Presentation from a talk given by David Falk at Telefonica Universitas on July 25, 2013.

1. How to Optimize Sales
Performance
2013

2. 1. Performance challenges
2. Things needed to perform
• Skills
• Tools
• Leads
• Technology
2

3. Sales reps don’t follow
the rules
3

4. Source: Accenture CSO Insights 2012
0%
50%
100%
Sales force not following company sales methodology
Don’t know (4%)
‘Pasan de todo’ (90%)
By accident (76-90%)
‘Cuando les da la gana’
(50-75%)
‘Algo es algo’
(<50%)
Ejemplo:
en
menos
del
50%
de
los
casos
siguen
la
metodología
de
la
empresa
4

5. Sales reps don’t make
their targets
5

6. 53%
47%
62%
39%
64%
36%
0%
50%
100%
2009
2010
2011
Met quota Under quota
Underperforming? You
are not alone
Source: Accenture CSO Insights 2012
6

7. Sales cycles are getting
longer
Wai@ng
for
a
Prospect
call
7

8. 11%
16%
22%
18%
9%
15%
8%
0%
25%
< 1 1-3 4-6Source: Accenture CSO Insights 2012
Sales cycle of more than
6 months: 40+%
7-9 10-12 >12 ? 8

9. Not always the customer’s fault
Inconsistent and immature sales processes
Losing focus
Inadequate planning
Not able to grow leads
9

10. Your sales force today:
10
In 1 year: 21% turnover
Auw!
Source: Accenture CSO Insights 2012

11. Sales force turnover, why?
11
Rapidly changing customer behaviour
Blurring lines of multiple industries
Ongoing shift from product focus to
business solutions
A different sales landscape!

12. New Sales Rep productive?
12
22%: 0-6 months
47%: 7-12 months
30%: +1 year
Source: Accenture CSO Insights 2012

13. Sales and Technology…
13

14. Nobody cares about the CRM
14
Adopción:
<25%
Adopción:
25-50%
Adopción:
51-75%
Adopción:
>90%
Adopción:
76-90%
Source: Accenture CSO Insights 2012
46%
low
adoption
rate

15. Sales technology fails
15

16. Technology: no results
16
9%
14%
17%
15%
21%
18%
21%
17%
27%
42%
52%
0%
25%
50%
Improved sales rep/manager
communciations
Improved forecast accuracy
Reduced administrative burden on sales
Reduced new sales rep ramp-up time
Improved support of channels
Improved best practices sharing
Improved order processing accuracy
Improved win rates
Other
Increased revenues
Shortened sell cycles
Source: Accenture CSO Insights 2012

17. 1. Performance challenges
2. Things needed to perform
• Skills
• Tools
• Leads
• Technology
17

18. Things for the complex sale
18
1. Skills
2. Tools
3. Leads
4. Technology
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19. Skills
19

20. Read, read, read
20

21. Listen, listen, listen!
21

22. Why read & listen?
22
Your Prospect Googled you. He
already knows:
• who your company is
• what your products do
• who your competitors are
• what other customers say
What can you tell him that he doesn’t
know already??

23. “Everybody has a plan…
…until they get punched in the mouth”
23
Be flexible in
your pitch!

24. Become a data processer
24
You need to
use tools...

25. Tools
25

26. The modern sales tools
26

27. Social Tools: how many
use these?
27

28. Are you reading the news?
28
Never?
Some@mes?
Every
day?
Every
hour?

29. News Alerts
29
How
many
alerts
do
yo
have
configured?

30. Are you visible?
30
Clients research your company, your
products and you!
Up
to
date???
Anything
interes@ng
to
say?

31. Who does a Prospect
want to see?
31
@jamesgoodwill
Pau Gasol fan
Climbed Mt. Everest
@?
?
?

32. Free education
32
What informative show would you
enjoy watching every week?

33. Productivity tools: how
many use these?
33
More Meetings!
Personal Emails
Mass Email feedback Don’t forget anything

34. Connect them
34
Company XYZ
is looking for
cloud
Developers.
John Doe
works there
XYZ has just
acquired ABC
company
John Doe is a
cat lover..

35. Keep connecting...
35
john.doe@xyz.com
Hi John,
congratulations on
the acquisition, I
suppose you have a
lot of development.
Maybe we can help?
So nice to talk to you. I
see you love cats!
John: yes! I saw we
have that in common,
what can I do for you?

