications & IT Infrastructure Business Services
    • 6. 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
    • 7. Sales Benefits Resulting from CRM Copyright © 2008 LucidEra – All rights reserved
    • 8. Sales Productivity is the Top CEO Priority Copyright © 2008 LucidEra – All rights reserved
    • 9. 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.
      Copyright © 2008 LucidEra – All rights reserved “ ”
    • 10. 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. ” “
    • 11. 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?
      Copyright © 2008 LucidEra – All rights reserved
    • 12. What are Your Most Important Sales Metrics?
      • Quota?
      • Win Rate?
      • Avg Days to Close?
      Copyright © 2008 LucidEra – All rights reserved
    • 13. Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
    • 14. Do You Have the Right Metrics? .406 The Old Way…
    • 15. 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
    • 16.
      • Example:
      • Where am I really winning (and losing deals)?
    • 17. What “Industry” would you invest resources to improve win rates? High Tech at 45%?
    • 18.  
    • 19.  
    • 20.  
    • 21. … Now, what “Industry” would you invest resources in to improve win rates?
    • 22. “ Services” Win Rate dropped ~50% Year over Year (68% to 38%) High Tech only decreased by 10%
    • 23. What are Your Most Important Sales Metrics? Copyright © 2008 LucidEra – All rights reserved
    • 24. 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
    • 25. 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
    • 26. 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. ” “
    • 27. 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. “ ”
    • 28. 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
    • 29. Sample Pipeline Healthcheck ™ Discoveries
      • 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
    • 30. Sample Pipeline Healthcheck ™ Discoveries
      • LucidEra Found that 20% of Deals in $4M Forecast were Suspect
        • VP needed to pull in $800K of higher potential deals or miss #
    • 31. 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
    • 32. Contact Information
      • Darren Cunningham
        • [email_address]
        • www.lucidera.com/blog
        • www.twitter.com/lucidera
      Copyright © 2007 LucidEra – All rights reserved