tactics to influence sales rep behavior with data

Revenue Performance ManagementDriving Pipeline Velocity with Behavior Change

A subset of slides originally presented at the 2013 SAVO Sales Enablement Summit

Originally Presented by:

Phil Nieman Sr. Operations Manager, Revenue Performance Management

Bethany Ronchetta Sr. Director of Corporate Strategy

Driving Velocity

› Recognize and react to stalled opportunities early

› Reduce friction to improve forecast reliability

Goals:

Velocity

Sales people are expected to focus on short-term goals (closing business), but the business needs to keep focus on the long-term.

– Recognize stalls early– Notify sales to take action

Velocity

Email notification brings opportunity owner back to Salesforce.com.

Leveraging the SAVO integration, we can push coaching directly from the opportunity record.

Velocity

SAVO guide based on common stall reasons based on internal research and institutional knowledge.

Velocity

Coaching pages built in SAVO, leveraging the best SME coaches from across the company.

Velocity

Visibility of stalled pipeline from executive team down to the field helps reinforce behavior change.

Velocity

Further reinforcement through weekly reminder emails to opportunity owner and manager.