7 key plays for sales performance optimization

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7 Key Plays for Sales Performance Optimization

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Sales Collaboration

7 Key Plays for Sales Performance

Optimization

February 19, 2013

2/19/2013 © 2012 CSO Insights

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2013 Overall Trends

• Rep Turnover rates lowest in years

• Percentage of Reps Meeting/Beating quota: 63%

• Targeted company growth rates highest in years

• Revenue Targets up again in 2013

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2013 Trends

• Forecast Accuracy remains an oxymoron

• Top Objectives of 2013 will be Capturing New Accounts and Increasing Sales Effectiveness

• Lead Gen remains a key initiative for good reason

• Sales Rep time allocation is stable but distorted

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Other

Increase Reorder/Renewal Rates

Improve Team Selling

Reduce New Rep Ramp-up Time

Improve Margins/ReduceDiscounting

Optimize Deal Size - Up-sell/Cross-sell

Improve Customer Satisfaction

Reduce Sell Cycle Time

Optimize Lead Generation

Increase Existing AccountPenetration

Increase Sales Effectiveness

Capture New Accounts

3.3%

9.2%

10.4%

12.2%

16.8%

17.6%

19.9%

23.7%

34.5%

35.9%

51.6%

65.0%

Top Objectives for Next 12 Months

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• Generating interest

is the top challenge

for sales.

• Data quality issues

hinder lead

generation efforts for

both sales and

marketing.

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• Needing to know

more about a

prospect is making

research difficult.

• Researching is

easier with the right

type of sales

intelligence tools.

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• Many companies

find it hard to collect

and share best

practices across sales

teams.

• Internal social

networks can facilitate

best practices

sharing.

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• Level of process

adherence impacts

forecast accuracy.

• Better initial

qualification of

opportunities is also a

factor.

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Sales Performance Levels

• Two “No Fly” Zones.

• Five years ago only

17% of firms were

Performance Level 3.

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Performance Level Comparison

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Increase Existing Account Penetration

• Win/loss analysis

provides metrics as

opposed to hunches

on who to go after

and who to avoid.

• Sales intelligence

“triggering” can help

with prioritization.

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• Slight improvement

seen in farming

revenues from

existing customers

year-over-year.

• More successful

farming tracks with

higher levels of

relationships.

Increase Existing Account Penetration

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• Effectively

communicating with

customers is among

the highest rated

across all metrics.

• New ways to interact

with customers raise

new possibilities for

ongoing customer

communications.

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Polling Question

What percentage of your firm’s leads are Sales Rep generated? a) <10% b) 10%-20% c) 21%-35% d) 36%-50% e) >50%

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45%

47% Compared to 43%

% of leads self-generated by Reps

Others vs. Upper Quintile

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Sales Rep Time Allocation

Generating Leads/Researchin

g Accounts 20.9%

Selling (face-to-face or on the

phone) 37.0%

Post Sales Tasks (order

processing, account

management, etc.)

16.9%

Meetings/Admin Tasks 13.8%

Other (travel, training, etc.)

11.4%

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Optimize Deal Size—Up/Cross-Sell

• Effective planning

can have a positive

impact on competitive

losses.

• Customer

marketplace training

for reps can improve

planning abilities.

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Optimize Deal Size—Up/Cross-Sell

• Customer support is

actively generating

leads.

• Support is

sometimes engaged

in generating

revenues.

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Revising hiring strategy

New CRM tools

Revising compensation

Revising channel strategy

Revising sales team structure

Revising sales tools

Analyzing customer's buying process

Enhancing team communications

Revising sales process

Improving rep access to key information

Aligning sales and marketing

Enhancing lead generation

15.3%

21.7%

24.0%

24.5%

25.3%

26.6%

27.2%

30.4%

33.4%

36.8%

38.3%

48.9%

Top Sales Effectiveness Initiatives

for 2013

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Looking Ahead

• Mobile apps for reps will be bigger than everyone expects.

• Social Media/Selling will not be as big as everyone expects.

