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The Global Sales Industry –Where to Spend Your Time in 2013Paul Dilger – Director, Product Marketing, The TAS Group
Introductions                Will Wiegler                Chief Marketing Officer                The TAS Group             ...
© The TAS Group 2012
Agenda• What is the Dealmaker Index?• Global findings• How you can use the Index• Summary                          © The T...
About the Dealmaker IndexDealmaker Index is a global free servicefor sales professionals and theircompanies to assess thei...
About the Sales Velocity Equation           www.thetasgroup.com/white-papers                          © The TAS Group 2012
Respondent Profile                                                                             Sales              B2C     ...
Respondent Profile                                                                   Huth-                                ...
Respondent Profile                     South America                            3%                                        ...
Respondent Profile                                                         Financial                                      ...
Respondent Profile                     Blank                                       1%                             $10bn + ...
Agenda• What is the Dealmaker Index?• Global findings• How you can use the Index• Summary                          © The T...
Individual Quota Attainment     35                                        32     30                                       ...
Team Quota Attainment     40     35                                                                         34            ...
Win Rate    40                                   37    35                                                                3...
Sales Cycle Length     35                                                     32     30                                  2...
Forecast Accuracy     60                                         50     50     40                                         ...
Sales Force Turnover     35     30                     29     25     20        19                        18       17     1...
Impact of Strategy Contribution on Quota                   Question: Sales organization contributes significantly to overa...
Impact of Strategy Contribution on Quota                   Question: Sales organization contributes significantly to overa...
Impact of Alignment on Quota Achievement                            Question: Sales and marketing organizations work well ...
Impact of Alignment on Quota Achievement                            Question: Sales and marketing organizations work well ...
Impact of Alignment on Win Rate                            Question: Sales and marketing organizations work well together ...
Impact of Alignment on Win Rate                            Question: Sales and marketing organizations work well together ...
CRM / Methodology Usage                     Question: What percentage of the sales team uses the CRM / methodology?       ...
Why Methodology Is Not Used         Question: Companies with a sales methodology- When the methodology is not used, what i...
Impact of Methodology Integration to CRM                        Question: Our sales methodology is effectively integrated ...
Impact of Methodology Integration to CRM                        Question: Our sales methodology is effectively integrated ...
Impact of Methodology on Win Rate                         Question: What percentage of the sales team uses the methodology...
Impact of Qualification on Quota Achievement                                  Question: Sales is effective at qualifying o...
Impact of Qualification on Quota Achievement                                 Question: Sales is effective at qualifying op...
Impact of Methodology on Forecast Accuracy                         Question: What percentage of the sales team uses the me...
Impact of Sales Process on Quota                                          Question: Our sales process is well defined     ...
Impact of Sales Process on Quota                                        Question: Our sales process is well defined       ...
Impact of Sales Process on Win Rate                                          Question: Our sales process is well defined  ...
Impact of Sales Process on Win Rate                                        Question: Our sales process is well defined    ...
Impact of Sales Process on Forecast Accuracy                        Question: Sales process is well understood and execute...
Impact of Sales Process on Forecast Accuracy                        Question: Sales process is well understood and execute...
Theory vs Practice          Question: How important is competency in                                  Question: We are eff...
Theory vs Practice              Question: How important is                                           Question: Our sales f...
Theory vs Practice              Question: How important is                                        Question: Our sales pipe...
Theory vs Practice                                    Question: Which Stage is Most Difficult? Most Important?       50%  ...
Theory vs Practice                                          Question: Which Stage is Most Difficult?       50%            ...
Theory vs Practice                                               Question: Our Customer Retention is Satisfactory         ...
Dealing with Competition                            Our sales strategy effectively deal with competition                  ...
Use of Social Networks                                Question: Which B2B Social Network is Most Valuable?            60% ...
LinkedIn Activity by B2B Industry            80%            70%            60%            50%            40%            30...
Facebook Activity by B2B Industry            80%            70%            60%            50%            40%            30...
Twitter Activity by B2B Industry            80%            70%            60%            50%            40%            30%...
Setting the Bar High            Superstar: Methodology & CRM usage > 50%, and Sales Process Defined, Method Well Integrate...
Setting the Bar High            Superstar: Methodology & CRM usage > 50%, and Sales Process Defined, Method Well Integrate...
Setting the Bar High: What’s the Delta?            Superstar: Methodology & CRM usage > 50%, and Sales Process Defined, Me...
Avoid the Delta of Disappointment                                          When Processes, Methodology and Technology Coll...
Agenda• What is the Dealmaker Index?• Some global conclusions• How you can use the Index• Summary                         ...
