This document discusses lean sales and how to implement lean thinking in sales processes. It outlines that lean sales aims to examine the sales process itself and look at artificial incentives that cause uneven demand. Implementing lean sales provides organizations with the facts and data needed to determine the best investments for marketing, selling, promotions, salespeople, websites, collateral, CRM software and sales training. Three keys to lean sales are insulating the sales team from pressures so they can focus on business, establishing sales goals, and monitoring stats and customer satisfaction to adjust strategies. Category 1 lean sales projects are easy to map, identify and visualize, with metrics that are easy to gather and classify for repeatable processes that improve internal effectiveness.
Seems like a magic wand – Mobile CRM Solutions are today’s solution to enhance leads in any business and assist in converting them into actual clientele. Be it any fraternity, for any business to succeed it is most essential to generate maximum leads as possible and that is what a CRM solution does the best. Have a look at how and why is a CRM solution the right choice for augmented lead generation
Read More At: http://ecrmsolutions.co/blog/ecrm-lead-generation-vital-indispensible-ingredient/
PowerPoint deck for framing a Salesforce demo. Defines the business objectives and challenges that will be addressed through the use of Salesforce. A slide for priorities details how the business challenges will be met. In addition, a "Demo Personas" slide defines the type of end-user we're viewing the system as (e.g. Sales Rep, Sales Manager, Customer user).
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...Gainsight
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
Untangling the Madness of Sales Compensation: Drive Sales Productivity and St...Apttus
Compensation plans are key levers for sales organizations to attract top talent, increase productivity, and drive company strategy. Or they can be a nightmare of complex administration, field distraction, and cross-functional contention. Attend this session to learn how to turn around a struggling sales compensation program without resorting to consultants or rigid frameworks.
Identifying and Prioritising CX Requirements - A BPI OnDemand GuideMichael Evans
A guide to identifying, quantifying, prioritising and justifying improvements for your CX processes & systems.
Use this outline approach to build and guide your key stages of CX transformation.
Seems like a magic wand – Mobile CRM Solutions are today’s solution to enhance leads in any business and assist in converting them into actual clientele. Be it any fraternity, for any business to succeed it is most essential to generate maximum leads as possible and that is what a CRM solution does the best. Have a look at how and why is a CRM solution the right choice for augmented lead generation
Read More At: http://ecrmsolutions.co/blog/ecrm-lead-generation-vital-indispensible-ingredient/
PowerPoint deck for framing a Salesforce demo. Defines the business objectives and challenges that will be addressed through the use of Salesforce. A slide for priorities details how the business challenges will be met. In addition, a "Demo Personas" slide defines the type of end-user we're viewing the system as (e.g. Sales Rep, Sales Manager, Customer user).
Inside Gainsight’s New Post-Sales Structure: Reorganizing the Team to Drive C...Gainsight
In this webinar, Allison Pickens, Gainsight's VP of Customer Success, will give you a detailed explanation of our new org chart as well as the philosophy behind the changes. She'll offer strategies on how to apply these principles and tactics to your own Customer Success team.
Untangling the Madness of Sales Compensation: Drive Sales Productivity and St...Apttus
Compensation plans are key levers for sales organizations to attract top talent, increase productivity, and drive company strategy. Or they can be a nightmare of complex administration, field distraction, and cross-functional contention. Attend this session to learn how to turn around a struggling sales compensation program without resorting to consultants or rigid frameworks.
Identifying and Prioritising CX Requirements - A BPI OnDemand GuideMichael Evans
A guide to identifying, quantifying, prioritising and justifying improvements for your CX processes & systems.
Use this outline approach to build and guide your key stages of CX transformation.
Transition From Account Management To Success ManagementTotango
Transition From Account Management To Success Management
Presented by Brian Merritt, VP Customer Success at Trustpilot at Totango's Customer Success Roadshow event in NYC on 5/12/16.
Best Practices of World-Class Sales Organizations and their performance against Key Performance Metrics; Data for specific industry segments is available; call or eMail Medio Waldt, 610 659 3489, medio.waldt@millerheimangroup.com
A webinar conducted for NSW Business Chamber showing how Lean principles can, and should be adopted across all areas of business and in any industry sector.
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...Octopus Events
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
Best practices in CSM compensation with customer success leadersGainsight
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
How to Win in On Premise with Customer SuccessGainsight
Customer Success has revolutionized SaaS businesses over the last decade, but it hasn't stopped there. Learn how the On Premises industry leverages Customer Success to achieve growth.
