You Got New Game?  Secrets of Funnel Management  in a Sales 2.0 World Gerhard Gschwandtner, Selling Power Mark Sellers, Br...
Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funne...
Polling Question <ul><li>In our Company Sales is Treated as: </li></ul><ul><ul><li>An Art </li></ul></ul><ul><ul><li>A Sci...
Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funne...
Got New Game?  The Secrets of Funnel Management  in a 2.0 World © 2008 Mark Sellers and Breakthrough SalesPerformance LLC ...
VPs of Sales Want RESULTS! <ul><li>Reps hitting quota! </li></ul><ul><li>Reps being productive </li></ul><ul><li>New custo...
Changing the Game  <ul><li>THE OLD GAME </li></ul><ul><li>Funnel free for all </li></ul><ul><li>Funnel afterthought </li><...
New Game Pillars  <ul><li>A buying process funnel model </li></ul><ul><li>Business process investment and commitment to fu...
 
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting  | www.breakthrough-sales.com Funnel metrics vs...
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting  | www.breakthrough-sales.com Traditional Funne...
A buying funnel and a selling funnel  © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting  | www.br...
Merge the two funnels  © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting  | www.breakthrough-sale...
© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting  | www.breakthrough-sales.com
With good funnel data… <ul><li>Diagnosis (‘funnel ability’) is meaningful  </li></ul><ul><li>Action plans are more effecti...
Ensuring good funnel data throughout the year <ul><li>Scheduled ‘inspections’  </li></ul><ul><li>Funnel Audits </li></ul><...
The Path to Execution:  The 8-Step Process  © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting  | ...
Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funne...
Top 5 Sales Goals This Year Copyright © 2008 LucidEra – All rights reserved Optimizing direct and indirect sales capabilit...
CRM Alone is Only Half of the Solution Copyright © 2008 LucidEra – All rights reserved Unpredictable revenues  and missed ...
Analytics: The Critical Second Half of CRM Copyright © 2008 LucidEra – All rights reserved In the projects we've benchmark...
The Shift to SaaS is Helping… <ul><li>Simplicity </li></ul><ul><li>Focused Applications </li></ul><ul><li>Platform Power <...
But Do You Have the  Right  Metrics? Batting Average .406 The Old Way… On-Base  % Batting Average + Walks + Sacrifices + H...
But Do You Have the  Right  Metrics? .406 The Old Way…
Sales 2.0   Metrics That Matter <ul><li>Total Sales </li></ul><ul><li>Total Pipeline </li></ul><ul><li>Count of Lead  Comp...
New Sales Pipeline Metrics That Matter <ul><li>Pipeline Size Changes Due To: </li></ul><ul><ul><li>New opportunities added...
The Sales Metrics That Matter <ul><li>Pipeline </li></ul><ul><ul><li>It’s not just the # of deals, it’s how they’re moving...
Getting the Metrics that Matter Quickly <ul><li>The FREE LucidEra Pipeline Healthcheck™ </li></ul><ul><ul><li>Assess the m...
Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funne...
Panel Discussion <ul><li>Gerhard Gschwandtner </li></ul><ul><li>Mark Sellers </li></ul><ul><li>Ken Rudin </li></ul>Copyrig...
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The Secrets of Funnel Management

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  • For VPs of Sales, what was optional yesterday is required today to compete effectively and hit your number. You may have heard of Sales 2.0, but how does this new reality actually translate to increased revenues? It&apos;s time to rethink the traditional sales funnel and put in place the performance metrics you need to predictably grow the business and avoid unwanted surprises.
