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7 Key Plays for Sales Performance Optimization

7 Key Plays for Sales Performance Optimization



In CSO Insights’ latest 2013 sales performance optimization survey results, sales decision makers across industries shared their top objectives for the next 12 months. Watch replay for this live ...

In CSO Insights’ latest 2013 sales performance optimization survey results, sales decision makers across industries shared their top objectives for the next 12 months. Watch replay for this live webcast featuring CSO Insights CEO, Barry Trailer, and Tim Davey, VP of Sales at SAP, to gain insights on key trends, benchmarks and steps for greater sales success.



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    7 Key Plays for Sales Performance Optimization 7 Key Plays for Sales Performance Optimization Presentation Transcript

    • WELCOME TO TODAY’S WEBCAST 7 Key Plays for Sales Performance Optimization For audio, please turn on your laptop, PC or tablet speakers. Tweet about today’s event: #SAPSalesOD© 2013 SAP AG. All rights reserved. Internal 1
    • 2 Sales Collaboration 7 Key Plays for Sales Performance Optimization February 19, 2013 2/19/2013© CSO Insights © 2012 CSO InsightsProprietary & Confidential
    • 3 2013 Overall Trends • Percentage of Reps Meeting/Beating quota: 63% • Revenue Targets up again in 2013 • Targeted company growth rates highest in years • Rep Turnover rates lowest in years© CSO InsightsProprietary & Confidential
    • 4 2013 Trends • Top Objectives of 2013 will be Capturing New Accounts and Increasing Sales Effectiveness • Sales Rep time allocation is stable but distorted • Lead Gen remains a key initiative for good reason • Forecast Accuracy remains an oxymoron© CSO InsightsProprietary & Confidential
    • 5 Top Objectives for Next 12 Months Capture New Accounts 65.0% Increase Sales Effectiveness 51.6% Increase Existing Account 35.9% Penetration Optimize Lead Generation 34.5% Reduce Sell Cycle Time 23.7% Improve Customer Satisfaction 19.9% Optimize Deal Size - Up-sell/Cross- 17.6% sell Improve Margins/Reduce 16.8% Discounting Reduce New Rep Ramp-up Time 12.2% Improve Team Selling 10.4% Increase Reorder/Renewal Rates 9.2%© CSO Insights Other 3.3%Proprietary & Confidential
    • 6 Capture New Accounts • Generating interest is the top challenge for sales. • Data quality issues hinder lead generation efforts for both sales and marketing.© CSO InsightsProprietary & Confidential
    • 7Capture New Accounts • Needing to know more about a prospect is making research difficult. • Researching is easier with the right type of sales intelligence tools.
    • 8 Increase Sales Effectiveness • Many companies find it hard to collect and share best practices across sales teams. • Internal social networks can facilitate best practices sharing.© CSO InsightsProprietary & Confidential
    • 9Increase Sales Effectiveness • Level of process adherence impacts forecast accuracy. • Better initial qualification of opportunities is also a factor.
    • 10 Sales Performance Levels • Two “No Fly” Zones. • Five years ago only 17% of firms were Performance Level 3.© CSO InsightsProprietary & Confidential
    • 11 Performance Level Comparison© CSO InsightsProprietary & Confidential
    • 12Increase Existing Account Penetration • Win/loss analysis provides metrics as opposed to hunches on who to go after and who to avoid. • Sales intelligence “triggering” can help with prioritization.
    • 13Increase Existing Account Penetration • Slight improvement seen in farming revenues from existing customers year-over-year. • More successful farming tracks with higher levels of relationships.
    • 14Improve Customer Satisfaction • Effectively communicating with customers is among the highest rated across all metrics. • New ways to interact with customers raise new possibilities for ongoing customer communications.
    • 15 Polling Question What percentage of your firm’s leads are Sales Rep generated? a) <10% b) 10%-20% c) 21%-35% d) 36%-50% e) >50%© CSO InsightsProprietary & Confidential
    • 16 Optimize Lead Generation 45% % of leads self-generated by Reps 47% Compared to 43% Others vs. Upper Quintile© CSO InsightsProprietary & Confidential
    • 17 Sales Rep Time Allocation Other (travel, Generating training, etc.) Leads/Researchin Meetings/Admin 11.4% g Accounts Tasks 20.9% 13.8% Post Sales Tasks (order processing, Selling (face-to- account face or on the management, phone) etc.) 37.0% 16.9%© CSO InsightsProprietary & Confidential
    • 18Optimize Deal Size—Up/Cross-Sell • Effective planning can have a positive impact on competitive losses. • Customer marketplace training for reps can improve planning abilities.
    • 19Optimize Deal Size—Up/Cross-Sell • Customer support is actively generating leads. • Support is sometimes engaged in generating revenues.
