equipping your sales team for peak performance with mobile enabled & integrated sales resources

Equipping(Your(Sales(Team(For(

Peak(Performance(With(Mobile=

Enabled(&(Integrated(Sales(

Resources((

#PeakPerformance,

#PeakPerformance,

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#PeakPerformance,,

About,Demand(Gen(Report(

@DG_Report http://linkd.in/DG_Specialists

•  Launched,in,2007,to,track,best,pracAces,in,lead,generaAon,

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#PeakPerformance,

Panelists,

Joe,Galvin,Chief,Research,Officer,Miller(Heiman(Research(InsEtute( ,(

MODERATOR:,Ma:hew,McKenzie,,Editor,,Demand(Gen(Report(

Emily,Shorter,Manager,,Industry,and,SoluAons,MarkeAng ,MicroStrategy((

©,Miller,Heiman,,,Inc.,All,Rights,Reserved., 5,

T h e N e x t L e v e l o f T r a n s p a r e n c y

A p r i l 2 8 , 2 0 1 4 J o e G a l v i n


Decision Making

What,we,know:,,,\,50/50,

probability,

What,we,think:,,,\,I,always,pick,heads,

New$informa,on:$$$3$straight$tails$

Decision:,………?,


What We Know and What We Think

InformaAon,and,Data,\,What$we$know%,PerspecAve,and,Knowledge,\,What$we$think(

When,we,add,to,what,we,know,,,,we,expand,our,perspecAve,of,what,we,think(


Adding to What We Know


Examples Exist Everywhere

Replaced,Baseball,Scouts,Judgment,with,,Facts,

“21”,MIT,Math,PhDs,,Crack,the,Card,CounAng,Code,

Wearable,Technology,


Auto Analytics

…discipline of auto-analytics—the practice of voluntarily collecting and analyzing data about oneself in order to improve.

…with$wearable$devices,$mobile$and$computer$apps,$and$sophis,cated$data$visualiza,on…$monitor$our$office$ac,vity$…use$that$informa,on$to$make$beAer$choices$about$where$to$focus$our$,me$and$energy$

“effort,at,self\awareness”,

Source:,H.,James,Wilson,,Senior,Researcher,at,Babson,ExecuAve,EducaAon,,,,


The Next Level of Transparency

Behavior$Modeling$

Funnel$Confidence$

The,Next,Level,of,Transparency,

Fuzzy$Funnels$

Outcomes,

Anecdotal$Percep,ons$

AcAviAes,

Miller$Heiman$Research$Ins,tute$Research$Note:$$Strategic$Themes$2014:$The$Next$Level$of$Transparency$


The Next Level of Transparency

! Adds Precision to Customer Management - Accurate,Forecasts,- Funnel,Confidence,

! Allows the Sales Leader Greater Insight to Sales Behaviors - ConnecAng,Behaviors,,AcAviAes,and,Messages,with,Results,- Capture,Sales,ProducAvity,as,a,FuncAon,of,Effort,and,Outcome,

! Empowers Sales to Re-gain Control - Rapid,learning,through,shared,experiences,and,knowledge,

•  Knowledge$Exchange,- Calibrated,standards,for,opportunity,modeling,

•  Qualifica,on$Criteria$•  Conversion$rate$by$sales$stage$•  Sales$cycle$length$by$sales$stage$


2014 Strategic Theme: The Next Level of Transparency

Sales Operations Customer Management

Sales Training Frontline Sales Manager

Sales Enablement Knowledge

Exchange

Sales Technology Social

Platform

Funnel,,Confidence,

Behavior,Modeling,


The Levers of Productivity

Sales,Management,Channel/Region/Segment$

Sales,Manager,Frontline,$Quota$Bearing$

Salesperson,Field/Inside/Channel$

Chief,Sales,Officer,Revenue,$Expense,$Marketshare$

Sales(Performance$

Sales,OperaAons,Territories,$Metrics,$Comp,$Quota$$$$$$

Sales,Training,Process,$Skills,$Product,$New$Hire$

Sales,Enablement,Leads,$Knowledge,$Message,$Tools$

Sales,Technology,SFA,$Apps,$PlaXorm.$Mobile$

Infrastructure(Produc,vity$


Strategic Infrastructure

Sales(Technology(SFA$ Learning$ Content$

Computer,,Tablet,,Smartphone,,,,,,,,,,,,,,,,,,,,,,,,,,,(((((((((((((((((Mobility,,CollaboraAon,,IntegraAon,,(

