Rudy Parker Annual Inside Sales Performance review 2014 My Goals and KPIs for the year

What was my performance in 2014

Some of the challenges of being the first inside sales person at Visual IQ

What worked and what didn’t

Suggestions on how to improve in 2015 and beyond……….

Our targets and accomplishments

Quarterly Target Corporate Sales rest of team

Rudy Parker Total Average %

Target no Meetings 25 25 100

Highest accomplished

16 22 76

Rudy Parker Performance so far and projections for end of 2014

Quarter Q1 Q2 Q3 Projectio

n Q4

On Site Meetings accomplished 22 11 19 23

On Site Meetings Quota 25 25 25

25

% attainment 88% 44% 76% 92%

My Strategic v non-Strategic accounts

Strategic

Non-Strategic

0 5 10 15 20 25

Meetings

Meetings

Our Goal was to set up meetings with as many Strategic accounts as possible

Inbound v Outbound Leads Meetings

Inbound Leads Outbound Leads

My goal for the year was to generate at least 1/4 of the meetings from my own outbound activity

Over my yearly target by 13 Meetings

Reason for meetings drop off in Q2.

In Q4 of 2013 I generated 5 meetings with Strategic accounts in 1 day at the Digital Analytics association conference in New York City. This Comprised 5/14 or 35% to my number of meetings

In Q1 of 2014 I accomplished 11 meetings with Strategic accounts in 4 days at the Adobe Marketing conference. This comprised 11/22 or 50% of my meetings

In Q2 of 2014 I accomplished just 1 meeting at the Internet Retailers conference. This comprised 1/11 or about 9% of my Meetings

Main issues:

lack of good strategically fit companies at IRCE Conference (mainly not in my territory)

None of my RVPs (Field Sales Team) were attending this conference – difficulty executing meetings

Organizational Challenge: The Internet retailers Conference, Chicago

I had to present Key product demos to Executive level (Director level up to CMO) decision makers at Strategic accounts (Fortune 100’s) without any support

For example I handled Meeting with SVP of E-Marketing at TJ Maxx, Elaine Boltz, with no Visual IQ Support

I had to cancel some crucial meetings with strategic accounts

I tried my best to alleviate this situation, however ideally more support would be needed

Asking my team for help

Field Sales Team sharing ideas on how best to ask and frame qualifying questions – Deals: Grubhub, Citigroup

Tom Prachar ( 10 years as Director @ Adobe) on which

individuals to pitch and how to uncover & provide solutions to their ‘Pain’- My Deal: Equifax

Vanessa Tadier (5 year as Sales Director at Doubleclick)

on how to make each approach unique and tailored for Europe

- My Deal: Pokerstars

Lead generation: Using my initiative Now

adopted company wide

Tested and started to use Zoominfo database

‘Road tested 'LinkedIn Lead BuilderAs the most active user of LinkedIn at my Company, LinkedIn contacted me to see if I’d like to test their new Lead generation tool: It’s proved remarkably effective particularly for my EMEA region

LinkedIn Lead builder, continued…

Opportunities Won /Deals I have started

Other Opportunities I set up (lost)

Example of a meeting I Setting up: EMEA

Otto Group: Example of an EMEA retail meeting I set up

Rien Jansen, Managing Director of Marketing (CMO) at Bon Prix (Part of Otto Group which owns Crate & Barrel, in the USA, which is a Visual IQ Client)

UK Head told me he would be flying to Germany and be available formeetings on the 25th and 26th March.

He gave me a list of Decision makers and companies to set up meetings with – Otto Group was top of this list

Rien Jansen, CMO at Bon Prix, agreed the meeting. 25th March at 3.00 p.m. at their Hamburg HQ

My Pitch

This is the story about Amazon taking away Otto groups business:http://www.forbes.com/sites/adamtanner/2014/03/05/amazons-war-on-germanys-18-billion-patriarch/This is the Press release about Crate and Barrel (part of Otto Group) becoming a Visual IQ Client:http://www.visualiq.com/news/marketing-attribution-press-releases/crate-and-barrel-selects-visual-iq-cross-channel-marketing