Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Accelerate Sales Effectiveness in a Sales 2.0 World Barry Trailer,  CSO Insights Ken Rudin, LucidEra
Today’s Agenda <ul><li>Sales 2.0 Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></u...
Polling Question <ul><li>Do you believe that Sales 2.0 is: </li></ul><ul><ul><li>Hype? </li></ul></ul><ul><ul><li>Hope? </...
Sales  Process Workshop Sales 2.0 Hype? Hope? Or Happening? http://www.lucidera.com/resources/whitepapers.php
Where to Find Us www.csoinsights.com
An Observation on Sales Today <ul><li>“ Customers’ buying processes have evolved in our world of ubiquitous, instant, glob...
<ul><li>Efficiency vs. Effectiveness Impacts </li></ul><ul><li>The Four Levers Available to Sales Management </li></ul><ul...
Trends from Efficiency vs. Effectiveness <ul><li>Quota Attainment </li></ul><ul><li>Number of Sales Calls </li></ul><ul><l...
Percentage of Reps Making Quota  Under Quota 43% Meeting or  Exceeding Quota  57%
Number of Calls to Close a Deal
Outcome of Forecast Deals No Decisions  21.3% Wins  48.4% Losses 30.3%
Sales Rep Ramp Up Time 2003 2007 <3 months 3-6 months 7-12 months >1 year 27.8% <3 months 4.7% 3-6 months 26.8% 7-12 month...
Four Sales Effectiveness Levers Process People Technology Knowledge
A  =  P A = P
= P PROCESS A INPUT INPUT
A  x  Q   =  P
<ul><ul><ul><li>1.  Prospect Quality   -- Cultivating and working on the  right Sales Opportunities . </li></ul></ul></ul>...
INPUT OUTPUT PERFORMANCE F E E D B A C K PROCESS
<ul><ul><ul><li>1.  Accurate  </li></ul></ul></ul><ul><ul><ul><li>2.  Consistent/Objective </li></ul></ul></ul><ul><ul><ul...
Sales 2.0: Definition <ul><li>Increased communication and collaboration between sellers and buyers and within selling team...
Sales 1.0 vs. Sales 2.0 <ul><li>Sales 1.0: Chaos </li></ul><ul><ul><li>Command, Control, Conquer  </li></ul></ul><ul><li>S...
Participate in CSO Insights’ 2008  Sales Performance Optimization Survey!    visit: www. csoinsights.com  click on: “Take ...
Today’s Agenda <ul><li>Sales 2.0 Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></u...
CRM addresses only half of the problem <ul><li>What you wanted… </li></ul>Copyright © 2007 LucidEra – All rights reserved ...
CRM addresses only half of the problem <ul><li>What you got… </li></ul>Copyright © 2007 LucidEra – All rights reserved Ben...
Impact on Sales <ul><li>Reps typically end up doing essentially the same things faster rather than fundamentally different...
Are you doing the wrong things faster? <ul><li>Focus on sales effectiveness (having the right process), not just sales eff...
Analytics: The critical half of the solution <ul><li>The critical element to process improvement:  FEEDBACK! </li></ul><ul...
Polling Question <ul><li>How do you analyze sales data in your organization today? </li></ul><ul><ul><li>Rely upon the CRM...
LucidEra: Business Analytics On Demand <ul><li>Focused analytic solutions </li></ul><ul><ul><li>Sales Analysis </li></ul><...
Identify Where to Focus <ul><li>And realize the goals you set out to achieve </li></ul><ul><ul><li>Find out where you’re d...
Drive Sales Process Improvement <ul><li>With answers... </li></ul><ul><ul><li>How long does it take a lead to mature? </li...
Compete and Win with Business Analytics <ul><li>Increase Visibility </li></ul><ul><li>Optimize Sales Process </li></ul><ul...
Next Steps <ul><li>Review your free copy of the CSO Insights 2007 Sales Performance Report </li></ul><ul><ul><li>And visit...
Agenda <ul><li>Sales 2.0 Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><l...
Discussion <ul><li>Barry Trailer </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.csoinsights.com </li...
Upcoming SlideShare
Loading in …5
×

Cso Insights Sales 2 0 Webinar LucidEra

2,406 views

Published on

Accelerate Sales Effectiveness in a Sales 2.0 World - Barry Trailer from CSO Insights and Ken Rudin from LucidEra provide valuable information to sales people, sales managers, and sales operations about the importance of business analytics to bottom-line success.