OperaEons(Market,assessment,,coverage,model,,territory/role,

definiAons,,quota,management,,

compensaAon,,funnels,,forecasts,,producAvity,,metrics,,reporAng,,

analyAcs,,

Where,We,Sell, How,We,Sell,

Training(Process,and,methodology,,

skills,,tacAcs,and,techniques,,

sales,mgmt.,,coaching,new,hire,producAvity,,market,,compeAtors,

,

Enablement(Value,,FAB,,posiAoning,,

comparaAve,,strategic,roadmap,,ROI/TCO,,

documents,,playbooks,,

presentaAons,,rich,media,,webinars,,virtual,events,,community,

,

What,We,Sell,


9%, 7%,11%,

4%,

15%,

7%,

22%,

9%,

27%,

39%,

15%,35%,

0%,

20%,

40%,

60%,

80%,

100%,

<100%,Forecast, 100%+,Forecast,

91\100%,81\90%,71\80%,

Forecast Accuracy

Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$

Those that have strong forecasts for 2013 report higher accuracy

42%(greater$than$80%$

74%(greater$than$80%$


Confidence in Funnel/Opportunity Data?

Miller$Heiman$Sales$Performance$and$Produc,vity$Study$2013$

Organizations on track to achieve plan also have higher confidence in their opportunity data

22%,

12%,

22%,17%,

22%,

5%,<100%,Forecast,

10%,

12%,

14%,

20%,

20%,

14%,

100%+(Forecast,

<50%,

51\60%,

61\70%,

71\80%,

81\90%,

Funnel(Confidence((of,70%,or,greater,

44%,

Funnel(Confidence((of,70%,or,greater,

54%,


2014 Strategic Theme: The Next Level of Transparency

Sales Operations Customer Management

Sales Training Frontline Sales Manager

Sales Enablement Knowledge

Exchange

Sales Technology Social

Platform

Funnel,,Confidence,

Behavior,Modeling,


Building Blocks of Sales Enablement

Knowledge,Access,

InformaAon,Portal,

Content

Knowledge,Planorm,

Knowledge,Exchange,

Learning,Planorm,

CollaboraAon,Planorm,

Knowledge

Knowledge,Transfer,

InteracAve,

InformaAon,Center,

Information

Miller$Heiman$Research$Ins,tute$Research$Note:$Sales$Enablement:$Knowledge$Exchange$PlaXorm$


Back to the Future

Tom,Siebel,–,Michael,Malone,1996,

….most,sales,force,automaAon,tools,don’t,work.,

….most,sales,force,automaAon,tools,on,the,market,do,nothing,to,help,the,salesperson,sell.,

….to,date,,most,of,the,applicaAon,of,computer,technology,to,the,selling,process,is,not,for,the,benefit,of,salespeople,,but,for,sales,management.,It’s,about,control.,,


Increasing Levels of Transparency

Paper,Form,1984,

Spreadsheet,1990,,

Client,Server,1996,

On,Demand,2004,

SFA$Market$2012:$$4.7$billion$

Deploy,new,CRM,System,

22%, 53%, 25%,0%, 20%, 40%, 60%, 80%, 100%,

Completed,in,2012,or,prior,

2013/2014,

Not,planned,or,in,place,

Miller$Heiman$Research$Ins,tute$Research$Note:$Sales$Force$Automa,on$Transi,on:$Time$to$Transform$


Visibility$and$Transparency$_$Reports$and$Dashboards$$

Sales(Force(AutomaEon:(Next(GeneraEon(

Sales Force Automation: Next Generation

SFA(

(FoundaEon(,

Accounts,,Contacts,

OpportuniAes,,

Funnel/Forecast,,

Territories,Sales,Hierarchy,

ICM(–Sales(

CompensaEo

n(,

Comp,Plans,,

CrediAng,Rules,,

Quota,Mgmt.,,

Commission,Statements,

Methodology(

AutomaEon(,

Account,Plans,,

Opportunity,Plan,,

Coaching,,

Team,Selling,

,AnalyEcs(

,Historical,Data,,

Capture,,,

PredicAve,,Modeling,

,ProducAvity,Metrics,


Customer Management System

CRM/SFA,Internal,Data,Systems,MarkeAng,,Finance,,HR,

Knowledge,Exchange,Strategy,,Message,,Knowledge,

Data,

CollaboraAon,

Device,Laptop,(air),,Tablet,,Smartphone,

Mobile,

ApplicaAons,

App,

App,

App,

App, App, App, App,

Miller$Heiman$Research$Ins,tute$Research$Note:$Sales$Technology:$Accelera,ng$Change$


