How to Optimize Sales Performance

2013

1. Performance challenges

2. Things needed to perform •  Skills •  Tools •  Leads •  Technology

2  

Sales reps don’t follow the rules

3  

Source: Accenture CSO Insights 2012

0%  

50%  

100%  

Sales force not following company sales methodology

Don’t know (4%)

‘Pasan de todo’ (90%)

By accident (76-90%)

‘Cuando les da la gana’ (50-75%)

‘Algo es algo’ (<50%)

Ejemplo:  en  menos  del  50%  de  los  casos  siguen  la  

metodología  de  la  empresa  

4  

Sales reps don’t make their targets

5  

Annual cuotas

53%  47%  

62%  

39%  

64%  

36%  

0%  

50%  

100%  

2009  

2010  

2011  

Met quota Under quota

Underperforming? You are not alone

Source: Accenture CSO Insights 2012

6  

Sales cycles are getting longer

Wai@ng  for  a  Prospect  call  

7  

Annual cuotas

11%  

16%  

22%  

18%  

9%  

15%  

8%  

0%  

25%  

< 1 1-3 4-6 Source: Accenture CSO Insights 2012

Sales cycle of more than 6 months: 40+%

7-9 10-12 >12 ? 8  

Not always the customer’s fault

Inconsistent and immature sales processes Losing focus Inadequate planning Not able to grow leads

9  

Your sales force today:

10  In 1 year: 21% turnover

Auw!  

Source: Accenture CSO Insights 2012

Sales force turnover, why?

11  

Rapidly changing customer behaviour Blurring lines of multiple industries Ongoing shift from product focus to business solutions A different sales landscape!

New Sales Rep productive?

12  

22%: 0-6 months

47%: 7-12 months

30%: +1 year

Source: Accenture CSO Insights 2012

Sales and Technology…

13  

Nobody cares about the CRM

14  

Adopción: <25%

Adopción: 25-50%

Adopción: 51-75%

Adopción: >90%

Adopción: 76-90%

Source: Accenture CSO Insights 2012

46% low adoption rate

Sales technology fails

15  

Technology: no results

16  

9%  

14%  

17%  

15%  

21%  

18%  

21%  

17%  

27%  

42%  

52%  

0%   25%   50%  

Improved sales rep/manager communciations

Improved forecast accuracy

Reduced administrative burden on sales

Reduced new sales rep ramp-up time

Improved support of channels

Improved best practices sharing

Improved order processing accuracy

Improved win rates

Other

Increased revenues

Shortened sell cycles Source: Accenture CSO Insights 2012

1. Performance challenges

2. Things needed to perform •  Skills •  Tools •  Leads •  Technology

17  

Things for the complex sale

18  

1.  Skills

2.  Tools

3.  Leads

4.  Technology 7:11 PM!iPad

Upcoming Events

More!>!

Jones Restaurants!

Smith’s Bars!

Johnson! Johnson<<! Johnson!

Appointment: 15 Sept Appointment: 15 Sept Appointment: 15 Sept

Appointment: 15 Sept

Johnson! Johnson!

Petters!

Task: 15 Sept Task: 16 Sept

Task: 16 Sept Task: 16 Sept

Route Visits Calendar Tasks Contacts Brochures My Company !

Skills

19  

Read, read, read

20  

Listen, listen, listen!

21  

Why read & listen?

22  

Your Prospect Googled you. He already knows: •  who your company is •  what your products do •  who your competitors are •  what other customers say

What can you tell him that he doesn’t know already??

“Everybody has a plan… …until they get punched in the mouth”

23  

Be flexible in your pitch!

Become a data processer

24  

You need to use tools...

Tools

25  

The modern sales tools

26  

Social Tools: how many use these?

27  

Are you reading the news?

28  

Never?    Some@mes?    Every  day?    Every  hour?  

News Alerts

29  

How  many  alerts  do  yo  have  configured?  

Are you visible?

30  

Clients research your company, your products and you!

Up  to  date???  

Anything  interes@ng  to  say?  

Who does a Prospect want to see?

31  

@jamesgoodwill Pau Gasol fan Climbed Mt. Everest

@? ? ?

Free education

32  

What informative show would you enjoy watching every week?

Productivity tools: how many use these?

