Don’t Just Analyze, Energize!         Amit Bendov         CEO, SiSense         @banditmove
Goal   Race Plan   Target Pace26.2/4 = 6.55               mph
Goal      Race Plan   Target PaceSensors   Lag/Lead    Adjust Pace
IronMan Pacing In Business• Challenging Goals• Analytics• On going feedback
Monthly Sales ($K)14012010080604020  0      Jan   Feb      Mar          Apr   May   Jun
EOQ Rush Syndrome• Underestimating the challenge• Breathless sprint to finish line• Not developing next quarter’s  deals• ...
Sales Team Pacing Example• $200K Quarterly Target• 10K Average deal size
Sales Team Pacing Example• 20 deals to close• Add 20% buffer, aim for 24• Target Pace: 2 deals/week
Linear Game PlanWeek     1   2    3   4   5   6   7   8   9 10 11 12Target   2   2    2   2   2   2   2   2   2 2 2 2
Real World Game PlanWeek     1   2   3   4   5   6   7   8   9 10 11 12Target   3   2   2   2   2   2   2   2   3 3 1 0
Hitting the RoadWeek     1   2   3   4   5   6   7   8   9 10 11 12Target   0   3   3   3   2   2   2   2   3 3 1 0QTDSale...
Multi Dimensional PlanWin Rate = 25%Week     1    2 3 4     5   6   7   8 9 10 11 12Target   0    3 3 3     2   2   2   2 ...
Multi Dimensional PlanWin Rate = 20%Week     1    2 3 4 5 6 7 8 9 10 11 12Target   0    3 3 3 2 2 2 2 3 3 1 0Opp Needed   ...
System SetupSales       CRMKPI       AnalyticsPlan     Spreadsheet
System SetupSales       CRMKPI       AnalyticsPlan     Spreadsheet
Tailwinds!
Don't Just Analyze, Energize!
Don't Just Analyze, Energize!
Don't Just Analyze, Energize!
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Don't Just Analyze, Energize!

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How you can help your team overperform with data.

Presented at the FutureBI Meetup (http://bit.ly/MoqJ02) on July 24, 2012, by Amit Bendov, CEO of SiSense Business Intelligence

Published in: Technology, Business
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Don't Just Analyze, Energize!

  1. 1. Don’t Just Analyze, Energize! Amit Bendov CEO, SiSense @banditmove
  2. 2. Goal Race Plan Target Pace26.2/4 = 6.55 mph
  3. 3. Goal Race Plan Target PaceSensors Lag/Lead Adjust Pace
  4. 4. IronMan Pacing In Business• Challenging Goals• Analytics• On going feedback
  5. 5. Monthly Sales ($K)14012010080604020 0 Jan Feb Mar Apr May Jun
  6. 6. EOQ Rush Syndrome• Underestimating the challenge• Breathless sprint to finish line• Not developing next quarter’s deals• Vicious Circle• Burn-out only a matter of time
  7. 7. Sales Team Pacing Example• $200K Quarterly Target• 10K Average deal size
  8. 8. Sales Team Pacing Example• 20 deals to close• Add 20% buffer, aim for 24• Target Pace: 2 deals/week
  9. 9. Linear Game PlanWeek 1 2 3 4 5 6 7 8 9 10 11 12Target 2 2 2 2 2 2 2 2 2 2 2 2
  10. 10. Real World Game PlanWeek 1 2 3 4 5 6 7 8 9 10 11 12Target 3 2 2 2 2 2 2 2 3 3 1 0
  11. 11. Hitting the RoadWeek 1 2 3 4 5 6 7 8 9 10 11 12Target 0 3 3 3 2 2 2 2 3 3 1 0QTDSales 0
  12. 12. Multi Dimensional PlanWin Rate = 25%Week 1 2 3 4 5 6 7 8 9 10 11 12Target 0 3 3 3 2 2 2 2 3 3 1 0Opp Needed 12 12 12 8 8 8 8 12 12 4 0QTDSales 0
  13. 13. Multi Dimensional PlanWin Rate = 20%Week 1 2 3 4 5 6 7 8 9 10 11 12Target 0 3 3 3 2 2 2 2 3 3 1 0Opp Needed 15 15 15 10 10 10 10 15 15 5 0
  14. 14. System SetupSales CRMKPI AnalyticsPlan Spreadsheet
  15. 15. System SetupSales CRMKPI AnalyticsPlan Spreadsheet
  16. 16. Tailwinds!

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