Lucidera Salesforce User Group

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Overview presentation of the metrics that matter delivered to the LA Salesforce.com User Group November 12, 2008.

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  • Lucidera Salesforce User Group

    1. 1. Do You Have the Sales Metrics that Matter? Darren Cunningham, LucidEra [email_address] www.twitter.com/lucidera www.lucidera.com
    2. 2. Quick Poll <ul><li>What do you see as the primary reasons for deploying Sales Analytics? </li></ul>Copyright © 2008 LucidEra – All rights reserved
    3. 3. Primary Reasons for Deploying Sales Analytics Copyright © 2008 LucidEra – All rights reserved
    4. 4. Introducing LucidEra <ul><li>On-Going Actionable Insight </li></ul>Copyright © 2008 LucidEra – All rights reserved <ul><li>Simple to Set Up and Use Apps </li></ul><ul><li>Built-in Best Practices </li></ul>
    5. 5. LucidEra Luminaries Copyright © 2008 LucidEra – All rights reserved SaaS Leaders Applications & IT Infrastructure Business Services
    6. 6. Top 5 Sales Goals This Year Optimizing direct and indirect sales capabilities has been among the top four CEO strategic priorities for the past two years. “ ” <ul><li>Increase Revenues </li></ul><ul><li>Increase Sales Effectiveness </li></ul><ul><li>Increase Market Share </li></ul><ul><li>Optimize Lead Generation </li></ul><ul><li>Improve Customer Loyalty </li></ul>
    7. 7. Sales Benefits Resulting from CRM Copyright © 2008 LucidEra – All rights reserved
    8. 8. Sales Productivity is the Top CEO Priority Copyright © 2008 LucidEra – All rights reserved
    9. 9. But… <ul><li>Salespeople spend fewer than 45% of the time actually selling; and, in certain cases, actual client face time represented just 10% of the work week , with the remainder devoted to travel, and administrative tasks and preparation. </li></ul>Copyright © 2008 LucidEra – All rights reserved “ ”
    10. 10. Analytics: The Critical Second Half of CRM In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. ” “
    11. 11. How Did You Decide What Reports to Create? <ul><li>They were already created when I joined </li></ul><ul><li>I took an admin training course </li></ul><ul><li>I knew what we needed to measure and track </li></ul><ul><li>Management decided and I had to figure it out </li></ul><ul><li>Other answers? </li></ul>Copyright © 2008 LucidEra – All rights reserved
    12. 12. What are Your Most Important Sales Metrics? <ul><li>Quota? </li></ul><ul><li>Win Rate? </li></ul><ul><li>Avg Days to Close? </li></ul>Copyright © 2008 LucidEra – All rights reserved
    13. 13. Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…
    14. 14. Do You Have the Right Metrics? .406 The Old Way…
    15. 15. Sales 2.0 Metrics That Matter <ul><li>Total Sales </li></ul><ul><li>Total Pipeline </li></ul><ul><li>Count of Lead Companies </li></ul><ul><li>Lead to Oppty Conversion </li></ul><ul><li>Avg Days from Lead to Oppty </li></ul><ul><li>Avg Age of Open Oppty’s </li></ul><ul><li>Avg Days from Lead to Close </li></ul><ul><li>Avg Oppty Amount </li></ul><ul><li>Avg # of Oppty’s </li></ul><ul><li>Lead to Close Conversion </li></ul>The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F
    16. 16. <ul><li>Example: </li></ul><ul><li>Where am I really winning (and losing deals)? </li></ul>
    17. 17. What “Industry” would you invest resources to improve win rates? High Tech at 45%?
    18. 21. … Now, what “Industry” would you invest resources in to improve win rates?
    19. 22. “ Services” Win Rate dropped ~50% Year over Year (68% to 38%) High Tech only decreased by 10%
    20. 23. What are Your Most Important Sales Metrics? Copyright © 2008 LucidEra – All rights reserved
