Sales Management 2 0: Metrics Not Hunches

Today’s Agenda

Sales Management 2.0: Introduction and Overview

Barry Trailer, CSO Insights

Business Analytics: Enabling Sales Management 2.0

Ken Rudin, LucidEra

Q & A

Polling Question

For 2008 is your quota figure:

Lower than or equal to 2007?

<10% Higher than 2007?

10-20% Higher than 2007

>20% Higher than 2007?

Has not yet Been Assigned

Polling Question

If your quota has not yet been assigned do you expect it to be:

Lower than 2007 or equal to 2007?

<10% Higher than 2007?

10-20% Higher than 2007

>20% Higher than 2007?

To achieve these higher quotas

What is going to be different?

Before the Next Polling Question…

Assess your organization’s ability to provide sales managers with timely/accurate performance metrics:

Close deals within the original forecast timeframe

Sell value and/or avoid discounting

Differentiate vs. the competition

Clearly understand the customer’s buying process

Effectively share best practices across the sales force

Proactively identify which reps need extra coaching/mentoring

Consistently hire sales reps who can succeed selling your offerings

Polling Question

Assess your organization’s ability to provide sales managers with timely/accurate performance metrics:

Needs Improvement

Meets Expectations

Exceeds Expectations

Don’t Know

S & T R & C F I III II IV E Feedback Systems & Training Rewards & Consequences Expectations What do I do? How well do I need to do it? How important is it? How do I know what to do? How do I know how I’m doing? How do I do it? What tools, processes and/or systems do I have? What good/bad happens if I do it? What good/bad happens if I don’t do it? A New Management Model Copyright © 2008 CSO Insights– All rights reserved

1. Accurate

2. Consistent/Objective

3. Relevant

4. Timely

5. Individualized

1. Management Commitment – Clear vision, goals, objectives, and demonstration of management involvement.

2. Clear Expectations -- Defining appropriate processes, behaviors, priorities and what’s important.

3. Systems Enablement – Systems and training that leverage selling time, ease/speed selling tasks, and increase access to sales knowledge.

4. Meaningful Metrics – Feedback that meets all five tests of meaning.

5. Analytic Capabilities – Providing “movies” not just “snapshots;” dashboards that convey knowledge not just data.

Today’s Agenda

Ken Rudin, LucidEra

Q & A

5 Signs You Need Better Sales Analytics

You’re forced to make important decisions based on gut-feel and anecdotes, instead of analytics.

You’re not 100% clear on what to focus on and where to intervene to hit your number this quarter.

Copyright © 2008 LucidEra and CSO Insights– All rights reserved What industries are strong? How does this compare to last year? What’s working? What’s not working? What are the trends? Which reps push the most? Where should we invest?