Choose Wisely…

When,we,add,to,what,we,know,,,

we,expand,our,perspecAve,of,what,we,think(

The,Next,Level,of,Transparency,

25

Dramatically Increase Sales Productivity !"Increase rep productivity and extract more value out of your SFA/CRM investment with advanced analytics and mobile enablement solutions "

26

Your Current Sales Analytics Aren�t Enough"

Limited to current data within SFA/CRM systems

Scripting required for advanced mathematical operations and functions

Basic pie and bar charts

Silos of Current"Information"

Basic"Functions"

Simple"Visualizations"

Sales Data Support

Data Financial Data

Marketing Data

Analytical Data Store Addition +"

Subtraction -"Multiplication x"

Division ÷"Exponentiation bn"

Summarization"Min"Max

$

Addition +"Subtraction -"

Multiplication x"Division ÷"

Exponentiation bn"Summarization"

Min"Max

Limited to current data within SFA/CRM systems

Sales Data Support

Data Financial Data

Marketing Data

Analytical Data Store

Basic pie and bar charts Scripting required for advanced mathematical operations and functions

27

Your Current Sales Analytics Aren�t Enough"

Silos of Current"Information"

Basic"Functions"

Simple"Visualizations"

$

Sales Data Support

Data Financial Data

Marketing Data

Analytical Data Store

Combine SFA/CRM data with data from different sources and

with historical data

Combine

Expand your analyses with accessible advanced analytical capabilities

ƒ(x)=∑{x + 2(2x + 3x)}""

Data Mining"Predictions"Statistics"

Financial Analytics"More…

Advanced Analytics

Expand

Visualize your data to spot patterns and identify trends

Visualize

28

The Opportunity for Your Sales Organization"

Tablets have ushered in a new era of field sales capabilities"

Sales Capabilities"Sales teams are empowered with a combination of the device plus Sales focused Apps

Tablet features"Brought to life by a collection of technologies maturing at the same time

Apps GPS Multi-Touch Battery

Life Instant

On Flash Data Storage

App Stores Internet 3G/4G

Getting information to the sales reps has never been easier.

Location Driven Selling

Informed Actions and

Selling Light & easy

to carry Easy for

Sales Reps Great to share w/ customers

Sales data only a tap

away 10+ hours of

Selling Apps designed for Humans, not Geeks

$

29

Customer Engagement in Its Finest Form"

Present Relevant and interactive information."

$

•  Interactive, spontaneous conversations!

•  Multimedia collateral on-demand!

•  Customized visual insights

Hello, Relevant & Interactive.

Goodbye, Death by PowerPoint.

30

Sales Productivity, Maximized."Take action in the field. Monitor activity and coach on delivery."

•  Guided Selling!

•  On-the-go processing: update opportunities and forecasts!

•  Monitor activity at sales meetings by reporting on app info and content!

•  Coach reps to improve delivery of messages on sales calls

$

31

Hear how these great organizations have transformed how they sell."

32

Free Ways to Get Started"

Custom Mobile App or Analytics Dashboard Prototype

The Free MicroStrategy QuickStrike !• Hands-on working session with our experts !• We build you a custom dashboard on web or mobile!• Your own data, your own custom processes

Training

Free workshop classes!• 45-minute on-site lunch and learn !• 90-minute hands-on class!• One-day workshops at locations worldwide

[email protected]

Q&A,//,Panelists,

Joe,Galvin,Chief,Research,Officer,Miller(Heiman(Research(InsEtute( ,(

MODERATOR:,Ma:hew,McKenzie,,Editor,,Demand(Gen(Report(

Emily,Shorter,Manager,,Industry,and,SoluAons,MarkeAng ,MicroStrategy((

#PeakPerformance,

Thanks,for,a:ending,this,webinar!,

,,

Download,and,view,this,presentaAon,at:,h:p://dg=r.co/peak=performance(

equipping your sales team for peak performance with mobile enabled & integrated sales resources

Marketing

sales performance

sales behaviors connecang

levers of productivity

sales leader greater

level of transparency

training process

strategic theme

customer management