Smart Playbook_for_south_africa

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TAS Smart Playbook helps you increase sales velocity for your sales team by applying repeatable winning sales playbooks based on intelligent industry templates and smart sales tools. And for sales managers it helps to increase visibility into team performance and manage sales forecast and pipeline risk.

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Smart Playbook_for_south_africa

  1. 1. The problem is not Information Overload The problem is a Deficit in Insight Sales Performance Management
  2. 2. Sales Managers Are Under Massive Time Pressure Travel Sales Forecast Read Reports Plan Territories Manage Pipeline CRM Compliance Close Deals Report to HQ Sales Coaching
  3. 3. Sales Managers Are Under Massive Time Pressure Travel Sales Forecast Read Reports Plan Territories Manage Pipeline CRM Compliance Close Deals Report to HQ Sales Coaching How vulnerable is your sales performance? You can’t manage what you can’t see
  4. 4. How do you reduce sales performance risk? Top performers are 10x more likely to use analytics1 Use of Analytics Sales Productivity 10x Coaching can improve sales productivity by 88%2 Sales Analytics Coaching Source: 1 IBM/MIT; 2 SEC/CEB Top Performers Low Performers +88% Coaching No Coaching
  5. 5. Top Performers Use Analytics 5x More Than Low Performers For Sales & Marketing The Ratio Is 10x -2 0 2 4 6 8 10 12 Application of Analytics Score: 1 Indicates equally likely to apply Intuition and Analytics Top Performers Low Performers Financial Management & Budgeting Operations & Production Strategy & Business Development Sales & Marketing Customer Service Customer Experience Management Intuition Analytics Tendency to apply Tendency to apply 22 1.1 Low Performer Average 5.4 Top Performer Average Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute for Business Value Study 0 1 3 5 7 9 11 13 10:1
  6. 6. It takes 68% longer to Lose a sale than to Win +68% WINNING SALES CYCLE LOSING SALES CYCLE All Deals $250k+ $100k - $250k $50k - $100k <$50k You can gain deep insight from smart sales analytics Source: Dealmaker Index Study 141 160 197 212 178 93 98 111 137 106 0 50 100 150 200 250 Duration of Won & Lost Sales Cycles in Days Won Lost
  7. 7. But Most Analytics Projects Fail Yes 45%No 55% 55% of Analytics Projects Never Finish Almost 100% Run Over Budget Project Complete? Source: Infochimps / CSC 2013
  8. 8. It doesn’t have to be that way … Yes 45%No 55% 55% of Analytics Projects Never Finish Almost 100% Run Over Budget Project Complete? $ How to Succeed Fix the Scope Add Business Context Embed Expertise
  9. 9. 10 Elements for Great Sales Analytics Sales Domain Specific Visualize Results Available to Everyone Integrates With CRM Mobile & Cloud Start With Questions Apply to Business Outcomes Embed in Daily Processes Goal Related Identify Insights
  10. 10. Data Visualization is Critical
  11. 11. Sales Coaching Improves Performance +88% Coaching Improves Productivity1 Source: 1 SEC/CEB, 2 Gallup +56% Coaching Increases Customer Loyalty2
  12. 12. The Sales Coaching Paradox Sales Support Initiatives Sales Coaching Importance Resource Sales Coaching is recognized as Important, but Resource is Not applied Source: Sales Management Association
  13. 13. LESS IMPORTANT MOST SUPPORTED LESS IMPORTANT LEAST SUPPORTED MOST IMPORTANT MOST SUPPORTED MOST IMPORTANT LEAST SUPPORTED Product Innovation Importance to Sales Force Success ‡ SupportFromUpperManagement† Lower Prices Sales Management Training Improved Sales Admin Support Sales Comp Plan Change Proper Sales Territory Coverage Enabling Technology Best Practice Sharing Sales Coaching Pre-Sales Support Channel Development Team Selling Salesperson Training Cross Selling New Account Selling Improved Lead Generation † Seven-point rating scale; 1 is “not important at all,” 7 is “very important.” Mean value is 4.83. ‡ Seven-point rating scale; 1 is “not supported at all,” 7 is “heavily supported.” Mean value is 4.02. 3σ2 3σ2 -3σ2 -3σ2 And here’s the detail ...
  14. 14. Sales Managers Don’t Coach Yes 27% No 73% 73% of Managers Spend <5% of their time Coaching More than 5% of Time Coaching? Source: Sales Management Association
  15. 15. 23% Why Sales Managers Don’t Coach Source: Sales Management Association 47% 26% 100% 50% 0% Don’t Value Coaching Not Enough Time Don’t Know How to Coach Sales Reps Don’t Ask Other 2%2%
  16. 16. 23% Sales Managers Don’t Coach: Knowledge Gap Source: Sales Management Association 47% 26% 100% 50% 0% Don’t Value Coaching Not Enough Time Don’t Know How to Coach Sales Reps Don’t Ask Other 2%2% How can smart automation empower the sales manager?
  17. 17. 10 Rules for Great Sales Coaching Adopt Buyer’s Perspective Elicit Critical Thinking Praise Good Insight Be Objective & Curious Document Actions Collaborative Regular Cadence Consistent Framework Don’t Take Over Look for Evidence
  18. 18. But … What if you could do it right …? Top performers are 10x more likely to use analytics1 Use of Analytics Sales Productivity 10x Coaching can improve sales productivity by 88%2 Sales Analytics Coaching Source: 1 IBM/MIT; 2 SEC/CEB Top Performers Low Performers +88% Coaching No Coaching
  19. 19. Based on Data, Knowledge, & Experience We wrote the book on: - Smart Systems (1988) - Sales Process (2004) - Opportunity Management (2009) - Account Planning (2013) 1,000,000 1,200,000 10,000,000 $1,000,000,000 TAS users since 1988 Hours of Sales Coaching Sales cycles measured and analyzed in Dealmaker $1Bn closed in Dealmaker each month
  20. 20. Analyze. Visualize. Coach. How vulnerable is your sales performance? You can’t manage what you can’t see. Get expert sales insights using smart sales analytics. Built-in sales expertise and automated coaching drives focus to improve sales performance.
  21. 21. Have I earned my sales performance badges? What levers do I need to pull to improve? How are the best reps performing? Am I growing my pipeline? Is there dead wood in the pipeline?
  22. 22. What % of opportunities are Inactive? Where are deals stalled? What’s the value of Inactive deals? Are there any late stage deals that are Inactive?
  23. 23. Are too many deals not moving? Where am I losing deals? Have deal values changed in the period?? What happened to the deals from each stage? Am I losing late stage deals?
  24. 24. What does a winning sales cycle look like? Why does it take longer to lose? I’m wasting resources Compare regions and individuals to ‘clone’ winners Am I losing deals early?
  25. 25. TAS Software: World-Class Performance 100% Built on Force.com® Hosted on salesforce.com® cloud Exceptionally reliable, scalable, secure Scales, tunes and backs up data automatically
  26. 26. Analyze. Visualize. Coach. The problem is not information overload – the problem is a deficit in insight

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