Lucidera Salesforce User Group

Do You Have the Sales Metrics that Matter? Darren Cunningham, LucidEra [email_address] www.twitter.com/lucidera www.lucidera.com

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. “ ” ,[object Object],[object Object],[object Object],[object Object],[object Object]

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. ” “

Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…

Do You Have the Right Metrics? .406 The Old Way…

Sales 2.0 Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F

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What “Industry” would you invest resources to improve win rates? High Tech at 45%?

… Now, what “Industry” would you invest resources in to improve win rates?

“ Services” Win Rate dropped ~50% Year over Year (68% to 38%) High Tech only decreased by 10%

The Sales Pipeline Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

LucidEra: Track the Sales Metrics That Matter ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The LucidEra Pipeline Healthcheck™ ,[object Object],www.lucidera.com/healthcheck LucidEra was able to quickly quantify the impact that on-demand business intelligence can have on our business. ” “

Identify Opportunities and Risks in 48 Hours ,[object Object],[object Object],[object Object],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. “ ”

Sample Pipeline Healthcheck ™ Discoveries ,[object Object],[object Object],[object Object]

Sample Pipeline Healthcheck ™ Discoveries ,[object Object],[object Object]

LucidEra Pipeline Healthcheck™ Next Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],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

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