The Secrets of Funnel Management

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

Today’s Agenda

Introduction

Gerhard Gschwandtner, Selling Power

Funnel Management

Mark Sellers, Founder of Breakthrough Sales Performance

The Sales Metrics that Matter

Ken Rudin, Founder of LucidEra

Sales Best Practices Discussion

Polling Question

In our Company Sales is Treated as:

An Art

A Science

A Combination of Art and Science

A Black Box (Nobody Really Knows How it Works)

Today’s Agenda

Introduction

Funnel Management

VPs of Sales Want RESULTS!

Reps hitting quota!

Reps being productive

New customers

Changing the Game

THE OLD GAME

Funnel free for all

Funnel afterthought

ABC!

Bad data

Visibility

Gotcha! conversations

THE NEW GAME

One funnel for all

Funnel process

Building healthy funnels

Good funnel data

On demand diagnostics

Diagnostic and planning conversations

New Game Pillars

A buying process funnel model

Business process investment and commitment to funnel management

Reinforced by analysis

© 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

With good funnel data…

Diagnosis (‘funnel ability’) is meaningful

Action plans are more effective

Achieving quota is more likely

Ensuring good funnel data throughout the year

Scheduled ‘inspections’

Funnel Audits

Focus on the conversation

Today’s Agenda

Introduction

Funnel Management

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. “ ”

Increase Revenues

Increase Sales Effectiveness

Increase Market Share

Optimize Lead Generation

Improve Customer Loyalty

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

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. ” “

The Shift to SaaS is Helping…

Simplicity

Focused Applications

Platform Power

Customer Success

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. “ ”

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…

But 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

New 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

The Sales Metrics That Matter

Pipeline

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

Total value vs. velocity

People

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

Quota vs. scorecard

Process

It’s not just one home run, it’s predictable hits over time

Sales cycle time vs. stage cycle time

Getting the Metrics that Matter Quickly

The FREE LucidEra Pipeline Healthcheck™

Assess the metrics that matter in 48 hrs

How Does it Work?

We take snapshots of opportunities in Salesforce.com

We highlight potential areas of opportunity or concern based on our best-practice analytics

We review our findings with you and help you get started

Today’s Agenda

Introduction

Funnel Management

Panel Discussion

Gerhard Gschwandtner

Mark Sellers

Ken Rudin

The Secrets of Funnel Management

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