Social MediaThe impact on a customer of a bad buying decision …                    is greater than Impact to businesses   ...
© The TAS Group 2012
© The TAS Group 2012
© The TAS Group 2012
How you can use Dealmaker Index1. Get your own score and advice2. Compete with your peers or   uncover different competenc...
Dealmaker Index Study 2012                  © The TAS Group 2012
Summary• Alignment, process and methodology  help you improve quota and win rate• Specific opportunities exist to improve ...
The TAS Group. Sell Smarter. Manage Better.                    © The TAS Group 2012
Register for our Next Webinars and Events• [Virtual Customer Event] November 15th – Dealmaker  Mastery Series (Measuring S...
Free Resources   www.dealmakerindex.com   Score your sales effectiveness. Get advice. See how you compare.   www.dealmaker...
Questions?             © The TAS Group 2012
Where You Can Find Us www.thetasgroup.com • US 866.570.3836 • UK +44(0)1189 880 149 • International +353(0) 1 6788 900 • m...
The Global Sales Industry –Where to Spend Your Time in 2013Paul Dilger – Director, Product Marketing, The TAS Group
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Sales Webinar | The Global Sales Industry - Where to Spend Your Time in 2013

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Are you looking for a simple way to see how your sales organization compares? Do you want the inside track on how you should best compete in 2013? Preview our global sales effectiveness survey, covering the global trends in sales success, how the world's major sales industries compare, and the best selling opportunities in your region.

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Sales Webinar | The Global Sales Industry - Where to Spend Your Time in 2013

  1. 1. The Global Sales Industry –Where to Spend Your Time in 2013Paul Dilger – Director, Product Marketing, The TAS Group
  2. 2. Introductions Will Wiegler Chief Marketing Officer The TAS Group Paul Dilger Director, Product Marketing The TAS Group © The TAS Group 2012
  3. 3. © The TAS Group 2012
  4. 4. Agenda• What is the Dealmaker Index?• Global findings• How you can use the Index• Summary © The TAS Group 2012
  5. 5. About the Dealmaker IndexDealmaker Index is a global free servicefor sales professionals and theircompanies to assess their saleseffectiveness, gain advice on how toimprove, and compare theirperformance with their peers. © The TAS Group 2012
  6. 6. About the Sales Velocity Equation www.thetasgroup.com/white-papers © The TAS Group 2012
  7. 7. Respondent Profile Sales B2C Operations/ Other Enablement 12% 17% 10% B2B2C Sales 10% Executive Manager 8% 23% B2B Account 78% Manager Sales Exec 20% Leadership Field Sales 15% 8% Business Type Respondent Role © The TAS Group 2012
  8. 8. Respondent Profile Huth- waite Miller Female 4% 5% Heiman Solution 14% TAS Selling 9% 28% Don’t Know 8% 21-30 60+ Male 6% 5% In-House 86% Other 13% 31-40 51-60 23% None 25% 11% 23% Gender Methodology 41-50 41% Age © The TAS Group 2012
  9. 9. Respondent Profile South America 3% UK 7% Eurozone 17% E. Europe North America 57% MEA 1% 6% APAC 9% Region © The TAS Group 2012
  10. 10. Respondent Profile Financial Services Teleco Energy & 2% Power Healthcare 9% 5% 10% Professional Services 15% High Technology Other 16% 25% Industrials 18% Industry Sector © The TAS Group 2012
  11. 11. Respondent Profile Blank 1% $10bn + $5bn - $10bn 2% 15% >$20m $1bn – $5bn 34% 10% $500m – $1bn 6% $100m – $20m – $500m $50m $50m – 10% $100m 12% 11% Revenue Range © The TAS Group 2012
  12. 12. Agenda• What is the Dealmaker Index?• Global findings• How you can use the Index• Summary © The TAS Group 2012
  13. 13. Individual Quota Attainment 35 32 30 27 25 20 15 15 12 10 5 5 5 3 2 0 Average % achievement against quota in the last 3 yearsSource: Dealmaker Index November 2012 © The TAS Group 2012
  14. 14. Team Quota Attainment 40 35 34 31 30 25 21 20 15 14 10 5 0 <25% 25-50% 50-75% 75-100% Percentage of sales team that achieved quotaSource: Dealmaker Index November 2012 © The TAS Group 2012
  15. 15. Win Rate 40 37 35 34 30 25 20 17 15 11 10 5 0 <25% 25-50% 50-75% 75-100% % of qualified opportunities that results in a sale (win rate)Source: Dealmaker Index November 2012 © The TAS Group 2012
  16. 16. Sales Cycle Length 35 32 30 27 25 21 20 15 15 10 5 5 5 3 0 < 1 Month 1-3 4-6 6 - 12 > 12 150-200% Dont Months Months Months Months Know Typical length of sales cycleSource: Dealmaker Index November 2012 © The TAS Group 2012
