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© Copyright 2012 The Sales Management Association.
8 May 2012
Presented by
The Role Of Analytics in Sales
Transformation
SMA Webcast Roundtable
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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
Slide 2© 2012 The Sales Management Association. All rights reserved.
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Today’s Panelists
Slide 3© 2012 The Sales Management Association. All rights reserved.
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Sales Transformation Defined
Slide 4© 2012 The Sales Management Association. All rights reserved.
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
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Sales Transformation Results
Slide 5© 2012 The Sales Management Association. All rights reserved.
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
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Sales Transformation Success
Slide 6© 2012 The Sales Management Association. All rights reserved.
• 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
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The Role of Sales Analytics
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The Role of Sales Analytics
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Understanding Why and What to Do
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Bringing Analytics into Sales Management
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AT&T’s Transformation: Why?
Slide 11© 2012 The Sales Management Association. All rights reserved.
What led AT&T to the decision
to engage in sales
transformation?
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AT&T’s Transformation: First Steps
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What are the first and most
important steps in sales
transformation?
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Ensuring Behavioral Change
Slide 13© 2012 The Sales Management Association. All rights reserved.
What are you doing to help
ensure behavioral change?
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Systems That Support Sales Process
Slide 14© 2012 The Sales Management Association. All rights reserved.
How have you built your
systems to support your
formal sales process?
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Analytics’ Role
Slide 15© 2012 The Sales Management Association. All rights reserved.
What role do analytics
typically play in sales
transformations?
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Long-Term Changes
Slide 16© 2012 The Sales Management Association. All rights reserved.
What is the long-term vision
for how your sales
organization needs to
evolve?
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Data’s Role in Supporting Long-Term Change
Slide 17© 2012 The Sales Management Association. All rights reserved.
What is the role of data and
analytics in supporting long-
term change?
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Problems That Analytics Solves
Slide 18© 2012 The Sales Management Association. All rights reserved.
When you started thinking
about analytics, what problem
were you trying to solve?
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Integrating Analytics and the Sales Force
Slide 19© 2012 The Sales Management Association. All rights reserved.
Did you develop a roadmap
for integrating analytics and
tools with how your
organization sells?
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Integrating Analytics: Keys to Success
Slide 20© 2012 The Sales Management Association. All rights reserved.
What are the keys to
successfully integrating
analytics and analytics tools
into the sales organization?
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© Copyright 2012 The Sales Management Association
Thank You.