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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
How to Drive a Successful Modern
Sales Organization
...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Agenda
• Barry Trailer, Managing Partner and Co-Foun...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
2015 Sales Performance
Optimization Survey
Oracle Co...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Res...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Challenges & Changes Today
• Customers/Prospects are...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Res...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
The more things change…
Oracle Confidential – Intern...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Top Sales Effectiveness Initiatives for 2015
Oracle ...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Sales Relationship/Process (SRP) Matrix™
Oracle Conf...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
CSO Insights 2014
SRP Trends 2007-2014
Oracle Confid...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Percentage of Sales Force Using Sales
Methodology it...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Res...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Key Take-Aways for CSOs
• Buyers looking for Insight...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Res...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Defining a Sales Methodology to
Increase Sales Produ...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Company Overview
 National consulting and systems i...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Challenges
 Rapid company and sales force growth ca...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Insight Driven Sales Performance Management
Oracle C...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Benefits
 Fast: Up and running in 2 months
 Better...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Words of Wisdom
 The process is a journey and alway...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Q&A
Oracle Confidential – Internal/Restricted/Highly...
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
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How to Drive a Successful Modern Sales Organization

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How to Drive a Successful Modern Sales Organization

  1. 1. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | How to Drive a Successful Modern Sales Organization The latest research and best practices to increase sales productivity and improve sales ROI Barry Trailer, Managing Partner and Co-Founder, CSO Insights Emil Fernandez, Vice President Oracle Solutions, Perficient Oracle Confidential – Internal/Restricted/Highly Restricted
  2. 2. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Agenda • Barry Trailer, Managing Partner and Co-Founder, CSO Insights – Sales Changes and Challenges today – Results of the 2015 CSO Insights - Sales Performance Optimization survey – Best Practices and Recommendations • Emil Fernandez, Vice President Oracle Solutions, Perficient – Defining a sales methodology and accelerating the company to their next level of growth Oracle Confidential – Internal/Restricted/Highly Restricted 2
  3. 3. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 2015 Sales Performance Optimization Survey Oracle Confidential – Internal/Restricted/Highly Restricted 3 Barry Trailer barry.trailer@csoinsights.com 916-712-9621 @barrytrailer
  4. 4. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 4 CSO Insights uses research metrics to reveal best practices in sales and marketing. Our research shows where you should focus your efforts. We benchmark the challenges faced by today's sales and marketing organizations and track trends in the use of people, process, technology and knowledge to improve sales effectiveness.
  5. 5. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Challenges & Changes Today • Customers/Prospects are more informed and less patient today; • Modern selling practices are critical today since a significant potion of the buyer’s journey is completed before ever speaking to a sales rep; • More competitive activity; • More complex and broader product offerings; • Less time to interact with buying influences; • And more buying influences than ever! Oracle Confidential – Internal/Restricted/Highly Restricted 5
  6. 6. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 6 0% 20% 40% 60% 80% Rate of New Product Introductions Complexity of Your Product Line Breadth of Your Product Line Customer's Marketplace Customer Expectations Competitive Activity 40.6% 37.5% 44.3% 45.7% 48.0% 45.6% 13.7% 24.7% 17.2% 17.7% 20.0% 24.1% Increasing Noticeably Increasing Significantly Rate of Change Impacting Sales Teams
  7. 7. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | The more things change… Oracle Confidential – Internal/Restricted/Highly Restricted 7 …the more they stay the same. Quota attainment flat; Revenue attainment lower;
  8. 8. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Top Sales Effectiveness Initiatives for 2015 Oracle Confidential – Internal/Restricted/Highly Restricted 8
  9. 9. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Sales Relationship/Process (SRP) Matrix™ Oracle Confidential – Internal/Restricted/Highly Restricted 9
  10. 10. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | CSO Insights 2014 SRP Trends 2007-2014 Oracle Confidential – Internal/Restricted/Highly Restricted 10
  11. 11. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Percentage of Sales Force Using Sales Methodology it’s Trained to Use Oracle Confidential – Internal/Restricted/Highly Restricted 11
  12. 12. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 12 CRM Training Assessment Related to Sales Rep User Adoption: CRM Adoption <50% CRM Adoption >90% CRM Training Needs Major Redesign 81%* 3% CRM Training Needs Improvement 40% 22% CRM Training Meets Expectations 19% 40% CRM Training Exceeds Expectations 7% 57% * Note: Of this figure, 47% were not even using the adopted CRM system.
  13. 13. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Key Take-Aways for CSOs • Buyers looking for Insights not Features; • Reps should be calling on “most likely” buyers (analytics); • Technology enables higher levels of selling… • … but needs to be intuitive and supported; • Changing SRP location means managing change. Oracle Confidential – Internal/Restricted/Highly Restricted 13
  14. 14. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 14 Barry Trailer barry.trailer@csoinsights.com 916-712-9621 @barrytrailer
  15. 15. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Defining a Sales Methodology to Increase Sales Productivity Oracle Confidential – Internal/Restricted/Highly Restricted 15 Emil Fernandez Vice President, Oracle Solutions Perficient
  16. 16. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Company Overview  National consulting and systems integration firm.  Publicly traded: $435M annual revenue  2,200 employees, 250 field sales.  Desire for improved sales productivity, team selling, forecasting and robust territory management called for a new platform that had compelling future roadmap and vision.  HQ: St. Louis, MO, USA  Industry: Professional Services Oracle Confidential – Internal/Restricted/Highly Restricted 16
  17. 17. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Challenges  Rapid company and sales force growth called for complete overhaul and a new platform decision that would integrate sales, marketing and social solutions, as well as integrate into the financial platform (E-business Suite).  Needed to reduce sales team time spent on managing data  UI needed simplification  Lacked ability to collaborate, team sell, share documents  No mobile access for sales reps. Oracle Confidential – Internal/Restricted/Highly Restricted 17
  18. 18. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Insight Driven Sales Performance Management Oracle Confidential – Internal/Restricted/Highly Restricted 18 Oracle Sales Cloud - Customer Master - Assets - Financial Data
  19. 19. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Benefits  Fast: Up and running in 2 months  Better territory planning, territory management, forecasting, and analytics.  Field productivity as a result of mobile sales, outlook integration, social networking  Improved business validation and controls  Ease of use for end users  More accurate data  Improved pipeline visibility Oracle Confidential – Internal/Restricted/Highly Restricted 19
  20. 20. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Words of Wisdom  The process is a journey and always evolving  Look back 2-3 years at where you were vs. where you are today  Realize the benefits you’ve seen  Focus on making incremental improvements  Establish a foundation and march forward Oracle Confidential – Internal/Restricted/Highly Restricted 20
  21. 21. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Q&A Oracle Confidential – Internal/Restricted/Highly Restricted 21
  22. 22. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Thank you for joining today’s webcast! For more information on Oracle Sales Cloud, please visit: https://www.oracle.com/applications/customer-experience/sales Oracle Confidential – Internal/Restricted/Highly Restricted 22

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