What Your Sales Reps Won't Tell You: SFPC 2014
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Keeping up with sales effectiveness trends is critical for a successful sales organization. Sales technology investment is on the rise, sales teams are going mobile, and competition is as steep as ever. The fight for better visibility into your team’s pipeline is real. Learning from your prospects--not just your reps--makes the difference between winning and losing. Join David Kerr, COO of TinderBox, in this workshop to learn from recent sales effectiveness research initiatives, evaluate upcoming technology trends, and discover how more informed sales teams are staying ahead of the curve.
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What Your Sales Reps Won't Tell You: SFPC 2014
- 1. 2014 Sales Force Productivity Conference 15-17 September, Atlanta, Georgia Sales Force Productivity Conference 2014 What Your Reps Will Never Tell You 1 David Kerr COO TinderBox
- 2. 2014 Sales Force Productivity Conference David Kerr COO TinderBox 2
- 3. 2014 Sales Force Productivity Conference Agenda • By the numbers • Data age – measure everything • What your reps will never tell you • CSO study • SMA research • Tools & Problems • CRM is back office • User Centric & Prospect Engagement • What your reps will never tell you • Trends in sales effectiveness • Best-in-class sales organization practices 3
- 4. 2014 Sales Force Productivity Conference 4 719-266-2837
- 5. 2014 Sales Force Productivity Conference By the Numbers 5,000,000+ 200,000+ 25,000,000+ 50% 25% 35%-50% 70% 5
- 6. 2014 Sales Force Productivity Conference Are we measuring the right things? 6
- 7. 2014 Sales Force Productivity Conference What Your Reps Will Never Tell You • Bad news • Accurate stage forecasting • Authentic activity • Prospect engagement • Where their time is spent • What they need to close more business • Opportunity legitimacy • True path to quota 7
- 8. 2014 Sales Force Productivity Conference OOPS! 8
- 9. 2014 Sales Force Productivity Conference Sales Management’s Biggest Problems 9 • Closing Deals in the Expected Timeframe • Prioritizing Opportunities • Competitive Differentiation • Understanding the Customer’s Buying Process • Aligning Your Solution with Customer Problems • Generating Accurate / Effective Proposals --CSO Insights 2013
- 10. 2014 Sales Force Productivity Conference How Sales Reps Spend Their Time • Reps spend less than 36% of their time actually selling • Nearly 40% of their time on admin & post-sale tasks • Lost revenue through sales process inefficiency 10
- 11. 2014 Sales Force Productivity Conference Top 3 Areas to Increase Sales Effectiveness 1. Improve immature sales methodologies and processes 2. Increase the ability to attract, retain and grow sales talent 3. Drive tangible business outcomes from sales technology --CSO Insights 2013 11
- 12. 2014 Sales Force Productivity Conference Effectively Measuring the Sales Process 12 29%38%62% Importance Effectiveness Ability to Measure 29% Ability to Measure
- 13. 2014 Sales Force Productivity Conference Measuring Sales Process Effectiveness 13 Salesperson productivity Selling activity “quality”
- 14. 2014 Sales Force Productivity Conference Drowning in a sea of technology opportunity 14
- 15. 2014 Sales Force Productivity Conference Prospect Engagement 15
- 16. 2014 Sales Force Productivity Conference Being User Centric is Disruptive 16
- 17. 2014 Sales Force Productivity Conference Challenge Transparency & Collaboration Listen, coach and inspire sales team Selling is a team sport User Centric Technology Focus on sales team and prospect not management Prospect Engagement Use technology and techniques that provide for collaboration Adoption Focus on user centric technologies and process 17
- 18. 2014 Sales Force Productivity Conference Q and A Please remember to speak into the microphone – we’re recording! 18
- 19. 2014 Sales Force Productivity Conference Thank you! 15-17 September, Atlanta, Georgia Sales Force Productivity Conference 2014 19
Editor's Notes
- Keeping up with sales effectiveness trends is critical for a successful sales organization. Sales technology investment is on the rise, sales teams are going mobile, and competition is as steep as ever. The fight for better visibility into your team’s pipeline is real. Learning from your prospects--not just your reps--makes the difference between winning and losing. Join David Kerr, COO of TinderBox, in this workshop to learn from recent sales effectiveness research initiatives, evaluate upcoming technology trends, and discover how more informed sales teams are staying ahead of the curve. What your reps will never tell you Forecasting examples Behaviors & prospect engagement Activity problem Reps hate delivering bad news Measuring time on calls (anecdote: hall of oates) Sandbagging & pushing deals to next quarter The “black hole” after sending proposals What are sales management’s biggest problems? Why are we ineffective? (sales rep behavior, where sales spends their time) Current trends in sales effectiveness research? What will your reps never tell you? What are best-in-class sales organizations doing?
- Rich Girl Maneater Private Eyes Colorado region
- 5,000,000+ inside sale reps 200,000+ companies using CRM 25,000,000+ end-users using eSignature 50% of leads are qualified but not ready to buy Only 25% of leads are legitimate and should advance to sales 35%-50% of sales go to the vendor that responds first Buyers are 70%+ of they way through the sales funnel before they contact sales.
- Apple Watch FitBit Salesforce Dashboard Psycho metrics – discuss insidesales.com – weather, timing of calls Groupon 92 slide WBR
- How does management set quota? What about more transparency and communication.
- Takeaway - top of CSO’s lists are needing to improve: closing deals in expected timeframe, prioritizing oppties, competitive differentiation, understanding customer’s buying process, aligning solution w/ customer problems, generating accurate/effective proposals.