  17. 17. Forecast Accuracy 60 50 50 40 35 30 20 9 10 6 0 Agree Strongly Agree Disagree Disagree Strongly We usually close deals as originally forecasted (accuracy)Source: Dealmaker Index November 2012 © The TAS Group 2012
  18. 18. Sales Force Turnover 35 30 29 25 20 19 18 17 15 13 11 10 5 6 5 0 Dont < 5% 5-10% 11-15% 16-20% 21-25% 26-30% > 30% Know Percentage sales team turnover in the last 12 monthsSource: Dealmaker Index November 2012 © The TAS Group 2012
  19. 19. Impact of Strategy Contribution on Quota Question: Sales organization contributes significantly to overall company strategy 100% Neutral Neutral Neutral Neutral Disagree 80% Disagree Disagree Strongly Agree Strongly Agree 60% Strongly Agree Strongly Agree 40% Agree 20% Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  20. 20. Impact of Strategy Contribution on Quota Question: Sales organization contributes significantly to overall company strategy 100% 80% 60% 40% 20% Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  21. 21. Impact of Alignment on Quota Achievement Question: Sales and marketing organizations work well together 100% Neutral Neutral Neutral 80% Neutral Disagree 60% Disagree Disagree Disagree Strongly Agree Strongly Agree 40% Strongly Agree Strongly Agree 20% Agree Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  22. 22. Impact of Alignment on Quota Achievement Question: Sales and marketing organizations work well together 100% 80% 60% 40% 20% Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  23. 23. Impact of Alignment on Win Rate Question: Sales and marketing organizations work well together 100% Neutral Neutral Neutral Neutral 80% Disagree 60% Disagree Disagree Disagree Strongly Agree Strongly Agree Strongly Agree Strongly Agree 40% 20% Agree Agree Agree Agree Win Rate: <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  24. 24. Impact of Alignment on Win Rate Question: Sales and marketing organizations work well together 100% 80% 60% 40% 20% Win Rate: <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  25. 25. CRM / Methodology Usage Question: What percentage of the sales team uses the CRM / methodology? 70% 60% CRM Methodology 50% 40% 30% 20% 10% Usage: <25% 25-50% 50-75% 75-100% Don’t Know © The TAS Group 2012Source: Dealmaker Index November 2012
  26. 26. Why Methodology Is Not Used Question: Companies with a sales methodology- When the methodology is not used, what is the reason? Only some people in the company use it What was learned has been forgotten Not integrated with the CRM Too hard to use No automation – too much manual effort It doesn’t really help sell No real value to me It doesn’t help me with sales forecasting 5% 10% 15% 20% © The TAS Group 2012Source: Dealmaker Index November 2012
  27. 27. Impact of Methodology Integration to CRM Question: Our sales methodology is effectively integrated with our CRM 100% Neutral Neutral Neutral Neutral 80% Strongly Disagree Strongly Disagree Strongly Disagree Strongly Disagree 60% Disagree Disagree Disagree Disagree 40% Strongly Agree Strongly Agree Strongly Agree Strongly Agree 20% Agree Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  28. 28. Impact of Methodology Integration to CRM Question: Our sales methodology is effectively integrated with our CRM 100% 80% 60% 40% 20% Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  29. 29. Impact of Methodology on Win Rate Question: What percentage of the sales team uses the methodology? 100% <25% <25% <25% 80% 25 – 50% <25% 25 – 50% 60% 25 – 50% 50 – 75% 25 – 50% 40% 50 – 75% 50 – 75% 50 – 75% 75 – 100% 20% 75 – 100% 75 – 100% 75 – 100% % Qualified Opportunities Convert To Sale : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  30. 30. Impact of Qualification on Quota Achievement Question: Sales is effective at qualifying opportunities 100% Neutral Neutral Neutral 80% Neutral Disagree 60% Disagree Strongly Agree Strongly Disagree Disagree Strongly Agree Strongly Agree Disagree 40% Strongly Agree Agree 20% Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  31. 31. Impact of Qualification on Quota Achievement Question: Sales is effective at qualifying opportunities 100% 80% 60% 40% 20% Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  32. 32. Impact of Methodology on Forecast Accuracy Question: What percentage of the sales team uses the methodology? 100% <25% <25% <25% <25% 25 – 50% 80% <25% 25 – 50% 50 – 75% 25 – 50% 60% 25 – 50% 50 – 75% 25 – 50% 40% 50 – 75% 50 – 75% 75 – 100% 75 – 100% 20% 75 – 100% 75 – 100% 75 – 100%Close Deals as Forecasted : Strongly Disagree Disagree Neutral Agree Strongly Agree © The TAS Group 2012Source: Dealmaker Index November 2012
