Sales Management 2.0: Driving Performance with Data, not Opinions Barry Trailer,  CSO Insights Ken Rudin, LucidEra Copyrig...
Today’s Agenda <ul><li>Sales Management 2.0:  Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights ...
Polling Question <ul><li>For 2008 is your quota figure: </li></ul><ul><ul><li>Lower than or equal to 2007? </li></ul></ul>...
Polling Question <ul><li>If your quota has not yet been assigned do you expect it to be: </li></ul><ul><ul><li>Lower than ...
<ul><li>To achieve these higher quotas  </li></ul><ul><li>What is going to be different? </li></ul>Key Question for Today’...
You’re the Coach! Copyright © 2008 CSO Insights– All rights reserved
You’re the Coach with Metrics! Copyright © 2008  CSO Insights– All rights reserved
Lots Being Said About Sales 2.0 Copyright © 2008  CSO Insights– All rights reserved
Sales  Process Workshop Sales Management 2.0 New White Paper! Copyright © 2008  CSO Insights– All rights reserved
Much Less Being Said About  Sales Management 2.0 Copyright © 2008 CSO Insights– All rights reserved
Before the Next Polling Question… <ul><li>Assess your organization’s ability to provide sales managers with timely/accurat...
Polling Question <ul><li>Assess your organization’s ability to provide sales managers with timely/accurate performance met...
General Survey Population’s Answers Copyright © 2008 CSO Insights– All rights reserved
Sales Strategy Execution Firms Reporting Reps Exceed Expectations in Areas Listed Managers Have Metrics Managers Do Not Ha...
Sales Management Effectiveness Firms Reporting Managers Exceed Expectations in Areas Listed Managers Do Not Have Metrics C...
Sales Rep Turnover  Copyright © 2008 CSO Insights– All rights reserved
Sales Kickoff! Copyright © 2008 CSO Insights– All rights reserved
S & T R & C F I III II IV E Feedback Systems & Training Rewards & Consequences Expectations What do I do? How well do I ne...
<ul><ul><ul><li>1.  Accurate  </li></ul></ul></ul><ul><ul><ul><li>2.  Consistent/Objective </li></ul></ul></ul><ul><ul><ul...
<ul><ul><ul><li>1.  Management Commitment   – Clear vision, goals, objectives, and demonstration of management involvement...
Today’s Agenda <ul><li>Sales Management 2.0:  Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights ...
5 Signs You Need Better Sales Analytics <ul><li>You’re forced to make important decisions based on gut-feel and anecdotes,...
5 Signs You Need Better Sales Analytics <ul><li>You’re not 100% clear on what to focus on and where to intervene to hit yo...
5 Signs You Need Better Sales Analytics <ul><li>You can’t tell which deals are getting stuck in your pipeline and why. </l...
5 Signs You Need Better Sales Analytics <ul><li>You dread being asked by your CFO,  “How big does your pipeline need to be...
5 Signs You Need Better Sales Analytics <ul><li>You’re struggling to analyze sales trends and track opportunities over tim...
Next Steps:  Don’t Wait for Sales Analytics! <ul><li>Make it a top business initiative </li></ul><ul><li>Think big, start ...
Special Offer for Webinar Attendees Only <ul><li>For attending today’s webinar: pre-publication purchase of 2008 Sales Per...
Today’s Agenda <ul><li>Sales Management 2.0:  Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights ...
Contact Information <ul><li>Barry Trailer </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>415-924-3500 </...
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Sales Management 2 0: Metrics Not Hunches

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Learn about the importance of sales analytics to CRM success. You can also watch the recorded webinar here: https://www1.gotomeeting.com/register/771765206

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  • Sales Management 2 0: Metrics Not Hunches