33  

More Meetings! Personal Emails

Mass Email feedback Don’t forget anything

Connect them

34  

Company XYZ is looking for cloud Developers. John Doe works there

XYZ has just acquired ABC company

John Doe is a cat lover..

Keep connecting...

35  

john.doe@xyz.com Hi John, congratulations on the acquisition, I suppose you have a lot of development. Maybe we can help?

So nice to talk to you. I see you love cats! John: yes! I saw we have that in common, what can I do for you?

All your data, all the time

36  

Leads

37  

No leads: no air

38  

Who gets new leads?

39  

LEAD GENERATION

SALES VISIT

SALES CLOSE

NEED IDENTIFICATION

PRODUCT DEVELOPMENT

OFFER DESIGN

ID PROSPECT TYPES

Marketing Sales ??

Leads: what you need

40  

1. Data Supply 2. Time 3. Motivation 4. CRM

Data: continuous input

41  

Fresh leads

Qualified prospects

Customers

Do the reverse math

42  

I want 10 customers per week

So I need 20 prospects

prospect to customer conversion

And 200 leads per week

lead to prospect conversion

Get data

43  

Company: Define filter criteria and buy: Don’t buy 50.000 records at once. Maximum what you need in 3 months.

Sales Rep: Simple rule – Add 10 leads to your CRM every week Get them from the web:

Time

44  

The average Sales Rep only spends

8% of his time on prospecting and qualifying…

Source: Industry Performance Group, survey of 1.502 salespeople in 17 industries ,2005

Time: farming is not sales

45  

80% ? 20% ?

Motivation: leadgen is not fun!

46  

I  am  not  buying  what  you’re  selling!  

Get help, if you need it

47  

Database Enrichment Lead Qualification Appointment Setting

Technology

48  

7:11 PM!iPad

Upcoming Events

More!>!

Jones Restaurants!

Smith’s Bars!

Johnson! Johnson<<! Johnson!

Appointment: 15 Sept Appointment: 15 Sept Appointment: 15 Sept

Appointment: 15 Sept

Johnson! Johnson!

Petters!

Task: 15 Sept Task: 16 Sept

Task: 16 Sept Task: 16 Sept

Route Visits Calendar Tasks Contacts Brochures My Company !

Mobile CRM is a must

49  

7:11 PM!iPad

Upcoming Events

More!>!

Jones Restaurants!

Smith’s Bars!

Johnson! Johnson<<! Johnson!

Appointment: 15 Sept Appointment: 15 Sept Appointment: 15 Sept

Appointment: 15 Sept

Johnson! Johnson!

Petters!

Task: 15 Sept Task: 16 Sept

Task: 16 Sept Task: 16 Sept

Route Visits Calendar Tasks Contacts Brochures My Company !

Data processing Prospect background data Appointments Meeting notes News clippings Etc.

Why mobile?

50  

Check prospect data right before meetings Enter meeting data during or right after appointments

Leaving it for later means data loss!

A good CRM will save time instead of cost time: a win-win For example with route planning

51  

Use a CRM to save time

Keep the CRM clean with good data and useful reports

52  

Check targets continously

0"

10"

20"

30"

40"

50"

Week"17"

Week"18"

Week"19"

Week"20"

5 5 5 1

5 5 5 4

5 5 5

5

5 5 10

15

10 15

15

25 Prospec4ng"

Upselling"

Courtesy"

Training"

Other"

Conversion"

© 2013 Salespoint Support Legal Terms +34932547622 support@salespointapp.com

Appointments" Sales"Ac4vity"

Pipeline"

0"

10"

20"

30"

40"

50"

Week"17"

Week"18"

Week"19"

Week"20"

30 35

40

50 Execu4ve"1"

22%

11%

34%

11%

22% Client"

Long"Term"

Not"Interested"

Not"Target"

No"Access"0"

10"

Week"17"

Week"18"

Week"19"

Week"20"

Not"Contacted"

Contacted"

Lead"Name"Iden4fied"

Lead"Qualified"

Info"Sent"

Appointment"

Proposal"Sent"

Lead-CRM reality check

53  

1.  Are all leads loaded into the system?

2.  Are all visits and the outcome of them recorded?

3.  Are weekly progress reports produced?

4.  Is it possible to connect easily from outside?

5.  Are alarms being set for future prospect opportunities?

If it doesn’t work…

54  

Thanks!

55  

Let me know what you think

www.salespoint.com @salespointapp

@wdfalk