  33. 33. Impact of Sales Process on Quota Question: Our sales process is well defined 100% Neutral Neutral Neutral Neutral 80% Strongly Disagree Disagree Strongly Disagree Disagree 60% Disagree Disagree Strongly Agree Strongly Agree Strongly Agree 40% Strongly Agree Agree 20% Agree Agree Agree Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  34. 34. Impact of Sales Process on Quota Question: Our sales process is well defined 100% 80% 60% 40% 20% Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  35. 35. Impact of Sales Process on Win Rate Question: Our sales process is well defined 100% Neutral Neutral Neutral Neutral 80% Disagree Strongly Disagree Disagree Disagree 60% Disagree Strongly Agree Strongly Agree Strongly Agree 40% Strongly Agree Agree 20% Agree Agree Agree Win Rate: <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  36. 36. Impact of Sales Process on Win Rate Question: Our sales process is well defined 100% 80% 60% 40% 20% Win Rate: <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  37. 37. Impact of Sales Process on Forecast Accuracy Question: Sales process is well understood and executed by the sales team 100% Neutral Neutral Neutral Disagree Neutral Neutral 80% Disagree Strongly Disagree Agree Strongly Disagree 60% Strongly Agree Disagree Strongly Agree Disagree Strongly Agree 40% Disagree Strongly Agree Agree Strongly Agree 20% Agree Agree Agree AgreeClose Deals as Forecasted : Strongly Disagree Disagree Neutral Agree Strongly Agree © The TAS Group 2012Source: Dealmaker Index November 2012
  38. 38. Impact of Sales Process on Forecast Accuracy Question: Sales process is well understood and executed by the sales team 100% 80% Agree 60% 40% 20%Close Deals as Forecasted : Strongly Disagree Disagree Neutral Agree Strongly Agree © The TAS Group 2012Source: Dealmaker Index November 2012
  39. 39. Theory vs Practice Question: How important is competency in Question: We are effective at maximizing Key Account Planning and Management? the potential from our major accounts 50% 35% 30% 40% 25% 30% 20% 20% 15% 10% 10% 5% Not Somewhat Very Disagree Strongly Essential Disagree Neutral Agree Important Important Important Strongly Agree © The TAS Group 2012Source: Dealmaker Index November 2012
  40. 40. Theory vs Practice Question: How important is Question: Our sales forecast is a critical competency in Sales Forecasting? component of our overall business planning 50% 40% 40% 30% 30% 20% 20% 10% 10% Not Somewhat Very Disagree Strongly Essential Disagree Neutral Agree Important Important Important Strongly Agree © The TAS Group 2012Source: Dealmaker Index November 2012
  41. 41. Theory vs Practice Question: How important is Question: Our sales pipeline gives an accurate competency in Pipeline Management? picture of future business 50% 40% 40% 30% 30% 20% 20% 10% 10% Not Somewhat Very Disagree Strongly Essential Disagree Neutral Agree Important Important Important Strongly Agree © The TAS Group 2012Source: Dealmaker Index November 2012
  42. 42. Theory vs Practice Question: Which Stage is Most Difficult? Most Important? 50% Most Difficult Most Important 40% 30% 20% 10% Qualification Needs Analysis Solution Negotiation Closing Presentation © The TAS Group 2012Source: Dealmaker Index November 2012
  43. 43. Theory vs Practice Question: Which Stage is Most Difficult? 50% Needs Analysis Stage Most Important Other Stage than Needs Analysis 40% Most Important 30% 20% 10% Qualification Needs Analysis Solution Negotiation Closing Presentation © The TAS Group 2012Source: Dealmaker Index November 2012
  44. 44. Theory vs Practice Question: Our Customer Retention is Satisfactory 90 Disagree Strongly 80 Disagree 70 Neutral # of Companies 60 Agree Agree Strongly 50 40 30 20 10 Quota Achievement : <25% 25 – 50% 50 – 75% 75 – 100% © The TAS Group 2012Source: Dealmaker Index November 2012
