Driving Productivity Through Increased Visibility


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In today's selling environment, the emphasis is on productivity. All B2B companies are looking to get to revenues faster, and hit quota more often, while controlling their costs of acquiring and retaining the business. The secret to doing this? Visibility. When sales people and managers can see how they're really doing, they sell more. In this presentation from a Xactly and The TAS Group joint webinar, you'll see how automated solutions deliver easier incentive calculation and improved motivation, and find out how real-time opportunity and account management and intelligent deal coaching deliver measurable sales growth.

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  • Vivi reads a script here about asking questions and checking the sound on the webinar.
  • How do corporations address compensation today (which is a large expense item in the cost structure)? Sales Departments have an increasingly COMPLEX MATRIX to handle: Multiple products Multiple locations, increasing remote access Multiple Countries and Currencies HOW DO YOU SIMPLIFY THIS COMPLEXITY?
  • How do Organizations control and communicate with Sales today? Custom Excel Spreadsheets E-mails 3-4 weeks in arrears
  • These create many problems: It is largely a Manual process that: Requires too much personal attention – (high # of people) Takes too long – (time and resources) Generates too many errors – (Gartner: $3 to $8 lost for every $100 paid in compensation)
  • Imagine there was a way to tackle all these issues (process, no management tool, kills productivity) with one solution?
  • Xactly offers a solution to manage and motivate your sales force by engaging in optimal behaviors and achieving results.
  • Behavior Change Better Visibility Pay Closer to Sales Event (or effort) Motivation Trust in System Rapidly Align Sales with Strategic Goals of Company
  • It provides a platform for automation that leads to: Cost Reduction and Operational Efficiency Minimize Time and Manual Effort (less people, quicker turnaround) Accurate, Validated Calculations (Minimizes errors) Centralized Administration Audit Compliance
  • It provides a platform for automation that leads to: Flexibility to Change and Adapt… More Control over Compensation Policies and Plans Model Potential Changes in Plan Design (simulations) Allow specific, timely Contests and Cash Rewards programs … without headaches of a “customized” system
  • This platform can be integrated with leading On-Demand CRM: Salesforce Microsoft Dynamics Oracle Partner
  • Mindshare. Every experience they have leads to the next.
  • The TAS Group helps companies to define and refine their Sales Processes however most of you will know us for delivering and embedding market leading Sales methodologies (Target Account Selling, Enterprise Selling Process, etc) so what is the difference ?
  • So why is it important to have both an effective Sales Process and embedded methods and practices ? 2 sales guys meet at the Station after a long day and the first says to the other: I’ve had a great day, I was up at 5:30 for a breakfast briefing with our UK user group. I’ve issued 2 Proposals & an RFI response. I’ve met with 3 decision makers and delivered 2 live product demos. I’ve added $700k of new opportunity to the pipeline and signed an agreement with a new technical partner…. the other sales guy looks at him sympathetically and says, ‘yeah, I know, I haven’t sold anything either.’ We all think sales people are entirely coin operated ? And while its fair to say that forms a big part of the motivation plan, actually the primary motivator is slightly different
  • LinkedIn poll from last year Moving things along all the time in the right direction is the key driver for sales people…visible progression is what keeps people motivated So how do we do that ? How do we make sure that we are doing things that are always moving deals forward, especially on the days when we aren’t closing them ? The answer is, we give them a framework for moving through an opportunity objectively and consistently so that sales get the guidelines needed to do the right things and managers get a consistent approach to navigating the customer's buying process and accurate/objective qualification.
  • How do we know that the salesman is doing the right things ? Sales Process Demo
  • When you think about Coaching, do you think about coaching the person or the deal ? It’s important we do both and having a tool that can help is critical to driving the right behaviours throughout the process. Coach Me is a contextual, automated & intelligent Coach Me Demo
  • Interpreting data is a critical element of understanding and affecting leading behaviours It is the rule book for allowing us to take data up the value chain to the level where we can get real directional analytics. Dealmaker Forecast Analysis & Performance Coach provide detailed Business Insight and are fed simply by the Sales people doing the right things during the sales process. DEMO Forecast Analysis & Performance Coach
  • Results are what counts but unless we do the right things and we adopt the right behaviours throughout the process, we are simply shooting in the dark
  • So what can you do next ? If you go to the TAS Group website, you’ll find a wealth of Whitepapers, Webinars, Demos, etc that will provide more detailed insight Dealmaker GENIUS is a free to use tool that automates the procedure of defining & capturing a Sales Process Dealmaker INDEX is a free online survey that captures 92 different measures and variables to provide a detailed report on the strengths & vulnerabilities of both the individual and the organisation. And with that, I’ll hand back over to Paul to see if we have any questions….
  • Driving Productivity Through Increased Visibility