    • 20Top Sales Effectiveness Initiatives for 2013 Enhancing lead generation 48.9% Aligning sales and marketing 38.3%Improving rep access to key information 36.8% Revising sales process 33.4% Enhancing team communications 30.4% Analyzing customers buying process 27.2% Revising sales tools 26.6% Revising sales team structure 25.3% Revising channel strategy 24.5% Revising compensation 24.0% New CRM tools 21.7% Revising hiring strategy 15.3%
    • 21 Looking Ahead • Social Media/Selling will not be as big as everyone expects. • Mobile apps for reps will be bigger than everyone expects. • Big Data could be really BIG once companies figure out what to look for.© CSO InsightsProprietary & Confidential
    • 22 Looking Ahead • “Collaboration is the word of the decade.” • Single Version of the Truth, 360 degree Intelligence, Data Hygiene. • Optimizing Lead Gen with Greater Sales & Marketing Alignment.© CSO InsightsProprietary & Confidential
    • 23 Thank you Barry Trailer, Managing Partner, CSO Insights barry.trailer@csoinsights.com For sales, marketing or general info email: http://www.csoinsights.com/About-Us/Contact-Us© CSO InsightsProprietary & Confidential
    • 7 Strategies for Sales SuccessTim Davey, VP of Sales, SAPFebruary 19, 2013
    • Sell Smarter, Win More Maximize up sell and 1 Capture new accounts 4 cross sell Increase sales 2 effectiveness 5 Optimize lead generation Increase existing account 3 penetration 6 Reduce sales cycles Improve customer 7 satisfaction© 2013 SAP AG. All rights reserved. Internal 25
    • Capture New Accounts It’s about  Warm introductions, faster  Personal engagements via social connections  Account targeting  Real-time access to deeper customer insights, delivering Many fishes in the sea… account relevance catching the right ones matter© 2013 SAP AG. All rights reserved. Internal 26
    • Increase Sales Effectiveness Apply best practices  Easy = use = love = $$$  360 customer insight on- demand, anytime on any device  Sales collaboration, team selling  Wisdom shared, rinse and repeat “Because SAP Sales OnDemand is  Guided selling incredibly intuitive, our sales reps felt comfortable using it from day one without any training,” -- Rolf Schumann, GM, Rieber GmbH & Co. KG© 2013 SAP AG. All rights reserved. Internal 27
    • Increase Existing Account Penetration and Up Sell, Cross SellLand and expand…. uncover new opportunities quickly Account purchase history plus instant pricing and quoting to close deals on the spot© 2013 SAP AG. All rights reserved. Internal 28
    • Optimize Lead Generation Marketing, sales and customer service together to amp up leads© 2013 SAP AG. All rights reserved. Internal 29
    • Reduce Sales Cycle Time Time is money  Automation, mobility, collaboration  Access to back-office and all the right info for every interaction, every time  End-to-end customer life cycle management  Complete, predictive sales “SAP Sales OnDemand has helped us analytics improve our sales reps’ productivity as they use real-time Feeds to collaborate and get answers quickly.” -- Mike Kelly, SVP, Nebraska Book Co.© 2013 SAP AG. All rights reserved. Internal 30
    • Improve Customer Satisfaction Exceed customer expectations  Know your customers like never before  Personalize and be relevant  Amazing sales experience Drive and deliver more value to your customers… complete customer view© 2013 SAP AG. All rights reserved. Internal 31
    • Accelerate Sales Effectiveness with SAP Sales OnDemand Account Management & Easy-to-use, Intelligence Productivity & Collaboration & Social • Fast Account & Contact Personalization • Flags • Feeds, Followers & @mentions Updates • Tags • Internal, Customers, Partners • 360 Customer Intelligence • Shelf • Deal Sites • Workflow • Social Selling • Quick Creates • User-Defined Fields Real-Time Analytics • Pre-built salesOpportunity dashboardsManagement & Insight • Configurable custom reports• Easy Opportunity & Activity Tracking • Account 360• Competitor Insight • Mash-ups with SAP BW &• Guided Selling Business Objects Integration Groupware Integration Mobility • Pre-built integration with SAP ERP, SAP CRM, SAP • Robust, Full-Featured with 2-Way Sync • Complete mobile apps, no extra JAM, SAVO, InsideView • cost Support for Microsoft Outlook and Lotus Notes • Mashups with most other • Support for iPad, iPhone, apps Blackberry & Android © 2013 SAP AG. All rights reserved. Internal 32
    • Choose the right solution… BEAUTIFUL applications your team will love to use COMPLETE solution to make your sales org wildly successful – New sales effectiveness design & capabilities – Customer insight – Robust mobile apps – End-to-end sales process management – Beyond SFA: Sales onboarding, training, expense management & more – Support CONNECTED to the people, processes and information you need – In-context social collaboration – Built-in integration to SAP systems & processes, leveraging what already have CLOUD – Cloud-based – Fast delivery – Best value – Innovation without disruption© 2013 SAP AG. All rights reserved. Internal 33
    • Thank You Q&AWatch SAP Sales OnDemand demos Free 30-day Trial of SAP OnDemand Connect with us:
    • THANK YOU Learn more about SAP Sales OnDemand Tweet about today’s event: #SAPSalesOD© 2013 SAP AG. All rights reserved. Internal 36