how to win your biggest sales battles in 2016 · 2. industry standards for sales forecasting...

Travis Patterson, CRO, Aviso Gerhard Gschwandtner, CEO Selling Power January 12, 2016

How to Win Your Biggest Sales Battles in 2016

1. The new paradigm for sales success in 2016 2. Industry standards for sales forecasting accuracy 3. The 3 commitments of high performing sales teams 4. How to get sales teams to break through established ceilings 5. How to optimize the forecasting process 6. How to get better sales intelligence to close deals faster 7. How to view your pipeline in real time

Agenda:

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The Success of a sales team is not just what they do, but how they do it and what tools they use to achieve their goals

3

Mindset Skills-set Tool-set

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The New Sales Success Paradigm

Mindset Skills-Set

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Forecasting Drives Every Critical Sales Process

5

Weekly calls, 1-1’s, QBR’s, War

Rooms

What changed, when, why, early warnings, course corrections

Deals to focus on, PlaybooksKey to revenue

growth and making/exceeding plan

Forecasting | in

cent

ive

co

mpensation | gross margin analysis

qu

o tas | te rr i to ry o pt i m ization | sale

s pl

anni

ng

|

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Optimized Forecasting

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http://callproof.com/2015/07/14/21-sales-statistics-sales-manager/https://www.salesforce.com/blog/2013/08/sales-managers-performance.html

http://www.mckinsey.com/insights/marketing_sales/three_trends_in_business-to-business_sales

‣ Drastically reduce time and effort to roll up a forecast

2.5 hours/week/manager spent doing sales forecasts

‣ Improve win rates ‣ Reduce sales cycles ‣ Increase average selling price

13% lift in quota attainment with predictive analytics applied to forecast

45% of sales execs need help figuring out which accounts to prioritize12% increase in revenue growth driven by early-warning systems

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Total Forecast | Existing Pipe Forecast | New Pipe Forecast

$12M

$24M

$36M

$48M

$60M

$72M

09/29 10/06 10/13 10/20 10/27

$40,000,000

Flexible Forecast Automation A highly configurable forecasting application that: ‣ Adapts to existing business processes ‣ Provides unprecedented visibility into pipeline ‣ Is always on, with real-time updates/sync with any CRM

Proven Data Science Platform = High Accuracy An unbiased data driven forecast that: ‣ Analyzes CRM, ERP, email & calendar activity & custom data ‣ Predicts when deals will close by amount and date ‣ Provides early warning indicators to get plan back on track

Aviso Insights

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How It Works

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CRM EMAIL ERP CUSTOM DATACALENDAR

Analyze Your Data

Build an unbiased, tailored and bottoms-up forecast

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3REAL-TIME

FORECAST

DEAL

PRIORITIZATION

UPGRADES &

DOWNGRADES

EARLY WARNING

ALERTS

ULTIMATE

VISIBILITY

Deliver Actionable Insights

____________Aviso Data Science Delivers Actionable

Insights from your Data

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Dashboard

9

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Early Warning Signs

10

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What Changed in my pipeline

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The Sales Forecast is one of the most important pieces of the puzzle of a sales operation

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Mindset Skills-set

Tool-set

The win rate on forecasted deals is 45.7% (CSO Insights)

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High Performing sales teams are more committed

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The three Commitments

Success Others Self

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Commitment to success

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High optimism No-limit thinking

Continuous innovationHigh frustration tolerance

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“I set apparently unachievable

challenges and learn

how to rise above them.”

Commitment to Success

No-limit thinking

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Commitment to SuccessNo-limit thinking

“By applying the visualization practices and my positive mindset and belief in my abilities, I got a hole-in-one on the very first hole.”

Christine Hanks Sales Associate

Meeting One

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Commitment to SuccessNo-limit thinking

At age 16 Sara Blakely listened to Dr. Wayne Dyer’s program “How to be a no-limit Person over 400 times. Today she is worth over $1.1 billion

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Commitment to Success

No-limit thinking

In 1949 the graduating class of a Life Insurance Company

decided to go on an all-night sales binge from 7 pm - 4 am.

They made 227 calls, delivered 125 presentations and closed

61 sales.

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Commitment to Success

No-limit thinking

Challenge your salespeople to imagine a goal that’s 3 x or 5 x

bigger than their plan

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Commitment to Success

“Perpetual optimism is a force

multiplier” -Colin Powell

High Optimism

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Commitment to Success

High frustration tolerance

“In enduring not getting what I want today, I

often win tomorrow.”

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Commitment to Success

Continuous innovation

“Our industry does not respect tradition – it

only respects innovation.”

- Satya Nadella, CEO Microsoft

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Commitment to Success

Continuous innovation

“We created a ‘wall of dreams’ where our salespeople posted

pictures of their greatest dreams. This helped us create the best quarter in the history

of the company”

Chad Burmeister, VP SalesRing Central

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Commitment to Success

Dream Team Board

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Commitment to Success

Continuous innovation

“We eliminated scoreboards and created a “Victory Plan”

instead and achieved a spectacular increase

in sales.”

John Turner VP Sales,

Trinet

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Commitment to others

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Empathy Respect

Feedback Support

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Commitment to Others

Empathy

Bill McDermott turned the lowest performing

territory (Puerto Rico) into the # 1 territory in the

country in 12 months. He showed empathy for his

team’s dreams.

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Commitment to Others

Respect

Show respect to the other person’s

opinion. Never say “you’re

wrong”.

Commitment to Others

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Support

“Imagine how our culture, how our lives, will change when we begin

valuing go-givers as much as we

value go-getters.” -Arianna Huffington

Commitment to Others

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Feedback

“We all need people who give us

feedback, that’s how

we improve.” -Bill Gates

Commitment to Others

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Great coaches show empathy and respect, and they offer support and feedback to help people grow

Sales organizations that offer a high quality sales coaching program can increase sales by 19%

of the middle 60% of the sales team

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Commitment to self

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Healthy living Authenticity

Positive focus Resilience

Commitment to Self

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Healthy Living

Create a healthy lifestyle including rest, recreation, exercise, a balanced diet and positive relationships.

Commitment to Self

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Authenticity

“What we’re all striving for

is authenticity, a spirit-to-spirit

connection.”

- Oprah Winfrey

Commitment to Self

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Positive Focus

“The key to success is to

focus our conscious mind

on things we desire, not

things we fear.”

Commitment to Self

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Resilience

“You can change how you

feel by changing the

way you think.” - Zig Ziglar

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C.A.R.E. about the three Commitments 1. Create 2. Affirm 3. Renew 4. Execute

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Celebrate success

Reinvent your Mindset

Every day

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Q&A

More information? Email kira.lenke@aviso.com