• Big Data could be really BIG once companies figure out what to look for.

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Looking Ahead

• Single Version of the Truth, 360 degree Intelligence, Data Hygiene.

• “Collaboration is the word of the decade.”

• Optimizing Lead Gen with Greater Sales & Marketing Alignment.

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Thank you

For sales, marketing or general info email:

http://www.csoinsights.com/About-Us/Contact-Us

Barry Trailer, Managing Partner, CSO Insights

[email protected]








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7 Strategies for Sales Success

Tim Davey, VP of Sales, SAP

February 19, 2013


Sell Smarter, Win More

1 Capture new accounts

3

4 Maximize up sell and

cross sell

5 Optimize lead generation

6 Reduce sales cycles

2 Increase sales

effectiveness

Increase existing account

penetration

7 Improve customer

satisfaction



It’s about

Warm introductions, faster

Personal engagements via social

connections

Account targeting

Real-time access to deeper

customer insights, delivering

account relevance

Many fishes in the sea…

catching the right ones matter



Apply best practices

Easy = use = love = $$$

360 customer insight on-

demand, anytime on any device

Sales collaboration, team selling

Wisdom shared, rinse and repeat

Guided selling

“Because SAP Sales OnDemand is

incredibly intuitive, our sales reps felt

comfortable using it from day one

without any training,”

-- Rolf Schumann, GM, Rieber GmbH &

Co. KG


Increase Existing Account Penetration and Up Sell, Cross Sell

Account purchase history plus instant

pricing and quoting to close deals on the

spot

Land and expand….

uncover new opportunities quickly



Marketing, sales and customer

service together to amp up

leads


Reduce Sales Cycle Time

Time is money

Automation, mobility, collaboration

Access to back-office and all the

right info for every interaction,

every time

End-to-end customer life cycle

management

Complete, predictive sales

analytics

“SAP Sales OnDemand has helped us

improve our sales reps’ productivity as they

use real-time Feeds to collaborate and get

answers quickly.”

-- Mike Kelly, SVP, Nebraska Book Co.



Exceed customer

expectations

Know your customers like never

before

Personalize and be relevant

Amazing sales experience

Drive and deliver more value to your customers…

complete customer view


Account Management &

Intelligence

• Fast Account & Contact Updates

• 360 Customer Intelligence

Opportunity

Management & Insight

• Easy Opportunity & Activity Tracking

• Competitor Insight

• Guided Selling

• Feeds, Followers & @mentions

• Internal, Customers, Partners

• Deal Sites

• Social Selling

Collaboration & Social

Real-Time Analytics

• Pre-built sales dashboards

• Configurable custom reports

• Account 360

• Mash-ups with SAP BW & Business Objects

Integration

• Pre-built integration with SAP ERP, SAP CRM, SAP JAM, SAVO, InsideView

• Mashups with most other apps

Mobility

• Complete mobile apps, no extra cost

• Support for iPad, iPhone, Blackberry & Android

Easy-to-use,

Productivity &

Personalization • Flags

• Tags

• Shelf

• Workflow

• Quick Creates

• User-Defined Fields

Groupware Integration

• Robust, Full-Featured with 2-Way Sync

• Support for Microsoft Outlook and Lotus Notes

Accelerate Sales Effectiveness with SAP Sales OnDemand


Choose the right solution…

BEAUTIFUL applications your team will love to use

COMPLETE solution to make your sales org wildly successful

– New sales effectiveness design & capabilities

– Customer insight

– Robust mobile apps

– End-to-end sales process management

– Beyond SFA: Sales onboarding, training, expense management & more

– Support

CONNECTED to the people, processes and information you need

– In-context social collaboration

– Built-in integration to SAP systems & processes, leveraging what already have

CLOUD

– Cloud-based

– Fast delivery

– Best value

– Innovation without disruption

http://www.youtube.com/watch?v=o8iSNkJRYs8&list=UUYGvs_0PNP9cBbkXhBSlU3w&index=3

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Q & A

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