    1. 1. Driving Sales Productivity through Increased Visibilityand
    2. 2. UK Sales Growth WebinarHelping Deliver Smart IncentivesRyan WardInternational Sales DirectorXactly Corporation
    3. 3. HOW DO CORPORATIONS ADDRESS COMPENSATION TODAY?Multiple productsMultiple locations,increasing remote accessMultiple countriesand currencies
    4. 4. HOW DO COMPANIESCALCULATE AND COMMUNICATE COMPENSATION?Custom Excel 3-4 weeks E-mailsSpreadsheets in arrears
    5. 5. IT IS LARGELY AMANUAL PROCESS THATRequires too much Generates toopersonal attention many errorsand takes too long
    6. 6. PRODUCTIVITY IS IMPACTED WHEN:Reps don’t understand their plansToo much time betweenthe effort and the paymentCompanies do not modify plansto address changes, launches orthreats
    7. 7. manual process no management tool low productivity
    8. 8. XACTLY - SOLUTION TO:Manage and motivate your sales force,By engaging in optimal behavioursAnd achieving results
    9. 9. BEHAVIOURAL CHANGEBetter VisibilityPay Closer to Sales EventMotivationTrust in SystemRapidly Align Sales withStrategic Goals of Company
    10. 10. COST REDUCTION ANDOPERATIONAL EFFICIENCYMinimise Time and Manual EffortAccurate, Validated CalculationsCentralised AdministrationAudit Compliance
    11. 11. FLEXIBILITY TO CHANGE AND ADAPT More Control over Compensation Policies and Plans Ability to Model Changes in Plan Design (Simulations) Allows quick Contests and Non Cash Rewards programs …without the headaches of a “customised” solution
    12. 12. XACTLY – INCENT RIGHT. SELL MORE Leader in SaaS sales performance management Fastest growing provider Strong domain experience Managing >$8 billion in compensation annually
    13. 13. AUTOMATING THE PROCESS OF COMPENSATION HR/Payroll Processing Sales Compensation Analytics Product Profitability Analytics On-DemandHosted Repository Customer Analytics Sales Performance Analytics
    15. 15. Best-in-Class Xactly users are twice as likely to be best-in-class as users of any other system* *Source: 2011 Aberdeen Group survey.ly firms in the top 20 percent of the nearly 300 companies surveyed earned best-in-class status 1.866.GO.XACTLY | http://www.xactlycorp.com| Copyright 2012 Xactly Corporation
    16. 16. Over 500 Clients in 80 countriesusing 130 currencies
    17. 17. UK Sales Growth WebinarDriving Productivitythrough Increased VisibilityGraham DandoSenior PartnerThe TAS Group
    18. 18. Sell Smarter. Manage Better. We’re not selling 00 Always use the to the right same competitive people strategy We lack penetration in Lack common our largestWe struggle with sales language or accountsforecast methodologyaccuracy We have poor Deals getting deal We struggle to stuck in the qualification Prove the value Pipeline
    19. 19. Sell Smarter. Manage Better.
    20. 20. Process vs MethodologySales Process Sales MethodologyWhat to do How to do itUnique to each company Standardized across many companiesLinear & Prescriptive Circular & DeductiveDrives forecast accuracy Drives win rateMust map to Customer’s buying Uncovers the Customer’s buying processprocess
    21. 21. The right behaviours lead to the right results
    22. 22. What Motivates Sales People ?• How do we: – Track progress during the sales cycle ? – Ensure we are doing the right things throughout ?
    23. 23. Sales Process – Guide to Successful Selling
    24. 24. Break Coaching into 2 parts: 1. Coaching the • Coaching on how tomethodology and sales WIN specific salesprocess or inspection tactics
    25. 25. Predictive Sales Analytics
    26. 26. To Manage it you Must Measure it
    28. 28. Questions ? !
    29. 29. Thank You Ryan Ward Graham Dandorward@xactlycorp.com gdando@thetasgroup.com +44 7860 895818 +44 7501 039543www.xactlycorp.com www.thetasgroup.com