more meaningful performance discussions€¢ lacked a consistent weekly snapshot of kpi’s what was...

More Meaningful Performance

Discussions

© 2010 The Sales Management Association. All Rights Reserved.

Upgrading the Weekly Sales MeetingJune 9, 2010Joe Roach

Project Manager, CRM

Thermo Fisher Scientific

Discussions

The Sales Management Association

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2 Copyright © 2010 The Sales Management Association. All rights reserved.

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• CRM Project Manager

• Responsible for all components of the SFDC CRM

application

� Implementation

� Enhancements

Today’s Presenter

Joe Roach, Thermo Fisher Scientific

� Enhancements

� Training

� Reporting

� Integrated Applications

© 2010 The Sales Management Association. All Rights Reserved. 3

• Thermo Fisher Scientific is the world leader in serving

science, enabling our customers to make the world

healthier, cleaner, and safer.

� ~ 30,000 employees worldwide

� ~ 350,000 customers

Thermo Fisher Scientific

Company Snapshot

~ 350,000 customers

� ~ $10 billion in revenue

� Corporate headquarters: Waltham, Massachusetts

© 2010 The Sales Management Association. All Rights Reserved. 4

Today’s Webcast

• Review the changes made to the weekly pipeline review

• Enhanced reporting analytics (Cloud9)

• Focus on the large deals

• Incorporate coaching and strategy during pipeline

Agenda and Discussion Guide

5

• Incorporate coaching and strategy during pipeline

discussions

Copyright © 2010 The Sales Management Association. All rights reserved.

• Inconsistent process for weekly 1-1

� Sales Management and Sales Reps

� Adoption level varied

• Lacked a consistent weekly snapshot of KPI’s

What was the weekly pipeline call like before?

6

� Weekly Management Report

• Struggled with trending analysis

• Inability to build more complex report


Weekly Management Report – Executive Summary


• Summarizes opportunities closing this month by FCST

category

• Compares This Week vs. Last Week

Weekly Management Report – Rep Summary


• Rep level detail

• Calculates shift in pipeline value

• Summary view for manger/rep discussions

Weekly Management Report – New Opportunities


• Provides visibility to new opportunities created This Week

• Includes additional information such as probability and

projected close date

Weekly Management Report – Detail Deal Changes


• What’s changed field is used to drill down on opportunity

• Sort list by change reason or amount to identify trending

• Provides visibility to both positive and negative changes

Weekly Management Report – Deals Deferred


• Key report to understand which opportunities are being

pushed out

• Includes change field to identify trending

• Lacked visibility to these opportunities prior to Cloud9

Weekly Management Report – Waterfall This Month


• Summarizes buckets of activity with the current month

• Each bucket is included as a tab in the messenger report to

allow for drill down

• Great feedback from the sales managers

Weekly Management Report – Campaign Reporting


• Key initiative for organization

• Weekly messenger report provides visibility to the sales

management team

• Link included in this report to link to opportunity detail within

SFDC

Weekly Management Report – Top 25 by QTR


• Displays Top 25 by revenue for the QTR

• Sales Managers can focus on large opportunities during 1-1

discussions

• Focus on closing these opportunities

Weekly Management Report – Closed Last Week


• Summary of closed business for Last Week

• Includes reason and description of why the opportunity was

closed

• Sales managers review this report for trends (pricing, quality,

etc.)

• MBR/QBR

� Data is used to make key business decisions

• Pipeline Growth

� Understand if our sales reps are growing the pipeline

How is the weekly analysis used in other areas of

the business?

16

• New Initiatives that require reporting visibility

� Leverage the weekly reports to provide visibility to new initiatives


• Consistent process for weekly 1-1

� Standard Reporting

� Entire mgmt team participates on calls

� Adoption level has increased

• Consistent weekly snapshot of KPI’s

What is the weekly pipeline call like now?

17

� Weekly Management Report

� Flexibility to add new company initiatives to weekly report

• Full visibility to trending analysis

• Capability to build more complex reports


more meaningful performance discussions€¢ lacked a consistent weekly snapshot of kpi’s what was...

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