Equipping(Your(Sales(Team(For(
Peak(Performance(With(Mobile=
Enabled(&(Integrated(Sales(
Resources((
#PeakPerformance,
#PeakPerformance,
Follow,this,webinar,on,LinkedIn,&,Twi:er,
#PeakPerformance,,
About,Demand(Gen(Report(
@DG_Report
http://linkd.in/DG_Specialists
•  Launched,in,2007,to,track,best,pracAces,in,
lead,gen...
#PeakPerformance,
Panelists,
Joe,Galvin,
Chief,Research,Officer,
Miller(Heiman(Research(
InsEtute( ,
(
MODERATOR:,
Ma:hew,Mc...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 5,
The Next Level of Transparency
April 28, 2014
Jo e G al vin
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 6,
Decision Making
What,we,know:,,
,,50/50,
probability,
What,we,think:,,
,,I...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 7,
What We Know and What We Think
InformaAon,and,Data,,What$we$know%
,Perspec...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 8,
Adding to What We Know
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 9,
Examples Exist Everywhere
Replaced,
Baseball,
Scouts,
Judgment,
with,,
Fac...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 10,
Auto Analytics
…discipline of auto-analytics—the practice of
voluntarily ...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 11,
The Next Level of Transparency
Behavior$Modeling$
Funnel$Confidence$
The,N...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 12,
The Next Level of Transparency
!  Adds Precision to Customer Management
-...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 13,
2014 Strategic Theme: The Next Level of Transparency
Sales Operations
Cus...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 14,
The Levers of Productivity
Sales,Management,
Channel/Region/Segment$
Sale...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 15,
Strategic Infrastructure
Sales(Technology(
SFA$ Learning$ Content$
Comput...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 16,
9%, 7%,
11%,
4%,
15%,
7%,
22%,
9%,
27%,
39%,
15%,
35%,
0%,
20%,
40%,
60%,...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 17,
Confidence in Funnel/Opportunity Data?
Miller$Heiman$Sales$Performance$an...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 18,
2014 Strategic Theme: The Next Level of Transparency
Sales Operations
Cus...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 19,
Building Blocks of Sales Enablement
Knowledge,Access,
InformaAon,
Portal,...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 20,
Back to the Future
Tom,Siebel,–,Michael,Malone,
1996,
….most,sales,force,...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 21,
Increasing Levels of Transparency
Paper,Form,
1984,
Spreadsheet,
1990,,
C...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 22,
Visibility$and$Transparency$_$Reports$and$Dashboards$$
Sales(Force(Automa...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 23,
Customer Management System
CRM/SFA,
Internal,Data,Systems,
MarkeAng,,Fina...
©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 24,
Choose Wisely…
When,we,add,to,what,we,
know,,,
we,expand,our,perspecAve,
...
2
5
Dramatically Increase Sales Productivity !"
Increase rep productivity and extract more value out of your SFA/CRM
inves...
26
Your Current Sales Analytics Aren t Enough"
Limited to current data within
SFA/CRM systems
Scripting required for
advan...
Addition +"
Subtraction -"
Multiplication x"
Division ÷"
Exponentiation bn"
Summarization"
Min"
Max
Limited to current dat...
28
The Opportunity for Your Sales Organization"
Tablets have ushered in a new era of field sales capabilities"
Sales
Capabi...
29
Customer Engagement in Its Finest Form"
Present Relevant and interactive information."
$
•  Interactive,
spontaneous
co...
30
Sales Productivity, Maximized."
Take action in the field. Monitor activity and coach on delivery."
•  Guided Selling!
• ...
31
Hear how these great organizations have transformed how they sell."
32
Free Ways to Get Started"
Custom Mobile App or Analytics
Dashboard Prototype
The Free MicroStrategy QuickStrike !
•  Ha...
Q&A,//,Panelists,
Joe,Galvin,
Chief,Research,Officer,
Miller(Heiman(Research(
InsEtute( ,
(
MODERATOR:,
Ma:hew,McKenzie,,
Ed...
#PeakPerformance,
Thanks,for,a:ending,this,webinar!,
,,
Download,and,view,this,presentaAon,at:,
h:p://dg=r.co/peak=perform...