Published in: Business, Education
  • Looking great, Bookmarked as one of my favourites!
    http://www.homeimprovementfirm.com
    http://www.homeimprovementfirm.com/category/furniture
    http://www.homeimprovementfirm.com/category/modern-furniture
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Cso Insights Sales 2 0 Webinar LucidEra

  1. 1. Accelerate Sales Effectiveness in a Sales 2.0 World Barry Trailer, CSO Insights Ken Rudin, LucidEra
  2. 2. Today’s Agenda <ul><li>Sales 2.0 Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><li>Business Analytics: The Sales 2.0 Enabler </li></ul><ul><ul><li>Ken Rudin, LucidEra </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
  3. 3. Polling Question <ul><li>Do you believe that Sales 2.0 is: </li></ul><ul><ul><li>Hype? </li></ul></ul><ul><ul><li>Hope? </li></ul></ul><ul><ul><li>Happening? </li></ul></ul><ul><ul><li>Huh? </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved
  4. 4. Sales Process Workshop Sales 2.0 Hype? Hope? Or Happening? http://www.lucidera.com/resources/whitepapers.php
  5. 5. Where to Find Us www.csoinsights.com
  6. 6. An Observation on Sales Today <ul><li>“ Customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.” </li></ul><ul><li>Thomas Stewart, Editor Harvard Business Review </li></ul><ul><li>August, 2006 </li></ul>
  7. 7. <ul><li>Efficiency vs. Effectiveness Impacts </li></ul><ul><li>The Four Levers Available to Sales Management </li></ul><ul><li>Identifying the Right Sales Metrics </li></ul><ul><li>Metrics Impact on Performance </li></ul><ul><li>Fact-based vs. Hunch-based Management </li></ul>Key Topics for Today’s Discussion
  8. 8. Trends from Efficiency vs. Effectiveness <ul><li>Quota Attainment </li></ul><ul><li>Number of Sales Calls </li></ul><ul><li>Number of No Decisions </li></ul><ul><li>Amount of Discounting </li></ul><ul><li>New Sales-rep Ramp-up Time </li></ul><ul><li>Percentage of Winning Proposals </li></ul>
  9. 9. Percentage of Reps Making Quota Under Quota 43% Meeting or Exceeding Quota 57%
  10. 10. Number of Calls to Close a Deal
  11. 11. Outcome of Forecast Deals No Decisions 21.3% Wins 48.4% Losses 30.3%
  12. 12. Sales Rep Ramp Up Time 2003 2007 <3 months 3-6 months 7-12 months >1 year 27.8% <3 months 4.7% 3-6 months 26.8% 7-12 months 38.1% <3 months 14.6% 3-6 months 45.3% 7-12 months 28.6% >1 year 11.6%
  13. 13. Four Sales Effectiveness Levers Process People Technology Knowledge
  14. 14. A = P A = P
  15. 15. = P PROCESS A INPUT INPUT
  16. 16. A x Q = P
  17. 17. <ul><ul><ul><li>1. Prospect Quality -- Cultivating and working on the right Sales Opportunities . </li></ul></ul></ul><ul><ul><ul><li>2. Process Quality -- Doing the right Selling & Marketing Actions , with the right people , at the right times . </li></ul></ul></ul><ul><ul><ul><li>3. Execution Quality – Doing the right Actions well . </li></ul></ul></ul><ul><ul><ul><li>4. Reference Quality -- Doing the right Customer Support/Service follow-through . </li></ul></ul></ul><ul><ul><ul><li>5. Metrics Feedback Quality -- Sustaining performance and improvement in 1-4 above. </li></ul></ul></ul>Aspects of Quality in Sales
  18. 18. INPUT OUTPUT PERFORMANCE F E E D B A C K PROCESS
  19. 19. <ul><ul><ul><li>1. Accurate </li></ul></ul></ul><ul><ul><ul><li>2. Consistent/Objective </li></ul></ul></ul><ul><ul><ul><li>3. Relevant </li></ul></ul></ul><ul><ul><ul><li>4. Timely </li></ul></ul></ul><ul><ul><ul><li>5. Individualized </li></ul></ul></ul>5 Tests for Meaningful Feedback
  20. 20. Sales 2.0: Definition <ul><li>Increased communication and collaboration between sellers and buyers and within selling teams. </li></ul><ul><ul><li>The Sales 2.0 environment is heavily dependent upon technology (including Web 2.0 offerings) to do everything from routine contact and account management to increasingly sophisticated opportunity management and prospect collaboration. </li></ul></ul><ul><li>Proactive and visible integration of knowledge and measurement of the buying cycle into the sales cycle. </li></ul>
  21. 21. Sales 1.0 vs. Sales 2.0 <ul><li>Sales 1.0: Chaos </li></ul><ul><ul><li>Command, Control, Conquer </li></ul></ul><ul><li>Sales 2.0: Coordination </li></ul><ul><ul><li>Collaborate, Choreograph, Capture </li></ul></ul><ul><ul><ul><li>VS. </li></ul></ul></ul>
  22. 22. Participate in CSO Insights’ 2008 Sales Performance Optimization Survey! visit: www. csoinsights.com click on: “Take the Survey” for details Participate!
  23. 23. Today’s Agenda <ul><li>Sales 2.0 Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><li>Business Analytics: The Sales 2.0 Enabler </li></ul><ul><ul><li>Ken Rudin, LucidEra </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
  24. 24. CRM addresses only half of the problem <ul><li>What you wanted… </li></ul>Copyright © 2007 LucidEra – All rights reserved Top 3 Sales Objectives for Next 3 Months