  • Transcript of "The Secrets of Funnel Management"

    1. 1. You Got New Game? Secrets of Funnel Management in a Sales 2.0 World Gerhard Gschwandtner, Selling Power Mark Sellers, Breakthrough Sales Performance Ken Rudin, LucidEra
    2. 2. Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funnel Management </li></ul><ul><ul><li>Mark Sellers, Founder of Breakthrough Sales Performance </li></ul></ul><ul><li>The Sales Metrics that Matter </li></ul><ul><ul><li>Ken Rudin, Founder of LucidEra </li></ul></ul><ul><li>Sales Best Practices Discussion </li></ul>Copyright © 2008 LucidEra – All rights reserved
    3. 3. Polling Question <ul><li>In our Company Sales is Treated as: </li></ul><ul><ul><li>An Art </li></ul></ul><ul><ul><li>A Science </li></ul></ul><ul><ul><li>A Combination of Art and Science </li></ul></ul><ul><ul><li>A Black Box (Nobody Really Knows How it Works) </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved
    4. 4. Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funnel Management </li></ul><ul><ul><li>Mark Sellers, Founder of Breakthrough Sales Performance </li></ul></ul><ul><li>The Sales Metrics that Matter </li></ul><ul><ul><li>Ken Rudin, Founder of LucidEra </li></ul></ul><ul><li>Sales Best Practices Discussion </li></ul>Copyright © 2008 LucidEra – All rights reserved
    5. 5. Got New Game? The Secrets of Funnel Management in a 2.0 World © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    6. 6. VPs of Sales Want RESULTS! <ul><li>Reps hitting quota! </li></ul><ul><li>Reps being productive </li></ul><ul><li>New customers </li></ul>© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    7. 7. Changing the Game <ul><li>THE OLD GAME </li></ul><ul><li>Funnel free for all </li></ul><ul><li>Funnel afterthought </li></ul><ul><li>ABC! </li></ul><ul><li>Bad data </li></ul><ul><li>Visibility </li></ul><ul><li>Gotcha! conversations </li></ul><ul><li>THE NEW GAME </li></ul><ul><li>One funnel for all </li></ul><ul><li>Funnel process </li></ul><ul><li>Building healthy funnels </li></ul><ul><li>Good funnel data </li></ul><ul><li>On demand diagnostics </li></ul><ul><li>Diagnostic and planning conversations </li></ul>© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    8. 8. New Game Pillars <ul><li>A buying process funnel model </li></ul><ul><li>Business process investment and commitment to funnel management </li></ul><ul><li>Reinforced by analysis </li></ul>© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    9. 10. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Funnel metrics vs fiction Deal metrics Sales call metrics
    10. 11. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Traditional Funnel – Selling Activity Focus Prospect Qualify Make Presentations Submit Proposal Close Monitor Results
    11. 12. A buying funnel and a selling funnel © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Buying Process Order Order Selling Process
    12. 13. Merge the two funnels © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com Order Buying Process Selling Process
    13. 14. © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    14. 15. With good funnel data… <ul><li>Diagnosis (‘funnel ability’) is meaningful </li></ul><ul><li>Action plans are more effective </li></ul><ul><li>Achieving quota is more likely </li></ul>© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    15. 16. Ensuring good funnel data throughout the year <ul><li>Scheduled ‘inspections’ </li></ul><ul><li>Funnel Audits </li></ul><ul><li>Focus on the conversation </li></ul>© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    16. 17. The Path to Execution: The 8-Step Process © 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    17. 18. Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funnel Management </li></ul><ul><ul><li>Mark Sellers, Founder of Breakthrough Sales Performance </li></ul></ul><ul><li>The Sales Metrics that Matter </li></ul><ul><ul><li>Ken Rudin, Founder of LucidEra </li></ul></ul><ul><li>Sales Best Practices Discussion </li></ul>Copyright © 2008 LucidEra – All rights reserved
    18. 19. Top 5 Sales Goals This Year Copyright © 2008 LucidEra – All rights reserved Optimizing direct and indirect sales capabilities has been among the top four CEO strategic priorities for the past two years. “ ” <ul><li>Increase Revenues </li></ul><ul><li>Increase Sales Effectiveness </li></ul><ul><li>Increase Market Share </li></ul><ul><li>Optimize Lead Generation </li></ul><ul><li>Improve Customer Loyalty </li></ul>
