Three Keys to Sales Performance in 2010
Steve Sovik Area VP, Strategic Accounts, Oracle
Ben YerushalmiSenior Director, Oracle North America Alliances & Channels
York Baur CMO, The TAS Group
Paul Dilger Director, Product Marketing, The TAS Group
© The TAS Group 20092
Agenda
Setting the background
Oracle’s three keys to sales performance in 2010
Dealmaker inside Oracle CRM on Demand
What to do now to be ready for 2010
Summary and questions
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Oracle – TAS Group Partnership
• Tight integration of sales methodology and process into CRM
• Augments CRM to help answer:• How do I replicate best practices?
• How do I increase my win rates?
• How do I increase sales effectiveness, productivity, and margin?
• The TAS Group’s Dealmaker is available with Oracle CRM On Demand and Siebel On-Premise
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OpportunityManagement Methodology
AccountManagement Methodology
Sales Process
Consulting Services
• Sales Process
• Training Workshops
• Channel Programs
• Individual Skills
Integration With Oracle CRM
®
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How to Respond
Think beyond “the classroom”• Eliminate travel as a requirement
• Traditional sales learning is ineffective on its own
• 87% of skills learned are lost in the first month without reinforcement
• Expensive = Low ROI
• Not preferred by sales people
View sales learning as a process, not an event• On-demand tools to help the sales person in their daily selling
• Management reinforcement
• Executive sponsorship
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Poll 1 – Sales Performance 2010
A: We are investing for recovery in 2010
B: We are not investing for recovery in 2010
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Poll 2 – Sales Performance 2010
A: We have a specific sales effectiveness initiative that’s planned and budgeted for our 2010 kick-off
B: We don’t have a specific 2010 sales effectiveness initiative that’s planned and budgeted for our 2010 kick-off
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The Story of 2008 and 2009
• Pressures on sales person productivity• Form-filling and manual processes
• Spreadsheet hell
• Report creation
• Forecast scheduling
• Pressures on sales manager core competence• Chasing reports and forecasts
• Working off lagging indicators
• Tendency to over- or micro-manage
• No time or insight for proactive coaching
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Need to Boost Sales Productivity
“…sales productivity is more important than ever before…”
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Recession - Winners and Losers
Source: HR Chally, 2008
Losers Winners
Focused on tactical remedies
Increased the sales leads funnel
Reduced the # qualifying criteria
Cut prices
Cut costs
Created “Fire Sale” offers
Pumped up “Spiffs”
Focused on strategic plans
Pruned the leads funnel
Increased qualifying criteria
Increased prices
Maintained and reallocated
Improved the level of service to the best customers
Increased long-term compensation
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The Oracle View – Seven Tips for 2010
1. Overhaul your sales
methodology
2. Embed best practices into
the selling process
3. Optimize forecasting
accuracy
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Key #1 – Overhaul sales methodology
• Target Account Selling is the world’s leading methodology, with over 650,000 converts
• Better win rate, deal size and reduce sales cycle
• 88% improvement in quota achievement
• Integrated methodology and process increases CRM adoption by 44%
• Automation drives sustained success through reinforcement, versus event-based training
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Key #2 – Embed best practices into selling
• Replicate behavior of your top performers
• Instill a sales process which reflects your customers’ buying process
• Automation ensures uniform application of best practice
• Managers can focus on driving growth rather than trying to understand sales problems
• Reduce sales force turnover by 33%
• Make everyone better, not just your stars
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Key #3 – Optimize Forecasting Accuracy
• Forecast and pipeline analysis is difficult
• You can’t manage what you can’t measure
• Objectivity, rules, algorithms and standardization increases forecasts accuracy
• Automation takes this exercise away from the sales rep and gives visibility to the manager
• Optimizing forecast accuracy brings confidence
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Achieving True Sales Performance Automation
• A salesperson-centric approach
• Focus on helping the sales person sell
• Automate 100% of the calculating and forecasting
• Use the power of sales methodology and process
• Goals for SPA• Substantially and measurably improve revenue
performance of individuals and entire team
• Ensure uniform application of best practices
• Generate reliable, accurate forecasts automatically
• Sustain long-term performance improvement
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The Salesperson’s Role
CRM - SFA• Data entry clerk
• Focused on compliance
• Subjective decisions:• Strategy for selling
• Selling approach to individuals
• Materials to use
• Closure probability
• Close date
• Forecasted deal value
CRM 2.0 - SPA• Knowledge worker
• Focused on selling
• CRM system calculates:• Strategy for selling
• Selling approach to individuals
• Materials to use
• Closure probability
• Close date
• Forecasted deal value
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What’s The Impact?
Source: TAS Index Survey, 2006-2009
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What to do now to be ready for 2010
• You have to start now to be ready for 2010
• Adopt the 3 keys to sales performance in 2010
• Invest in Dealmaker inside Oracle CRM on Demand to implement the 3 keys
• Both organizations stand ready to help with planning
• Special pricing is available for joint Oracle – TAS Group customers
© The TAS Group 200926
Summary
Winners for 2010 are taking the initiative already
Focus on the 3 keys
Embed them in Dealmaker in Oracle CRM on Demand
Do them now to maximize Q4 and be ready for growth in Q1!
Questions?
© The TAS Group 200927
Follow-up Resources
• www.thetasgroup.com• US 866 570 3836
• UK 01189 253 251
• International +1 353 1 631 6140
• White Papers and Archived Webinars
• Twitter id @thetasgroup
• www.sales20network.com• Sales 2.0 discussion group
• Twitter id @sales20network
Three Keys to Sales Performance in 2010
Steve Sovik Area VP, Strategic Accounts, Oracle
Ben YerushalmiSenior Director, Oracle North America Alliances & Channels
York Baur CMO, The TAS Group
Paul Dilger Director, Product Marketing, The TAS Group