  45. 45. Dealing with Competition Our sales strategy effectively deal with competition Our sales organization is effective at differentiating against competition I can clearly differentiate my product against the competition I develop a separate competitive strategy for all of my main opportunities 50% 40% 30% 20% 10% Disagree Disagree Neutral Agree Agree Strongly Strongly © The TAS Group 2012Source: Dealmaker Index November 2012
  46. 46. Use of Social Networks Question: Which B2B Social Network is Most Valuable? 60% 50% 40% 30% 20% 10% © The TAS Group 2012Source: Dealmaker Index November 2012
  47. 47. LinkedIn Activity by B2B Industry 80% 70% 60% 50% 40% 30% 20% 10% Energy Healthcare High Industrials Other Professional Telecom- And Power Technology Services munications © The TAS Group 2012Source: Dealmaker Index November 2012
  48. 48. Facebook Activity by B2B Industry 80% 70% 60% 50% 40% 30% 20% 10% Energy Healthcare High Industrials Other Professional Telecom- And Power Technology Services munications © The TAS Group 2012Source: Dealmaker Index November 2012
  49. 49. Twitter Activity by B2B Industry 80% 70% 60% 50% 40% 30% 20% 10% Energy Healthcare High Industrials Other Professional Telecom- And Power Technology Services munications © The TAS Group 2012Source: Dealmaker Index November 2012
  50. 50. Setting the Bar High Superstar: Methodology & CRM usage > 50%, and Sales Process Defined, Method Well Integrated to CRM 50% Others 40% Superstars 30% 20% 10% Quota Achievement : <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  51. 51. Setting the Bar High Superstar: Methodology & CRM usage > 50%, and Sales Process Defined, Method Well Integrated to CRM 50% Others 40% Superstars 30% 20% 10% Win Rate: <25% 25-50% 50-75% 75-100% © The TAS Group 2012Source: Dealmaker Index November 2012
  52. 52. Setting the Bar High: What’s the Delta? Superstar: Methodology & CRM usage > 50%, and Sales Process Defined, Method Well Integrated to CRM 100% Others 80% Superstars +78% 60% +108% 40% 20% Quota Achievement Win Rate > 50% > 50% © The TAS Group 2012Source: Dealmaker Index November 2012
  53. 53. Avoid the Delta of Disappointment When Processes, Methodology and Technology Collide 50% 75-100% 40% 50-75% Quota Achievement 30% Delta of Disappointment 20% 10% 25-50% < 25% # of Best Practices Used : 1 2 3 4 © The TAS Group 2012Source: Dealmaker Index November 2012
  54. 54. Agenda• What is the Dealmaker Index?• Some global conclusions• How you can use the Index• Summary © The TAS Group 2012
  55. 55. Social MediaThe impact on a customer of a bad buying decision … is greater than Impact to businesses the impact on a sales person of a lost sale all sizes, all industries © The TAS Group 2012
  56. 56. © The TAS Group 2012
  57. 57. © The TAS Group 2012
  58. 58. © The TAS Group 2012
  59. 59. How you can use Dealmaker Index1. Get your own score and advice2. Compete with your peers or uncover different competencies in your company3. Assess your company and get advice on how the company could improve4. Learn the different internal perspectives on how the company performs5. Use during the hiring process © The TAS Group 2012
  60. 60. Dealmaker Index Study 2012 © The TAS Group 2012
  61. 61. Summary• Alignment, process and methodology help you improve quota and win rate• Specific opportunities exist to improve sales performance• Dealmaker Index will help you improve © The TAS Group 2012
  62. 62. The TAS Group. Sell Smarter. Manage Better. © The TAS Group 2012
  63. 63. Register for our Next Webinars and Events• [Virtual Customer Event] November 15th – Dealmaker Mastery Series (Measuring Success, Jim Crisera, President and CFO)• [London] November 22nd and 23rd – Sales Director Live• [London] November 28th Xactly | Pull the Right Sales Incentives Out of your Hat © The TAS Group 2012
  64. 64. Free Resources www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare. www.dealmakergenius.com Create a customized sales process. www.dealmaker365.com Read our blog featuring insights on sales effectiveness. @dealmaker365 @thetasgroup Follow us on Twitter. www.thetasgroup.com Learn more on our website. © The TAS Group 2012
  65. 65. Questions? © The TAS Group 2012
  66. 66. Where You Can Find Us www.thetasgroup.com • US 866.570.3836 • UK +44(0)1189 880 149 • International +353(0) 1 6788 900 • marketing@thetasgroup.com • Twitter: @thetasgroup © The TAS Group 2012
  67. 67. The Global Sales Industry –Where to Spend Your Time in 2013Paul Dilger – Director, Product Marketing, The TAS Group

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