36. All your data, all the time
36

37. Leads
37

38. No leads: no air
38

39. Who gets new leads?
39
LEAD
GENERATION
SALES
VISIT
SALES
CLOSE
NEED
IDENTIFICATION
PRODUCT
DEVELOPMENT
OFFER
DESIGN
ID PROSPECT
TYPES
Marketing Sales??

40. Leads: what you need
40
1. Data Supply
2. Time
3. Motivation
4. CRM

41. Data: continuous input
41
Fresh leads
Qualified
prospects
Customers

42. Do the reverse math
42
I want 10 customers per week
So I need 20 prospects
prospect to customer conversion
And 200 leads per week
lead to prospect conversion

43. Get data
43
Company:
Define filter criteria and buy:
Don’t buy 50.000 records at once. Maximum what you
need in 3 months.
Sales Rep:
Simple rule – Add 10 leads to your CRM every week
Get them from the web:

44. Time
44
The average Sales Rep only spends
8%of his time on prospecting
and qualifying…
Source: Industry Performance Group, survey of 1.502 salespeople in 17 industries ,2005

45. Time: farming is not sales
45
80% ? 20% ?

46. Motivation: leadgen is not fun!
46
I
am
not
buying
what
you’re
selling!

47. Get help, if you need it
47
Database Enrichment
Lead Qualification
Appointment Setting

48. Technology
48
7:11 PM!iPad
Upcoming Events
More!>!
Jones
Restaurants!
Smith’s Bars!
Johnson! Johnson<<! Johnson!
Appointment: 15 Sept
Appointment: 15 Sept
Appointment: 15 Sept
Appointment: 15 Sept
Johnson! Johnson!
Petters!
Task: 15 Sept
Task: 16 Sept
Task: 16 Sept
Task: 16 Sept
Route Visits Calendar Tasks Contacts Brochures My Company !

49. Mobile CRM is a must
49
7:11 PM!iPad
Upcoming Events
More!>!
Jones
Restaurants!
Smith’s Bars!
Johnson! Johnson<<! Johnson!
Appointment: 15 Sept
Appointment: 15 Sept
Appointment: 15 Sept
Appointment: 15 Sept
Johnson! Johnson!
Petters!
Task: 15 Sept
Task: 16 Sept
Task: 16 Sept
Task: 16 Sept
Route Visits Calendar Tasks Contacts Brochures My Company !
Data processing
Prospect background
data
Appointments
Meeting notes
News clippings
Etc.

50. Why mobile?
50
Check prospect data right before meetings
Enter meeting data during or right after
appointments
Leaving it for
later means
data loss!

51. A good CRM will
save time instead
of cost time: a
win-win
For example with
route planning
51
Use a CRM to save time

52. Keep the CRM
clean with
good data
and useful
reports
52
Check targets continously
0"
10"
20"
30"
40"
50"
Week"
17"
Week"
18"
Week"
19"
Week"
20"
5 5 5
1
5 5 5
4
5 5 5
5
5 5
10
15
10
15
15
25 Prospec4ng"
Upselling"
Courtesy"
Training"
Other"
Conversion"
© 2013 Salespoint Support Legal Terms +34932547622 support@salespointapp.com
Appointments" Sales"Ac4vity"
Pipeline"
0"
10"
20"
30"
40"
50"
Week"
17"
Week"
18"
Week"
19"
Week"
20"
30
35
40
50
Execu4ve"1"
22%
11%
34%
11%
22%
Client"
Long"Term"
Not"Interested"
Not"Target"
No"Access"0"
10"
Week"
17"
Week"
18"
Week"
19"
Week"
20"
Not"Contacted"
Contacted"
Lead"Name"Iden4fied"
Lead"Qualified"
Info"Sent"
Appointment"
Proposal"Sent"

53. Lead-CRM reality check
53
1. Are all leads loaded into the system?
2. Are all visits and the outcome of them
recorded?
3. Are weekly progress reports produced?
4. Is it possible to connect easily from outside?
5. Are alarms being set for future prospect
opportunities?

54. If it doesn’t work…
54

55. Thanks!
55
Let me know what you think
www.salespoint.com
@salespointapp
@wdfalk