Is Your Sales Pipeline Fact,
Fiction, or Fantasy?
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Business Analytics
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Today’s Agenda
Introduction: Fact, Fiction or Fantasy?
• Gerhard Gschwandtner, Founder and Publisher, Selling Power
Getting the Facts with Sales Analytics
• Darren Cunningham LucidEra Director Product Marketing
Cunningham,
Theikos: From Sales Efficiency to Effectiveness
• Jason Masciarelli, CEO Theikos
Copyright © 2008 LucidEra – All rights reserved

Polling Question #1
Today, is your sales pipeline is based on:
A. Fact (Visibility into past & present performance metrics)
B
B. Fiction (CRM adoption is high but still lots of surprises)
high,
C. Fantasy (No CRM or low CRM adoption, gut-feel decisions)
Copyright © 2008 LucidEra – All rights reserved

Polling Question #2
How do you monitor the evolution of your sales
pipeline today?
A. Salesforce.com only
B. Salesforce.com + spreadsheets
C. Other
Copyright © 2008 LucidEra – All rights reserved

Knowledge is NOT power
Information overload
Library of Congress = 7 Exabytes
Lib fC E b t
Wal-Mart – 410 Exabytes/year
Trivia overload
Increasing di t ti
I i distraction
Mangers spend 2 hours/day searching – finding useless
information
• Accenture survey 1/07)
Copyright © 2008 LucidEra – All rights reserved

Today’s Agenda
Introduction: Fact, Fiction or Fantasy?
• Gerhard Gschwandtner, Founder and Publisher, Selling Power
Getting the Facts with Sales Analytics
• Darren Cunningham LucidEra Director Product Marketing
Cunningham,
Theikos: From Sales Efficiency to Effectiveness
• Jason Masciarelli, CEO Theikos
Copyright © 2008 LucidEra – All rights reserved

What’s a World Class Sales Pipeline?
Your quarterly results are “Just the Facts,
predictable Ma’am!”
You’re able to analyze
historical trends
Discussions with reps aren’t
just about deals expected to
close
You can rank reps on more
than just quota attainment
Copyright © 2008 LucidEra – All rights reserved

Common Fiction & Fantasy Traps
Copyright © 2008 LucidEra – All rights reserved

Trap #1
Expecting deals to close without knowing that
they’re actually stuck in the pipeline.
y y
Copyright © 2008 LucidEra – All rights reserved

Trap #2
Looking at the overall pipeline totals, without
looking at what’s moved
g
into the pipeline and what’s moved out.
Copyright © 2008 LucidEra – All rights reserved

Trap #3
Counting on specific deals to close, without looking
at the performance of the reps responsible for
closing those deals.
Copyright © 2008 LucidEra – All rights reserved

Trap #4
Not knowing the trends in your conversion rates.
What % of leads convert into
opportunities?
What % of opportunities
convert into sales quotes?
What % of sales quotes convert
into paying customers?
What’s your average length of
the sales cycle to convert an
opportunity into a customer?
Copyright © 2008 LucidEra – All rights reserved

Trap #5
Not knowing how long it takes
for your sales reps to ramp up.
y
Copyright © 2008 LucidEra – All rights reserved

The Good News!
Lower Sales Rep Turnover
More Deals Closed
Copyright © 2008 LucidEra – All rights reserved

Analytics: The Critical Half of the Solution
You’ve put data into CRM, we get the value out.
1. Salesforce.com 2. LucidEra helps you get Value “Out”
helps you get Data “In”
Copyright © 2008 LucidEra – All rights reserved

Today’s Agenda
Introduction: Fact, Fiction or Fantasy?
• Gerhard Gschwandtner, Founder and Publisher, Selling Power
Getting the Facts with Sales Analytics
• Darren Cunningham LucidEra Director Product Marketing
Cunningham,
Theikos: From Sales Efficiency to Effectiveness
• Jason Masciarelli, CEO Theikos
– Consulting to enterprises on SaaS for over 7 years
– Help CEOs & Sales executives to improve sales results
– Led Theikos growth by leveraging sales analytics
Copyright © 2008 LucidEra – All rights reserved

About Theikos
SaaS Consulting, Technology & Outsourcing
We help
help…
• Enterprises who want to leverage
leading SaaS platforms to improve
organizational performance
• SaaS platform companies & ISV’s
develop SaaS solutions
Implemented CRM solutions for over 300 clients
SaaS Alliances:
Copyright © 2008 LucidEra – All rights reserved

7 Steps to Sales Effectiveness
1) Develop your end-to-end best practices sales model
2) Conduct win/loss & root cause analysis to detect
forecasting failures
3) Improve deal coaching done by managers
4) Develop your Sales & Operations Planning process
5) E
) Ensure effective use of i t
ff ti f integrated CRM & analytics
t d l ti
solutions
6) E t bli h t
Establish true collaborative account planning with k
ll b ti t l i g ith key
accounts
7) Focus on Customer Experience Management
Copyright © 2008 LucidEra – All rights reserved

Reap the Rewards
Analytics is the link that will enable you to harness the
value of connecting sales process with sales technology.
Accurate forecast visibility
Increased Sales Performance
• Yield per sales rep
Better competitive intelligence
Copyright © 2008 LucidEra – All rights reserved

Discussion
Gerhard Gschwandtner
• gerhardpsp@aol.com
Darren Cunningham
• dcunningham@lucidera.com
dcunningham@lucidera com
Jason Masciarelli
• jason@theikos.com
www.lucidera.com
Copyright © 2008 LucidEra – All rights reserved