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Equipping your sales team for peak performance with mobile enabled & integrated sales resources

  1. 1. Equipping(Your(Sales(Team(For( Peak(Performance(With(Mobile= Enabled(&(Integrated(Sales( Resources(( #PeakPerformance,
  2. 2. #PeakPerformance, Follow,this,webinar,on,LinkedIn,&,Twi:er, #PeakPerformance,,
  3. 3. About,Demand(Gen(Report( @DG_Report http://linkd.in/DG_Specialists •  Launched,in,2007,to,track,best,pracAces,in, lead,generaAon, •  Newsle:er,has,grown,to,more,than,26,000, readers, •  We,also,offer,a,menu,of,research,and,best, pracAces,reports,, •  New,audio/video,podcasts,at, DemandGenReport.com,
  4. 4. #PeakPerformance, Panelists, Joe,Galvin, Chief,Research,Officer, Miller(Heiman(Research( InsEtute( , ( MODERATOR:, Ma:hew,McKenzie,, Editor,,Demand(Gen(Report( Emily,Shorter, Manager,,Industry,and, SoluAons,MarkeAng , MicroStrategy((
  5. 5. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 5, The Next Level of Transparency April 28, 2014 Jo e G al vin
  6. 6. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 6, Decision Making What,we,know:,, ,,50/50, probability, What,we,think:,, ,,I,always,pick,heads, New$informa,on:$$ $3$straight$tails$ Decision:,………?,
  7. 7. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 7, What We Know and What We Think InformaAon,and,Data,,What$we$know% ,PerspecAve,and,Knowledge,,What$we$think( When,we,add,to,what,we,know,,, ,we,expand,our,perspecAve,of,what,we,think(
  8. 8. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 8, Adding to What We Know
  9. 9. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 9, Examples Exist Everywhere Replaced, Baseball, Scouts, Judgment, with,, Facts, “21”, MIT,Math, PhDs,, Crack,the, Card, CounAng, Code, Wearable,Technology,
  10. 10. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 10, Auto Analytics …discipline of auto-analytics—the practice of voluntarily collecting and analyzing data about oneself in order to improve. …with$wearable$devices,$mobile$and$computer$apps,$and$ sophis,cated$data$visualiza,on…$monitor$our$office$ac,vity$ …use$that$informa,on$to$make$beAer$choices$about$where$to$focus$ our$,me$and$energy$ “effort,at,selfawareness”, Source:,H.,James,Wilson,,Senior,Researcher,at,Babson,ExecuAve,EducaAon,,,,
  11. 11. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 11, The Next Level of Transparency Behavior$Modeling$ Funnel$Confidence$ The,Next,Level,of,Transparency, Fuzzy$Funnels$ Outcomes, Anecdotal$Percep,ons$ AcAviAes, Miller$Heiman$Research$Ins,tute$Research$Note:$ $Strategic$Themes$2014:$The$Next$Level$of$Transparency$
  12. 12. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 12, The Next Level of Transparency !  Adds Precision to Customer Management - Accurate,Forecasts, - Funnel,Confidence, !  Allows the Sales Leader Greater Insight to Sales Behaviors - ConnecAng,Behaviors,,AcAviAes,and,Messages,with,Results, - Capture,Sales,ProducAvity,as,a,FuncAon,of,Effort,and,Outcome, !  Empowers Sales to Re-gain Control - Rapid,learning,through,shared,experiences,and,knowledge, •  Knowledge$Exchange, - Calibrated,standards,for,opportunity,modeling, •  Qualifica,on$Criteria$ •  Conversion$rate$by$sales$stage$ •  Sales$cycle$length$by$sales$stage$
  13. 13. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 13, 2014 Strategic Theme: The Next Level of Transparency Sales Operations Customer Management Sales Training Frontline Sales Manager Sales Enablement Knowledge Exchange Sales Technology Social Platform Funnel, ,Confidence, Behavior, Modeling,
  14. 14. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 14, The Levers of Productivity Sales,Management, Channel/Region/Segment$ Sales,Manager, Frontline,$Quota$Bearing$ Salesperson, Field/Inside/Channel$ Chief,Sales,Officer, Revenue,$Expense,$Marketshare$ Sales( Performance$ Sales,OperaAons, Territories,$Metrics,$Comp,$Quota$$$$$$ Sales,Training, Process,$Skills,$Product,$New$Hire$ Sales,Enablement, Leads,$Knowledge,$Message,$Tools$ Sales,Technology, SFA,$Apps,$PlaXorm.$Mobile$ Infrastructure( Produc,vity$