  25. 25. CRM addresses only half of the problem <ul><li>What you got… </li></ul>Copyright © 2007 LucidEra – All rights reserved Benefits Resulting from CRM
  26. 26. Impact on Sales <ul><li>Reps typically end up doing essentially the same things faster rather than fundamentally differently </li></ul>Copyright © 2007 LucidEra – All rights reserved
  27. 27. Are you doing the wrong things faster? <ul><li>Focus on sales effectiveness (having the right process), not just sales efficiency (doing things quickly) </li></ul>Copyright © 2007 LucidEra – All rights reserved Survive Die Dominate Die (Quickly) Doing things the wrong way (inefficiently) Doing the wrong things Doing things the right way (efficiently) Doing the right things Process Efficiency
  28. 28. Analytics: The critical half of the solution <ul><li>The critical element to process improvement: FEEDBACK! </li></ul><ul><li>You’ve put your data into CRM, now get the value out </li></ul>Copyright © 2007 LucidEra – All rights reserved
  29. 29. Polling Question <ul><li>How do you analyze sales data in your organization today? </li></ul><ul><ul><li>Rely upon the CRM system only (e.g. Salesforce.com) </li></ul></ul><ul><ul><li>Pull data into spreadsheets </li></ul></ul><ul><ul><li>Bring data into our on-premise data warehouse </li></ul></ul><ul><ul><li>Combination of A and B </li></ul></ul><ul><ul><li>None of the above </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved
  30. 30. LucidEra: Business Analytics On Demand <ul><li>Focused analytic solutions </li></ul><ul><ul><li>Sales Analysis </li></ul></ul><ul><ul><li>Revenue Cycle Analysis </li></ul></ul><ul><li>Simple to set-up, use, and buy business intelligence platform </li></ul>Copyright © 2007 LucidEra – All rights reserved Copyright © 2007 LucidEra – All rights reserved With LucidEra, I get visibility across the CRM and accounting systems to get quick and easy insights that help my team achieve forecasted goals. ” “
  31. 31. Identify Where to Focus <ul><li>And realize the goals you set out to achieve </li></ul><ul><ul><li>Find out where you’re doing well and where you’re falling behind </li></ul></ul><ul><ul><li>Track changes to your pipeline over time </li></ul></ul><ul><ul><li>Know which deals to focus on to maximize your results </li></ul></ul><ul><ul><li>Understand where your team needs help </li></ul></ul><ul><ul><li>See what patterns are emerging and what’s coming next </li></ul></ul><ul><li>To improve process, you need answers, not just static reports </li></ul>Copyright © 2007 LucidEra – All rights reserved
  32. 32. Drive Sales Process Improvement <ul><li>With answers... </li></ul><ul><ul><li>How long does it take a lead to mature? </li></ul></ul><ul><ul><li>How long does each step in our sales process take? </li></ul></ul><ul><ul><li>How long does it take a sales rep to ramp up? </li></ul></ul><ul><ul><li>What are our close rates? </li></ul></ul><ul><ul><li>How are our average deals sizes changing? </li></ul></ul><ul><li>You can improve performance… </li></ul><ul><ul><li>Better timing of campaigns </li></ul></ul><ul><ul><li>Tighter targeting of prospects </li></ul></ul><ul><ul><li>More effective pursuit of leads </li></ul></ul><ul><ul><li>Increased pipeline velocity </li></ul></ul><ul><ul><li>Identifying and sharing best practices </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved
  33. 33. Compete and Win with Business Analytics <ul><li>Increase Visibility </li></ul><ul><li>Optimize Sales Process </li></ul><ul><li>Increase Predictability </li></ul><ul><li>Accelerate Revenue </li></ul>Copyright © 2007 LucidEra – All rights reserved <ul><ul><li>An analytical competitor is an organization that uses analytics systematically to out-think and out-execute the competition. </li></ul></ul>“ ”
  34. 34. Next Steps <ul><li>Review your free copy of the CSO Insights 2007 Sales Performance Report </li></ul><ul><ul><li>And visit: www. csoinsights.com and click: “Take the Survey” to participate in the CSO Insights 2008 Sales Performance Optimization Survey </li></ul></ul><ul><li>Visit us at the Sales 2.0 conference next week in San Francisco </li></ul><ul><li>Take a Test Drive or sign-up for our 10 Days to Insight trial today </li></ul><ul><ul><li>www.lucidera.com </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved
  35. 35. Agenda <ul><li>Sales 2.0 Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><li>Business Analytics: The Sales 2.0 Enabler </li></ul><ul><ul><li>Ken Rudin, LucidEra </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2007 LucidEra – All rights reserved
  36. 36. Discussion <ul><li>Barry Trailer </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.csoinsights.com </li></ul></ul><ul><li>Ken Rudin </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.lucidera.com </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved

×