Sales Operations - Fix the disconnect within your companyJim Sherman
Do you have any problems between the Sales, Marketing, Engineering, Operations and other departments? I have found these disconnects creates process gaps that result in lost revenues and reduced profits. Sometimes the flow of information does not make it to the next department or the hand off between departments lacks consistency, leading to interdepartmental confusion and frustration. Oftentimes basic processes do not exist, or if they are in place, they are inefficient. The lack of organized systematic structures causes these gaps, which are a real problem. However, a company that focuses on Sales Operations cannot only greatly improve the sales processes and systems, but also sales productivity and revenues.
Hear some tips from the pros! Managers from Gainsight's Customer Success & Ops teams will share methods for hiring the best talent. What backgrounds and experience do you look for? What are some interview questions and how do you manage candidate pipeline?
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
Learn how to use Gainsight to prep for, conduct, and follow through on effective Executive Business Reviews. In this session, a Gainsight CSM will take you through how to use success plans to streamline your EBR process.
Coordination of Sales departments in Ua, UK, USA: KPI and bonusesConformato
Орыся Скляр (Head of Sales Operation @ELEKS) выступила с докладом "Coordination of Sales departments in Ua, UK, USA: KPI and bonuses" на Conformato Conference 2016. Приобрести видеозаписи конференции можно по ссылке https://goo.gl/jz8iXg
Основные тезисы доклада:
– Sales roles and responsibilities based on my experience at ELEKS.
– Types of sales people.
– What are benefits and issues of each of the sales roles.
– How to form a sales team. How to select a perfect combination of sales professionals.
– KPIs and compensation models. How to manage and motivate your sales team
Запись доклада можно купить здесь: http://conference.conformato.com/
Transition From Account Management To Success ManagementTotango
Transition From Account Management To Success Management
Presented by Brian Merritt, VP Customer Success at Trustpilot at Totango's Customer Success Roadshow event in NYC on 5/12/16.
Best Practices of World-Class Sales Organizations and their performance against Key Performance Metrics; Data for specific industry segments is available; call or eMail Medio Waldt, 610 659 3489, medio.waldt@millerheimangroup.com
A webinar conducted for NSW Business Chamber showing how Lean principles can, and should be adopted across all areas of business and in any industry sector.
Peter Lyon. "Scaling your SaaS business with Customer Success (and boost your...Octopus Events
OK, you’ve just achieved $1M (or more) in ARR and ready to start scaling your SaaS business. Investing in Sales and Marketing is the obvious choice, but focusing Customer retention can also help drive up your revenue. Simply put, you need to hold on to those customers that cost you so much in sales and marketing but you may need to let the ones that are draining you of expensive engineering. This talk will cover the following:
1. Why the VC’s want you to have a Customer Success plan?
2. When do I know I need to create my first Customer Success role/function?
3. What are the foundations of Customer Success?
4. What are the quick wins for Customer and Revenue retention?
5. What are the key metrics to use to gauge successful customer and revenue retention?
Best practices in CSM compensation with customer success leadersGainsight
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
How to Win in On Premise with Customer SuccessGainsight
Customer Success has revolutionized SaaS businesses over the last decade, but it hasn't stopped there. Learn how the On Premises industry leverages Customer Success to achieve growth.
Sales Operations - Fix the disconnect within your companyJim Sherman
Do you have any problems between the Sales, Marketing, Engineering, Operations and other departments? I have found these disconnects creates process gaps that result in lost revenues and reduced profits. Sometimes the flow of information does not make it to the next department or the hand off between departments lacks consistency, leading to interdepartmental confusion and frustration. Oftentimes basic processes do not exist, or if they are in place, they are inefficient. The lack of organized systematic structures causes these gaps, which are a real problem. However, a company that focuses on Sales Operations cannot only greatly improve the sales processes and systems, but also sales productivity and revenues.
Hear some tips from the pros! Managers from Gainsight's Customer Success & Ops teams will share methods for hiring the best talent. What backgrounds and experience do you look for? What are some interview questions and how do you manage candidate pipeline?
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
Learn how to use Gainsight to prep for, conduct, and follow through on effective Executive Business Reviews. In this session, a Gainsight CSM will take you through how to use success plans to streamline your EBR process.
Coordination of Sales departments in Ua, UK, USA: KPI and bonusesConformato
Орыся Скляр (Head of Sales Operation @ELEKS) выступила с докладом "Coordination of Sales departments in Ua, UK, USA: KPI and bonuses" на Conformato Conference 2016. Приобрести видеозаписи конференции можно по ссылке https://goo.gl/jz8iXg
Основные тезисы доклада:
– Sales roles and responsibilities based on my experience at ELEKS.
