how great sales managers minimize risk to maximize impact

smartma&ers

The Future Looks Smart

© The TAS Group 2015

Before We Begin 1 You will receive a link to the recording of today’s webinar.

Watch for it in email.

2 The recording will also be available on our website thetasgroup.com, in the Resources section.

3 Enter your questions in the Questions box or tweet to @thetasgroup.

4 Join the conversation on Twitter: #SmartSales

© The TAS Group 2015

Donal Daly CEO

smartma&ers Smart Sales Transformation

Smart Sales Transformation

CLOUD SMART MOBILE EASY


Current State

ROI DELAYWhy is it taking so

long to get a Return on Sales Investment?

SMART BUYERS

Buyers are getting SMARTER

RISING EXPECTATIONS

Shareholders and customers expectations continue to rise

FAST MARKETSMarkets are getting

FASTER


What we know

LOST KNOWLEDGE13% of traditional sales

training is retained after 30 days

MISSED QUOTAOnly 2 out of 5 salespeople are achieving quota

SHORT TENUREAverage tenure of a CSO is just 18 months

KEY PLAYERS INACCESSIBLE

Only 54% of salespeople can access key players


How do we transform sales?

KNOWLEDGE DATA CONTEXT REASONING



KNOWLEDGE•  Best Practice •  Experience •  Methodology

DATADealmaker is native

on Salesforce

CONTEXTWhere you are in

the deal or account, the month or the quarter

APPLIED REASONINGSmart Software that analyses, coaches &

recommends


PLAYBOOK

OPPORTUNITY

ALIGN

ACCOUNT

MANAGE

smartma&ers

The Sales Manager’s Challenge What are the Big Questions?


The Sales Manager Challenge

Travel

Sales Forecast Manage Pipeline

Close Deals Sales Coaching

QBR @ HQ

Enablement

Hiring


What can help?

Top performers are 10x more likely to use analytics1

Use of Analytics

Sales Productivity

10x

Coaching can improve sales productivity by 88%2

Sales Analytics

Coaching

Top Performers

Low Performers

+88% Coaching

No Coaching

smartma&ers Smart Sales Transformation Smart Sales Transformation

Poll #1 What kind of Sales Performance Analytics are used in your company today? •  Standard Salesforce (or other CRM) reports? •  Excel •  Advanced analytics software •  None


Poll #2 How would you characterize sales coaching at your company? •  Coaching is an effective component of our sales culture •  Coaching happens early and late in the sales cycle for deals •  Coaching happens late in the sales cycle to save a deal •  Our managers don’t have the time or don’t know how to coach •  Other


Current State …

Source: Sales Management Association

73% Sales Managers Spend <5% of their 9me Coaching

More than 5% of Time Coaching? Do Analy,cs Projects Work?

55% Never Finish

Source: Infochimps / CSC


Why Sales Managers Don’t Coach

23%

47%

26%

100%

50%

0% Don’t Value Coaching

Not Enough Time

Don’t Know How or When

Sales Reps Don’t Ask

Other

2% 2%


Big Data & Analytics


Managing Sales Performance Risk

Data (analy9cs) driven coaching


Time

Sm

art

Predicting Sales Performance

DATA REPORTS

PREDICTIVE

What will happen?

PRESCRIPTIVE

So What?

DESCRIPTIVE

What data ma&ers?

What happened?

What are the Big Ques9ons?


Poll #3 How valuable is the data in your pipeline? •  The pipeline is a valuable/accurate indicator of future business •  I don’t know whether the data is valuable or accurate •  Data is so poor that we can’t use it to manage the business


Poll #4 What percentage of deals that are forecasted to close at the start of a period close in that period? •  0 – 40% •  40% - 70% •  70% - 100%



KNOWLEDGE•  Best Practice •  Experience •  Methodology

DATADealmaker is native

on Salesforce

CONTEXTWhere you are in

the Month, Quarter, or Year

APPLIED REASONING

Smart Software that analyses, coaches & recommends


Sales Managers Need Rhythm & Big Questions

Sales Forecast

Manage Pipeline

Sales Coaching

QBR @ HQ


The Sales Forecast Call …

ACME INC HAS DECREASED IN $VALUE JUST CLOSED HARRISON FOR $230,000 NEW DEAL: PTX $400,000 – IN LEGAL DID’NT GET A CHANCE TO UPDATE THE CRM I CAN GET THERE IF ALL MY DEALS … NO, HENRY @ ATC STILL DID NOT CALL BACK


The Big Questions: Forecast

Current State

What’s my (team’s) quota? What is closed ? What is forecasted? What is possible?

Future State

Will forecasted deals close? Will possible deals close? What deals moved out of forecast? What deals are new in forecast?

Focus Must Win opportuni9es Must Develop opportuni9es High Risk opportuni9es

Sales Forecast


Big Questions: Pipeline


Big Questions: Pipeline

Current State

Pipeline Size ($/#) Are deals ac9ve or stalled? What is the pipeline mix (size)? Opportunity age / stage

Future State

Who is adding to the pipeline? What deals are new in pipeline? Overall pipeline growth?

Focus Where are deals stuck? Pipeline leakage? Pipeline shorYall / balance

Manage Pipeline


Big Questions: Sales Velocity

SALES VELOCITY

V DEALS VALUE WIN RATE

SALES CYCLE


Big Questions: Deal Velocity

Sales Cycle

How long does it take to win? -‐ all / ‘qualified’ opportuni9es How long does it take to lose? -‐ all / ‘qualified’ opportuni9es

Win Rate Value Win Rate % Number Win Rate % Ra9o Value: Number Win Rate

Deal Size Average deal size? Typical deal size? Number of deals worked in the period?

Sales Velocity


Big Questions: QBR


Big Questions: QBR

QBR @ HQ

Forecast Review

How accurate was my Forecast? What happened to forecasted deals? Top 5 Late Stage losses Top 5 Late Stage regressions

Pipeline Review

What changed in the pipeline? Shape of the funnel? Deal value change though funnel? Where is pipeline leakage?

Deal/Team Review

Rela9ve Performance of Team Team pipeline balance


Q A

smartma&ers

Thank You Subtitle

smartma&ers

how great sales managers minimize risk to maximize impact

Business

sales analytics

sales cycle

sales investment

sales culture coaching

sales reps dont

sales managers challenge

sales management association

traditional sales training