© Copyright 2012 The Sales Management Association.

8 May 2012

Presented by

The Role Of Analytics in Sales

Transformation

SMA Webcast Roundtable

About The Sales Management Association

A global, cross-industry professional association for sales operations and sales management.

Focused in providing research, case studies, training, peer networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers, academics, and practitioners.

Learn More: www.salesmanagement.org

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Today’s Panelists

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Sales Transformation Defined

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Why is there a drive to change?

• Years of driving down cost

• Challenge in differentiation

What is “Sales Transformation?”

• Transition from “Qualified Vendor” to “Trusted Partner and Advisor”

• Becoming a strategic asset to your customers

Sales Transformation Results

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Less than 1/3 of companies felt they had transformed, but…

• 90% met company plan

• 66% of reps met or exceeded quota

• Rep turnover rate 20% lower

CSO Insights 2011 Survey

Sales Transformation Success

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• Formal sales process vs. random or informal

• Different conversation with customers

• Focus on changing behaviors

• Buy-in and support at all levels

• Personal business plans

(including # of opportunities, proposal ratio, closing ratio, # of proposals, average sale value)

• Systems aligned with and in support of formal sales process

Successful Efforts

The Role of Sales Analytics

The Role of Sales Analytics

Understanding Why and What to Do

Bringing Analytics into Sales Management

AT&T’s Transformation: Why?

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What led AT&T to the decision

to engage in sales

transformation?

AT&T’s Transformation: First Steps

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What are the first and most

important steps in sales

transformation?

Ensuring Behavioral Change

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What are you doing to help

ensure behavioral change?

Systems That Support Sales Process

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How have you built your

systems to support your

formal sales process?

Analytics’ Role

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What role do analytics

typically play in sales

transformations?

Long-Term Changes

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What is the long-term vision

for how your sales

organization needs to

evolve?

Data’s Role in Supporting Long-Term Change

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What is the role of data and

analytics in supporting long-

term change?

Problems That Analytics Solves

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When you started thinking

about analytics, what problem

were you trying to solve?

Integrating Analytics and the Sales Force

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Did you develop a roadmap

for integrating analytics and

tools with how your

organization sells?

Integrating Analytics: Keys to Success

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What are the keys to

successfully integrating

analytics and analytics tools

into the sales organization?

© Copyright 2012 The Sales Management Association

Thank You.