sales analytics webinar
TRANSCRIPT
Insider Secrets on How You Can Meet Your
Revenue Goals with 95% Accuracy…. and
100% Confidence
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Please send questions using
the online interface
Attendees muted upon entry
Webinar Notes
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Agenda
How Jive uses Birst for Sales Operations
How Birst uses Birst in Sales Operations
Demo
Best practices / tips
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Featured Speakers
Alex Saleh
VP of Business Operations
Adam Sold
VP of WW Sales Operations
(Birst Customer)
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AVOIDING THE
SALES FORECAST
“HALL OF SHAME”
Birst customer
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Remember 1st Generation iPhone?Birst customer
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The Shift to Leading IndicatorsBirst customer
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Ignoring Leading IndicatorsBirst customer
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Relentless Focus on Leading IndicatorsBirst customer
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The Results
Your Product Here
Birst customer
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The Shift to Leading Indicators
• Identify your
leading indicators
• Track them
relentlessly in
real time
• Course correct
when needed
• Reap the benefits!
Birst customer
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Sales execs and sales operations are turning to BI
to answer the questions they need to hit quota by
looking at the following key areas:
• Pipeline management
• Discount analysis
• Pipeline velocity
• Closing performance
• Deal size
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Sales execs and sales operations are turning to BI
to answer the questions they need to hit quota by
looking at the following key areas:
• Pipeline management
• Discount analysis
• Pipeline velocity
• Closing performance
• Deal size
But it’s not that simple…
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Improving Sales Performance requires analysis
across multiple data sources and action by many
people
ProductivityHiring, training, ramp
time, etc.
BookingsBy rep, manager, lead
source, deal size, etc.
Rep PerformanceBy hiring cohort, territory,
ramped status, tenure, etc.
Upsells By customer satisfaction levels,
product, sales channel, etc.
Loss AnalysisBy employee training status,
manager, competitor, etc.
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Improving Sales Performance requires analysis across
multiple data sources and action by many people
VP Sales
Sales Managers
Sales RepsCFO
VP Marketing
VP HR
Data Scientists
Analysts
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SALES ANALYTICS
AT BIRST
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Where we focus today
Territory coverage &
hiring decisions
• What is the current coverage
• Where are the reps located
compared to their accounts
Forecast stress test
• Historical
• Deal scoring
Management
• Sales quota vs. close
• Pipeline coverage
• Composition of the pipeline
Pipeline diagnostics
• Pipeline movement
• Current and next Q pipe
• Pipeline aging
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DEMO
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Best Practices
Set expectations with
management and
stakeholders
Value-based Design -
focus on the metrics
that matter
Don’t just copy your
existing reports – beware
of paving the cow paths
Iterate – always
start small
Get executive
interest and
sponsorship
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Birst Offerings in Sales Analytics
• Sales Analytics Accelerator for Salesforce
– Pre-built data model, reports & dashboards
• Sales Forecasting Solution
• Connectors
– Salesforce.com, Oracle CRM, Netsuite, SAP, Eloqua, Marketo, Google Analytics, and many more…
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Learn more
• Learn more about Birst
– www.birst.com
– Live Demo: www.birst.com/livedemo
Every Tue/Thu at 11 AM PT
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Thanks