    21. 24. The Sales Pipeline Metrics That Matter <ul><li>Pipeline Size Changes Due to: </li></ul><ul><ul><li>New opportunities added </li></ul></ul><ul><ul><ul><li>Amount added this period, and % of overall pipeline </li></ul></ul></ul><ul><ul><li>Opportunities pushed out or pulled in </li></ul></ul><ul><ul><li>Opportunities that grew or shrank </li></ul></ul><ul><li>Pipeline Velocity </li></ul><ul><ul><li>Time to convert a lead to an opportunity </li></ul></ul><ul><ul><li>Conversion rates from stage to stage </li></ul></ul><ul><ul><li>Pipeline velocity by stage </li></ul></ul><ul><ul><li>Sales cycle times by type of deal </li></ul></ul>
    22. 25. LucidEra: Track the Sales Metrics That Matter <ul><li>Your Sales Pipeline </li></ul><ul><ul><li>It’s not just the # of deals, it’s how they’re moving </li></ul></ul><ul><ul><li>Total value vs. velocity </li></ul></ul><ul><li>Your Sales People </li></ul><ul><ul><li>It’s not just how they’ve done, it’s how they’re going to do </li></ul></ul><ul><ul><li>Quota vs. scorecard </li></ul></ul><ul><li>Your Sales Process </li></ul><ul><ul><li>It’s not just having a process, it’s making sure it’s followed </li></ul></ul><ul><ul><li>Data entry versus data accuracy </li></ul></ul>
    23. 26. The LucidEra Pipeline Healthcheck™ <ul><li>Actionable Insight in 48 Hours </li></ul>www.lucidera.com/healthcheck LucidEra was able to quickly quantify the impact that on-demand business intelligence can have on our business. ” “
    24. 27. Identify Opportunities and Risks in 48 Hours <ul><li>Which deals should you focus on? </li></ul><ul><li>Which deals are at risk? </li></ul><ul><li>What should your forecast be? </li></ul>www.lucidera.com/healthcheck LucidEra’s Pipeline Healthcheck not only provides the ability to do much deeper analysis to identify hidden risk factors in your pipeline , but also provides a process to interpret what it all means and define what you should do about it. “ ”
    25. 28. Sample Pipeline Healthcheck ™ Discoveries <ul><li>LucidEra Highlighted that $3M in Pipeline was at Risk </li></ul><ul><ul><li>Forecast for the next two quarters showed 15% of revenue coming from smaller deals and 85% coming from larger deals </li></ul></ul><ul><ul><li>Unrealistic based on historical trends of 50/50 split </li></ul></ul>
    26. 29. Sample Pipeline Healthcheck ™ Discoveries <ul><li>The Pipeline has 70% of All Deals in Later Stages and Represents $10M </li></ul><ul><ul><li>This quarter  high probability for exceeding quota </li></ul></ul><ul><ul><li>Based on historical trends will miss next quarter by $2M </li></ul></ul>
    27. 30. Sample Pipeline Healthcheck ™ Discoveries <ul><li>LucidEra Found that 20% of Deals in $4M Forecast were Suspect </li></ul><ul><ul><li>VP needed to pull in $800K of higher potential deals or miss # </li></ul></ul>
    28. 31. LucidEra Pipeline Healthcheck™ Next Steps <ul><li>Sign Up Today </li></ul><ul><li>We Analyze Your Salesforce.com Data </li></ul><ul><li>Pipeline Opportunities and Risks Identified </li></ul><ul><li>Findings Reviewed </li></ul><ul><li>On-Demand Business Intelligence Delivered </li></ul>Copyright © 2008 LucidEra – All rights reserved LucidEra has taken the complexity out of business intelligence so that more people and companies can take advantage of analytical insights. - Denis Pombriant, Beagle Research ” “ www.lucidera.com/healthcheck
    29. 32. Contact Information <ul><li>Darren Cunningham </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.lucidera.com/blog </li></ul></ul><ul><ul><li>www.twitter.com/lucidera </li></ul></ul>Copyright © 2007 LucidEra – All rights reserved

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