– Types of sales people.
– What are benefits and issues of each of the sales roles.
– How to form a sales team. How to select a perfect combination of sales professionals.
– KPIs and compensation models. How to manage and motivate your sales team
Запись доклада можно купить здесь: http://conference.conformato.com/
The Integrated Marketing Analytics Guidebook White Paper by BECKONAmanda Roberts
You have all the data in the world at your fingertips and your leadership team is waiting for strategic scorecards to come out of marketing. But what should you track, measure, report on and share? What metrics actually matter?
Whether your company is a startup that’s seen some success or an established firm, one pain point haunts it eventually: stagnated sales growth. How did it happen? What’s the root cause?
Some good advice: create an end-to-end process for driving revenue instead of applying separate marketing and sales models. And, remember that tightly integrated sales and marketing organizations always produce far better results.
As marketers, when it comes to our business lives, our raison d’être (primary reason for existence) is not to just do cool marketing stuff, but rather to support the revenue goals and overall objectives of the business. You can best accomplish this by adopting a revenue model and practicing proven sales growth strategies.
Key Customer Account Management is the master-key to quantum sales improvement and retention of key customers.Yet few companies are able to convert good intentions to effective programs. Dr Wilfred Monteiro India's leading sales performance guru share a few insights and ideas.
If you can't measure or monitor it, you can't manage it !Carl Larson
Carl Larson Sales Best Practices - Sales KPI and Metrics Management
As a sales leadership subject matter expert with deep, hands-on sales team management experience at small, medium and large high technology product and professional service organizations, I am responsible for exceeding annual corporate revenue objectives by growing year-over-year sales and profitability. To support sales revenue achievement, I am responsible for developing new business customers, growing existing customer revenues and introducing new product offerings to penetrate new markets. To profitably grow businesses, I am accountable for optimizing the cost of sales by segmenting the marketplace, hiring and developing the right sales personnel and skill sets and establishing consistent sales process that reduces the time to value for my customers and my company. These processes include effective sales prospecting, business-value qualification or disqualification, executive relationship building, proof of value, win-win contract negotiation and closing performance. I have experience building businesses that grew new business software license sales, built SaaS annual recurring revenues and achieved professional services success.
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
3. Lean Sales
To examine the
process itself-how
sales are made and
orders handled
Look at the artificial
incentives built into
most selling processes
that cause uneven
demand
•Great potential
•Synchronizes with
customer needs that
drive profitability
•Sales Bonuses
•Customer Discounts
2 ways to think
about leaning the
sales process
4. Lean Sales
• Lean thinking helps leaders undertand the role of
advertisements, call centers, newsletters and salespeople
in the overall sales production system
• Six Sigma enables an organization to learn why
promotions generate various response rates and why
each salesperson has different closing ratios
• Lean sales provide the facts you need to decide between
investments such as
▫ Promotions vs. Salespeople
▫ Websites vs. Collateral
▫ CRM software vs. Sales training
With lean thinking, there is a new and better way
of leading marketing and selling organizations
5. Cost of Sales
Sales Costs include:
• Salary
• Benefits
• Travel Expenses
According to a recent white paper published by
the Manufacturers Agents National Association,
the cost of a physical sales call has risen to over
$350
The estimated annual cost of a salesperson
has risen to $160,000.
6. Three Keys to Lean Sales
• Sales Managers should be handling the changes of the
corporation and keeping the salespeople:
▫ Insulating the sales team from the pressures of reports,
programs of the month and VP‘s or owners
▫ Sales managers need to take the heat from the top, so the sales
team can keep focused on bringing in more business
▫ Sales managers establish company or team sales goals and
coordinate training programs for sales representatives
▫ Sales managers monitor sales statistics and customer satisfaction
and make adjustments to sales strategies as needed
Sales Managers
Sales Managers should not have their own accounts
and/or territory.
8. Successful Lean Sales
Companies find it easy to begin with Category 1
projects, as they are easy to map, identify, and
visualize.
Metrics and data based on the process performance
are easy to gather and classify
The processes included can be repeated in a coherent
manner
Create improvements in the effectiveness of internal
processes, but aren’t able to solely produce
revolutionary results that attribute Lean initiatives
Category 1
9. 9
David Pepin, Master Black Belt Lean & Six Sigma
Principal Consultant
The Lean Portal Inc.
Burnaby, British Columbia – Canada
778.791.0373
dpepin@theleanportal.ca