    1. 1. Sales Management 2.0: Driving Performance with Data, not Opinions Barry Trailer, CSO Insights Ken Rudin, LucidEra Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    2. 2. Today’s Agenda <ul><li>Sales Management 2.0: Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><li>Business Analytics: Enabling Sales Management 2.0 </li></ul><ul><ul><li>Ken Rudin, LucidEra </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    3. 3. Polling Question <ul><li>For 2008 is your quota figure: </li></ul><ul><ul><li>Lower than or equal to 2007? </li></ul></ul><ul><ul><li><10% Higher than 2007? </li></ul></ul><ul><ul><li>10-20% Higher than 2007 </li></ul></ul><ul><ul><li>>20% Higher than 2007? </li></ul></ul><ul><ul><li>Has not yet Been Assigned </li></ul></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    4. 4. Polling Question <ul><li>If your quota has not yet been assigned do you expect it to be: </li></ul><ul><ul><li>Lower than 2007 or equal to 2007? </li></ul></ul><ul><ul><li><10% Higher than 2007? </li></ul></ul><ul><ul><li>10-20% Higher than 2007 </li></ul></ul><ul><ul><li>>20% Higher than 2007? </li></ul></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    5. 5. <ul><li>To achieve these higher quotas </li></ul><ul><li>What is going to be different? </li></ul>Key Question for Today’s Discussion Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    6. 6. You’re the Coach! Copyright © 2008 CSO Insights– All rights reserved
    7. 7. You’re the Coach with Metrics! Copyright © 2008 CSO Insights– All rights reserved
    8. 8. Lots Being Said About Sales 2.0 Copyright © 2008 CSO Insights– All rights reserved
    9. 9. Sales Process Workshop Sales Management 2.0 New White Paper! Copyright © 2008 CSO Insights– All rights reserved
    10. 10. Much Less Being Said About Sales Management 2.0 Copyright © 2008 CSO Insights– All rights reserved
    11. 11. Before the Next Polling Question… <ul><li>Assess your organization’s ability to provide sales managers with timely/accurate performance metrics: </li></ul><ul><ul><li>Close deals within the original forecast timeframe </li></ul></ul><ul><ul><li>Sell value and/or avoid discounting </li></ul></ul><ul><ul><li>Differentiate vs. the competition </li></ul></ul><ul><ul><li>Clearly understand the customer’s buying process </li></ul></ul><ul><ul><li>Effectively share best practices across the sales force </li></ul></ul><ul><ul><li>Proactively identify which reps need extra coaching/mentoring </li></ul></ul><ul><ul><li>Consistently hire sales reps who can succeed selling your offerings </li></ul></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    12. 12. Polling Question <ul><li>Assess your organization’s ability to provide sales managers with timely/accurate performance metrics: </li></ul><ul><ul><li>Needs Improvement </li></ul></ul><ul><ul><li>Meets Expectations </li></ul></ul><ul><ul><li>Exceeds Expectations </li></ul></ul><ul><ul><li>Don’t Know </li></ul></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    13. 13. General Survey Population’s Answers Copyright © 2008 CSO Insights– All rights reserved
    14. 14. Sales Strategy Execution Firms Reporting Reps Exceed Expectations in Areas Listed Managers Have Metrics Managers Do Not Have Metrics Copyright © 2008 CSO Insights– All rights reserved
    15. 15. Sales Management Effectiveness Firms Reporting Managers Exceed Expectations in Areas Listed Managers Do Not Have Metrics Copyright © 2008 CSO Insights– All rights reserved Managers Have Metrics
    16. 16. Sales Rep Turnover Copyright © 2008 CSO Insights– All rights reserved
    17. 17. Sales Kickoff! Copyright © 2008 CSO Insights– All rights reserved
    18. 18. S & T R & C F I III II IV E Feedback Systems & Training Rewards & Consequences Expectations What do I do? How well do I need to do it? How important is it? How do I know what to do? How do I know how I’m doing? How do I do it? What tools, processes and/or systems do I have? What good/bad happens if I do it? What good/bad happens if I don’t do it? A New Management Model Copyright © 2008 CSO Insights– All rights reserved
    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 Copyright © 2008 CSO Insights– All rights reserved
    20. 20. <ul><ul><ul><li>1. Management Commitment – Clear vision, goals, objectives, and demonstration of management involvement. </li></ul></ul></ul><ul><ul><ul><li>2. Clear Expectations -- Defining appropriate processes, behaviors, priorities and what’s important. </li></ul></ul></ul><ul><ul><ul><li>3. Systems Enablement – Systems and training that leverage selling time, ease/speed selling tasks, and increase access to sales knowledge. </li></ul></ul></ul><ul><ul><ul><li>4. Meaningful Metrics – Feedback that meets all five tests of meaning. </li></ul></ul></ul><ul><ul><ul><li>5. Analytic Capabilities – Providing “movies” not just “snapshots;” dashboards that convey knowledge not just data. </li></ul></ul></ul>What Sales Management 2.0 Looks Like Copyright © 2008 CSO Insights– All rights reserved
    21. 21. Today’s Agenda <ul><li>Sales Management 2.0: Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><li>Business Analytics: Enabling Sales Management 2.0 </li></ul><ul><ul><li>Ken Rudin, LucidEra </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2008 CSO Insights– All rights reserved
    22. 22. 5 Signs You Need Better Sales Analytics <ul><li>You’re forced to make important decisions based on gut-feel and anecdotes, instead of analytics. </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    23. 23. 5 Signs You Need Better Sales Analytics <ul><li>You’re not 100% clear on what to focus on and where to intervene to hit your number this quarter. </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved What industries are strong? How does this compare to last year? What’s working? What’s not working? What are the trends? Which reps push the most? Where should we invest?
    24. 24. 5 Signs You Need Better Sales Analytics <ul><li>You can’t tell which deals are getting stuck in your pipeline and why. </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    25. 25. 5 Signs You Need Better Sales Analytics <ul><li>You dread being asked by your CFO, “How big does your pipeline need to be to hit your number this quarter?” </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved
    26. 26. 5 Signs You Need Better Sales Analytics <ul><li>You’re struggling to analyze sales trends and track opportunities over time in monster Excel spreadsheets. </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved Expensive Complex Painful Time Consuming Risky
    27. 27. Next Steps: Don’t Wait for Sales Analytics! <ul><li>Make it a top business initiative </li></ul><ul><li>Think big, start small </li></ul><ul><li>Make it about a business process </li></ul>Copyright © 2008 LucidEra and CSO Insights– All rights reserved Pipeline Closed Deals Invoices Shipments Orders Booked
    28. 28. Special Offer for Webinar Attendees Only <ul><li>For attending today’s webinar: pre-publication purchase of 2008 Sales Performance Optimizations report for $995. ($1495 when published) </li></ul><ul><li>Go to: http://www.csoinsights.com/current_reports.htm </li></ul><ul><li>Order the 2007 SPO report and include “Lucid” before the “.com” in your email address. </li></ul><ul><li>(example, barry.trailer@csoinsightslucid.com) </li></ul>Copyright © 2008 CSO Insights– All rights reserved
    29. 29. Today’s Agenda <ul><li>Sales Management 2.0: Introduction and Overview </li></ul><ul><ul><li>Barry Trailer, CSO Insights </li></ul></ul><ul><li>Business Analytics: Enabling Sales Management 2.0 </li></ul><ul><ul><li>Ken Rudin, LucidEra </li></ul></ul><ul><li>Q & A </li></ul>Copyright © 2008 CSO Insights– All rights reserved
    30. 30. Contact Information <ul><li>Barry Trailer </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>415-924-3500 </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>650-931-0301 </li></ul></ul>Copyright © 2008 CSO Insights– All rights reserved www.lucidera.com

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