  15. 15. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 15, Strategic Infrastructure Sales(Technology( SFA$ Learning$ Content$ Computer,,Tablet,,Smartphone,,,,,,,,,,,,,,,,,,,,,,,,,,,(((((((((((((((((Mobility,,CollaboraAon,,IntegraAon,,( OperaEons( Market,assessment,, coverage,model,, territory/role, definiAons,,quota, management,, compensaAon,,funnels,, forecasts,,producAvity,, metrics,,reporAng,, analyAcs, , Where,We,Sell, How,We,Sell, Training( Process,and, methodology,, skills,,tacAcs,and, techniques,, sales,mgmt.,,coaching, new,hire,producAvity,, market,,compeAtors, , Enablement( Value,,FAB,, posiAoning,, comparaAve,,strategic, roadmap,,ROI/TCO,, documents,, playbooks,, presentaAons,,rich, media,,webinars,, virtual,events,, community, , What,We,Sell,
  16. 16. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 16, 9%, 7%, 11%, 4%, 15%, 7%, 22%, 9%, 27%, 39%, 15%, 35%, 0%, 20%, 40%, 60%, 80%, 100%, <100%,Forecast, 100%+,Forecast, 9110 0%, 8190 %, 7180 %, Forecast Accuracy Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$ Those that have strong forecasts for 2013 report higher accuracy 42%( greater$ than$80%$ 74%( greater$ than$ 80%$
  17. 17. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 17, Confidence in Funnel/Opportunity Data? Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$ Organizations on track to achieve plan also have higher confidence in their opportunity data 22%, 12%, 22%, 17%, 22%, 5%, <100%,Forecast, 10%, 12%, 14%, 20%, 20%, 14%, 100%+(Forecast, <50%, 5160%, 6170%, 7180%, 8190%, Funnel(Confidence(( of,70%,or,greater, 44 %, Funnel(Confidence(( of,70%,or,greater, 54 %,
  18. 18. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 18, 2014 Strategic Theme: The Next Level of Transparency Sales Operations Customer Management Sales Training Frontline Sales Manager Sales Enablement Knowledge Exchange Sales Technology Social Platform Funnel, ,Confidence, Behavior, Modeling,
  19. 19. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 19, Building Blocks of Sales Enablement Knowledge,Access, InformaAon, Portal, Content Knowledge, Planorm, Knowledge,Exchange, Learning, Planorm, CollaboraAon, Planorm, Knowledge Knowledge,Transfer, InteracAve, InformaAon, Center, Information Miller$Heiman$Research$Ins,tute$Research$Note:$ Sales$Enablement:$Knowledge$Exchange$PlaXorm$
  20. 20. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 20, Back to the Future Tom,Siebel,–,Michael,Malone, 1996, ….most,sales,force,automaAon, tools,don’t,work., ….most,sales,force,automaAon, tools,on,the,market,do,nothing,to, help,the,salesperson,sell., ….to,date,,most,of,the,applicaAon, of,computer,technology,to,the, selling,process,is,not,for,the, benefit,of,salespeople,,but,for, sales,management.,It’s,about, control.,,
  21. 21. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 21, Increasing Levels of Transparency Paper,Form, 1984, Spreadsheet, 1990,, Client,Server, 1996, On,Demand, 2004, SFA$Market$2012:$$4.7$billion$ Deploy,new,CRM,System, 22%, 53%, 25%, 0%, 20%, 40%, 60%, 80%, 100%, Completed,in,2012,or,prior, 2013/2014, Not,planned,or,in,place, Miller$Heiman$Research$Ins,tute$Research$Note:$ Sales$Force$Automa,on$Transi,on:$Time$to$Transform$
  22. 22. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 22, Visibility$and$Transparency$_$Reports$and$Dashboards$$ Sales(Force(AutomaEon:(Next(GeneraEon( Sales Force Automation: Next Generation SFA( (FoundaEon( , Accounts, ,Contacts, OpportuniAes, , Funnel/Forecast, , Territories, Sales,Hierarchy, ICM(–Sales( CompensaEo n( , Comp,Plans, , CrediAng,Rules, , Quota,Mgmt., , Commission, Statements, Methodology( AutomaEon( , Account,Plans, , Opportunity, Plan, , Coaching, , Team,Selling, , AnalyEcs( , Historical,Data,, Capture, ,, PredicAve, ,Modeling, , ProducAvity, Metrics,
  23. 23. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 23, Customer Management System CRM/SFA, Internal,Data,Systems, MarkeAng,,Finance,,HR, Knowledge,Exchange, Strategy,,Message,,Knowledge, Data, CollaboraAo n, Device, Laptop,(air),,Tablet,,Smartphone, Mobile, ApplicaAons, Ap p, Ap p, Ap p, App, App, App, App, Miller$Heiman$Research$Ins,tute$Research$Note:$ Sales$Technology:$Accelera,ng$Change$
