how to increase sales velocity

© Canidium LLC 2014

How to Increase Sales Velocity: Enhancing Sales Process and Enabling Finance

Chris Lesar

Jeffry Swertfeger

Doug Erb


Lead to Money


Presenter Information

Doug Erb | Partner & Co-Founder, Canidium Guides Canidium’s vision to transform its customers sales operations into highly efficient

and analysis based sales organizations. Responsible for taking Canidium from start-up to a multimillion dollar organization, while

serving in a wide range of executive management roles including strategic business development, sales, finance and operations.

Jeffry Swertfeger | Director of Marketing & Inside Sales, TruStar Energy Seasoned veteran with 20+ years of experience representing large manufacturing firms,

developing and executing marketing and brand strategies to successfully grow market share and brand equity

Responsible for overseeing all outward facing marketing and communications, while merging cutting-edge tools with seasoned sales force to bring an enhanced dimension to TruStar sales efforts throughout North America


Agenda

Sales and Finance relationship

Sales Velocity

Automating your process How to leverage Configure, Price, Quote

Configure Price Quote


Friction Between Sales and Finance

Sales Wants

Reduced sales cycle

Closing deals

Increasing revenue

Increased Budget

Better contract process

Guidance

Differentiator

Finance Needs

Maintain Margin (profits while limiting cost) Reduce returns

Audit workflow

Visibility into deal, margin and process

Structure

Timely payment

Reports


The Scenario

Lack of visibility

Conflicting goals

System barriers Systems lack connection

Back office systems (receivables and GL)

Sales (CRM, order entry)

Glue is spreadsheets

Paper and email process and workflow

Provide consistent message

Collaboration


Steps to Better Cooperation

Finance is the good guy Which sales programs have been most effective and profitable to focus on

What are the companies leading KPI’s

Can help develop dashboards

Provide pricing models to calc effect on customer profitability from price and/or volume changes

Share prospect information to determine if they can pass credit standards

Let us be the “bad guy” when negotiating with customers

Let us maximize sales incentive


CFO Speak

Attention to detail Pre approved contracts

Establish guidelines

Reduce risk

Customer Profitability Value is more important than volume

Special deals require a solid business case, not your gut

Visibility is key


What Finance Can See

Quote product type roll ups allow for quick assessment of margin health

Easy to audit and validate

Margin health indicators alert management of deviations

Entire project margin visibility, as well as individual attributes


Leadership Desire

Increased Revenue

• Upsell & Cross-Sell

• Bundling

Decrease Expense

• Reducing after point-of-sale churn

• Labor cost per deal

Increase Profitability

• Lower costs

• Increase in number and size of deals

Sales Velocity

• Reduce focus on funnel

• Increase productivity by focusing on sales process


Sale Velocity

• Sales Velocity is the time it takes for a lead to become a closed deal

• There are four levers to Sales Velocity • Increase number of opportunities

• Increase average deal value

• Increase win rate

• Reduce sales cycle

• Most people tend to focus on filling the pipeline by increasing the number of opportunities • Management tends to reinforce this by asking questions like “How many calls

did you make? Or “How much did you add to your pipeline last month?”

# Deals * Average $* Win Rate% Length of Sales Cycle


Sale Velocity – CPQ Style

• By automating the workflow of the sales process you increase the sales reps ability to increase deal size

• Traditional ROI in CPQ found in the reduction in errors and shortening of sales cycle • Enhancing Revenue

• Shortened cycle time • Increased win rate • Increased Upsell

• Lower Cost • By shortening cycle • More focused sales force

• Profit (Finance!) • Workflow to ensure margin maintenance • Customer knowledge

# Deals * Average $* Win Rate% Length of Sales Cycle


Automating Your Process

Guiding the Sales Process

Pipeline Management

System Automation and Workflow


Automate the Upsell

• “As top-performing selling teams continue searching for ways to reduce their sales cycles and increase their win/loss “batting average,” the use of contemporary technology tools holds significant promise for better sales team performance in 2012,” explained the Aberdeen Group in its 2012 Analyst insight paper – Lead-To-Win 2012: Managing People, Process and Technology to Optimize the Last Mile of the Sales Cycle.


Pipeline Management

• Bad data in SFDC or your CRM

• CPQ Manages data


Data Quality

We are on a solid growth trajectory

More quotes means more wins


System Automation and Workflow

Educating the Customer/

Guided Selling

Margin Health

Approvals Collaboration


Educating the Customer/ Guided Selling

Remove the guess work out of sales Error-free product bundling

Leverage historical trends to maximize deals


Educating Customers

Simple control over the proposal content

You control the look and feel to your customer

You develop document templates that resonate with your audience

You write the story you want your customers to read

You define the content that your organization wants to disseminate


Margin Health

Reporting margin health

Finance sees the margin

Sales knows that a call is coming


Approvals

Appropriate checks and balances in process Ensure margins are being maintained on key deals

Line of sight into deals in motion


Collaboration

Overarching theme is collaboration Allow multiple groups in the organization to discuss deals


CPQ

How long are your sales cycles? Are your sales margins where they need to be? How much time do you spend tweaking sales operations as opposed to selling? Canidium understands that for sales teams to be effective, they need the right tools. Canidium's Configure, Price, Quote service helps clients by picking the most optimal solution and by implementing it to best fit their needs. Our CPQ consultants have the technical expertise and the business acumen to make your project a success. Canidium's CPQ services result in accelerated sales cycles, and increases in margins per deal.


Success

We learned from our mistakes with other CPQ systems – they are not created equal

We have taken a complicated product with lots of moving pieces – and condensed it with simple fault-tree logic

We beat our competitors to the punch by taking a CPQ process that takes weeks – and deliver it in minutes


Questions?


Contact Us

Doug Erb Principal Partner, Canidium

Email: [email protected]

Twitter: @erbdoug

Chris Lesar VP CPQ Sales, CallidusCloud

Email: [email protected]


Canidium at a Glance

Based in Houston, TX with 50+ expert consultants across North & Central America, EMEA and APAC Partner with companies on a broad array of high value, ROI driving initiatives across the SPM lifecycle

Experience with all leading ICM / SPM solutions

Industry experience includes: Insurance, Financial Services, Banking, Retail, Telco, Healthcare, Pharmaceuticals

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