    19. 20. CRM Alone is Only Half of the Solution Copyright © 2008 LucidEra – All rights reserved Unpredictable revenues and missed forecasts One-dimensional CRM & Excel reports do not deliver critical revenue trends Lack of time, budget and resources for “ business intelligence” Buyers recognize that actionable information is the elusive but greatest value they gain from customer management tools and technologies. “ ” The Customer Management Market Sizing Report, 2007–2012, June 2008
    20. 21. Analytics: The Critical Second Half of CRM Copyright © 2008 LucidEra – All rights reserved 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. ” “
    21. 22. The Shift to SaaS is Helping… <ul><li>Simplicity </li></ul><ul><li>Focused Applications </li></ul><ul><li>Platform Power </li></ul><ul><li>Customer Success </li></ul>Copyright © 2007 LucidEra – All rights reserved The faster time to value and lower operating costs associated with SaaS solutions have made these web-based, on-demand services a timely alternative to legacy applications. “ ”
    22. 23. But Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
    23. 24. But Do You Have the Right Metrics? .406 The Old Way…
    24. 25. Sales 2.0 Metrics That Matter <ul><li>Total Sales </li></ul><ul><li>Total Pipeline </li></ul><ul><li>Count of Lead Companies </li></ul><ul><li>Lead to Oppty Conversion </li></ul><ul><li>Avg Days from Lead to Oppty </li></ul><ul><li>Avg Age of Open Oppty’s </li></ul><ul><li>Avg Days from Lead to Close </li></ul><ul><li>Avg Oppty Amount </li></ul><ul><li>Avg # of Oppty’s </li></ul><ul><li>Lead to Close Conversion </li></ul>The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F
    25. 26. New Sales Pipeline Metrics That Matter <ul><li>Pipeline Size Changes Due To: </li></ul><ul><ul><li>New opportunities added </li></ul></ul><ul><ul><ul><li>Amount added this period, and % of overall pipeline </li></ul></ul></ul><ul><ul><li>Opportunities pushed out or pulled in </li></ul></ul><ul><ul><li>Opportunities that grew or shrank </li></ul></ul><ul><li>Pipeline Velocity </li></ul><ul><ul><li>Time to convert a lead to an opportunity </li></ul></ul><ul><ul><li>Conversion rates from stage to stage </li></ul></ul><ul><ul><li>Pipeline velocity by stage </li></ul></ul><ul><ul><li>Sales cycle times by type of deal </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved
    26. 27. The Sales Metrics That Matter <ul><li>Pipeline </li></ul><ul><ul><li>It’s not just the # of deals, it’s how they’re moving </li></ul></ul><ul><ul><li>Total value vs. velocity </li></ul></ul><ul><li>People </li></ul><ul><ul><li>It’s not just how they’ve done, it’s how they’re going to do </li></ul></ul><ul><ul><li>Quota vs. scorecard </li></ul></ul><ul><li>Process </li></ul><ul><ul><li>It’s not just one home run, it’s predictable hits over time </li></ul></ul><ul><ul><li>Sales cycle time vs. stage cycle time </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved
    27. 28. Getting the Metrics that Matter Quickly <ul><li>The FREE LucidEra Pipeline Healthcheck™ </li></ul><ul><ul><li>Assess the metrics that matter in 48 hrs </li></ul></ul>Copyright © 2008 LucidEra – All rights reserved <ul><li>How Does it Work? </li></ul><ul><ul><li>We take snapshots of opportunities in Salesforce.com </li></ul></ul><ul><ul><li>We highlight potential areas of opportunity or concern based on our best-practice analytics </li></ul></ul><ul><ul><li>We review our findings with you and help you get started </li></ul></ul>
    28. 29. Today’s Agenda <ul><li>Introduction </li></ul><ul><ul><li>Gerhard Gschwandtner, Selling Power </li></ul></ul><ul><li>Funnel Management </li></ul><ul><ul><li>Mark Sellers, Founder of Breakthrough Sales Performance </li></ul></ul><ul><li>The Sales Metrics that Matter </li></ul><ul><ul><li>Ken Rudin, Founder of LucidEra </li></ul></ul><ul><li>Sales Best Practices Discussion </li></ul>Copyright © 2008 LucidEra – All rights reserved
    29. 30. Panel Discussion <ul><li>Gerhard Gschwandtner </li></ul><ul><li>Mark Sellers </li></ul><ul><li>Ken Rudin </li></ul>Copyright © 2008 LucidEra – All rights reserved www.lucidera.com

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