  24. 24. ©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 24, Choose Wisely… When,we,add,to,what,we, know,,, we,expand,our,perspecAve, of,what,we,think( The,Next,Level,of,Transparency,
  25. 25. 2 5 Dramatically Increase Sales Productivity !" Increase rep productivity and extract more value out of your SFA/CRM investment with advanced analytics and mobile enablement solutions"
  26. 26. 26 Your Current Sales Analytics Aren t Enough" Limited to current data within SFA/CRM systems Scripting required for advanced mathematical operations and functions Basic pie and bar charts Silos of Current" Information" Basic" Functions" Simple" Visualizations" Sales Data Support Data Financial Data Marketing Data Analytical Data Store Addition +" Subtraction -" Multiplication x" Division ÷" Exponentiation bn" Summarization" Min" Max $
  27. 27. Addition +" Subtraction -" Multiplication x" Division ÷" Exponentiation bn" Summarization" Min" Max Limited to current data within SFA/CRM systems Sales Data Support Data Financial Data Marketing Data Analytical Data Store Basic pie and bar charts Scripting required for advanced mathematical operations and functions 27 Your Current Sales Analytics Aren t Enough" Silos of Current" Information" Basic" Functions" Simple" Visualizations" $ Sales Data Support Data Financial Data Marketing Data Analytical Data Store Combine SFA/CRM data with data from different sources and with historical data Combine Expand your analyses with accessible advanced analytical capabilities ƒ(x)=∑{x + 2(2x + 3x)}" " Data Mining" Predictions" Statistics" Financial Analytics" More… Advanced Analytics Expand Visualize your data to spot patterns and identify trends Visualize
  28. 28. 28 The Opportunity for Your Sales Organization" Tablets have ushered in a new era of field sales capabilities" Sales Capabilities" Sales teams are empowered with a combination of the device plus Sales focused Apps Tablet features" Brought to life by a collection of technologies maturing at the same time Apps GPS Multi- Touch Battery Life Instant On Flash Data Storage App Stores Internet 3G/4G Getting information to the sales reps has never been easier. Location Driven Selling Informed Actions and Selling Light & easy to carry Easy for Sales Reps Great to share w/ customers Sales data only a tap away 10+ hours of Selling Apps designed for Humans, not Geeks $
  29. 29. 29 Customer Engagement in Its Finest Form" Present Relevant and interactive information." $ •  Interactive, spontaneous conversations! •  Multimedia collateral on-demand! •  Customized visual insights Hello, Relevant & Interactive. Goodbye, Death by PowerPoint.
  30. 30. 30 Sales Productivity, Maximized." Take action in the field. Monitor activity and coach on delivery." •  Guided Selling! •  On-the-go processing: update opportunities and forecasts! •  Monitor activity at sales meetings by reporting on app info and content! •  Coach reps to improve delivery of messages on sales calls $
  31. 31. 31 Hear how these great organizations have transformed how they sell."
  32. 32. 32 Free Ways to Get Started" Custom Mobile App or Analytics Dashboard Prototype The Free MicroStrategy QuickStrike ! •  Hands-on working session with our experts! •  We build you a custom dashboard on web or mobile! •  Your own data, your own custom processes Training Free workshop classes! • 45-minute on-site lunch and learn! • 90-minute hands-on class! • One-day workshops at locations worldwide info@microstrategy.com
  33. 33. Q&A,//,Panelists, Joe,Galvin, Chief,Research,Officer, Miller(Heiman(Research( InsEtute( , ( MODERATOR:, Ma:hew,McKenzie,, Editor,,Demand(Gen(Report( Emily,Shorter, Manager,,Industry,and, SoluAons,MarkeAng , MicroStrategy((
  34. 34. #PeakPerformance, Thanks,for,a:ending,this,webinar!, ,, Download,and,view,this,presentaAon,at:, h:p://dg=r.co/peak=performance(

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