smart playbook for south africa

The problem is not Information Overload

The problem is a Deficit in Insight

Sales Performance Management

Sales Managers Are Under Massive Time Pressure

Travel

Sales Forecast

Read Reports

Plan Territories

Manage Pipeline

CRM Compliance

Close Deals

Report to HQ

Sales Coaching

Sales Managers Are Under Massive Time Pressure

Travel

Sales Forecast

Read Reports

Plan Territories

Manage Pipeline

CRM Compliance

Close Deals

Report to HQ

Sales Coaching

How vulnerable is your sales performance?

You can’t manage what you can’t see

How do you reduce sales performance risk?

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

Source: 1 IBM/MIT; 2 SEC/CEB

Top PerformersLow Performers

+88%Coaching

No Coaching

Top Performers Use Analytics 5x More Than Low PerformersFor Sales & Marketing The Ratio Is 10x

-2 0 2 4 6 8 10 12


Application of Analytics Score: 1 Indicates equally likely to apply Intuition and Analytics

Financial Management & Budgeting

Operations & Production

Strategy & Business Development

Sales & Marketing

Customer Service

Customer Experience Management

Intuition AnalyticsTendency to apply Tendency to apply

22

1.1 Low Performer Average

5.4 Top Performer Average

Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute for Business Value Study

0 1 3 5 7 9 11 13

10:1

It takes 68% longer to Lose a sale than to Win

+68% WINNING SALES CYCLE

LOSING SALES CYCLE

All Deals

$250k+

$100k - $250k

$50k - $100k

<$50k

You can gain deep insight from smart sales analyticsSource: Dealmaker Index Study

0 50 100 150 200 250

141

160

197

212

178

93

98

111

137

106

WonLost

Duration of Won & Lost Sales Cycles in Days

But Most Analytics Projects Fail

Yes45%

No55%

55% of Analytics Projects Never FinishAlmost 100% Run Over Budget

Project Complete?

Source: Infochimps / CSC 2013

It doesn’t have to be that way …

Yes45%

No55%

55% of Analytics Projects Never FinishAlmost 100% Run Over Budget

Project Complete?

$

How to Succeed

Fix the Scope

Add Business Context

Embed Expertise

10 Elements for Great Sales Analytics

Sales DomainSpecific

VisualizeResults

Available to Everyone

Integrates With CRM

Mobile &Cloud

Start With Questions

Apply to Business Outcomes

Embed in Daily Processes

Goal Related

IdentifyInsights

Data Visualization is Critical

Sales Coaching Improves Performance

+88%

Coaching Improves Productivity1

Source: 1 SEC/CEB, 2 Gallup

+56%

Coaching Increases Customer Loyalty2

The Sales Coaching Paradox

Sales SupportInitiatives

Sales Coaching

Importance

Res

ourc

e

Sales Coaching is recognized as Important, but Resource is Not appliedSource: Sales Management

Association

LESS IMPORTANTMOST SUPPORTED

LESS IMPORTANTLEAST SUPPORTED

MOST IMPORTANTMOST SUPPORTED

MOST IMPORTANTLEAST SUPPORTED

Product Innovation

Importance to Sales Force Success ‡

Supp

ort F

rom

Upp

er M

anag

emen

t†

Lower Prices

Sales Management Training

Improved Sales Admin Support

Sales Comp Plan Change

Proper Sales Territory Coverage

Enabling Technology

Best Practice Sharing

Sales Coaching

Pre-Sales Support

Channel Development

Team Selling

Salesperson Training

Cross Selling New Account Selling

Improved Lead

Generation

† Seven-point rating scale; 1 is “not important at all,” 7 is “very important.” Mean value is 4.83.‡ Seven-point rating scale; 1 is “not supported at all,” 7 is “heavily supported.” Mean value is 4.02.

3σ2

3σ2-3σ2

-3σ2

And here’s the detail ...

Sales Managers Don’t Coach

Yes27%

No73%

73% of Managers Spend <5% of their time Coaching

More than 5% of Time Coaching?

Source: Sales Management Association

23%

Why Sales Managers Don’t Coach


47%

26%

100%

50%

0%Don’t Value

CoachingNot Enough

TimeDon’t Know

How to CoachSales RepsDon’t Ask

Other

2%2%

23%

Sales Managers Don’t Coach: Knowledge Gap


47%

26%

100%

50%

0%Don’t Value

CoachingNot Enough

TimeDon’t Know

How to CoachSales RepsDon’t Ask

Other

2%2%

How can smart automation empower the sales manager?

10 Rules for Great Sales Coaching

Adopt Buyer’s Perspective

Elicit Critical Thinking

Praise Good Insight

Be Objective & Curious

Document Actions

Collaborative Regular Cadence

ConsistentFramework

Don’t Take Over

Look for Evidence

But … What if you could do it right …?

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

Source: 1 IBM/MIT; 2 SEC/CEB


+88%Coaching

No Coaching

Based on Data, Knowledge, & Experience

We wrote the book on:- Smart Systems (1988)- Sales Process (2004)- Opportunity Management (2009)- Account Planning (2013)

1,000,000

1,200,00010,000,000

$1,000,000,000

TAS users since 1988

Hours of Sales Coaching

Sales cycles measured and analyzed in Dealmaker

$1Bn closed in Dealmaker each month

Analyze. Visualize. Coach.How vulnerable is your sales performance? You can’t manage what you can’t see. Get expert sales insights using smart sales analytics. Built-in sales expertise and automated coaching drives focus to improve sales performance.

Have I earned my sales performance badges?

What levers do I need to pull to improve?

How are the best reps

performing?

Am I growing my

pipeline?

Is there dead wood in the

pipeline?

What % of opportunities are Inactive?

Where are deals stalled?

What’s the value of Inactive

deals?

Are there any late stage deals

that are Inactive?

Are too many deals not moving?

Where am I losing deals?

Have deal values changed in the period??

What happened to the deals from

each stage?

Am I losing late stage

deals?

What does a winning sales

cycle look like?

Why does it take longer to lose? I’m wasting resources

Compare regions and individuals to

‘clone’ winners

Am I losing deals early?

TAS Software: World-Class Performance

100% Built on Force.com®

Hosted on salesforce.com® cloud

Exceptionally reliable, scalable, secure

Scales, tunes and backs up data automatically

Analyze. Visualize. Coach.

The problem is not information overload – the problem is a deficit in insight