Sales Analytics Event with MyCustomer and SAP - 11th May 2016

SALESANALYTICSBOB APOLLOINFLEXION-POINT STRATEGY PARTNERS

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WHY SALES ISN’TGETTING ANY EASIER

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SALES UNDER PRESSURE

82%

SALESTARGETS

INCREASING

47%

EXPECTED TOREDUCECOSTS

SOURCE: "PUTTING CONTEXT AT THE CENTRE OF SALES SUCCESS" A LOUDHOUSE RESEARCH STUDY, SPONSORED BY SAP

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BETTER INFORMED CUSTOMERS

75%

RESEARCHINGSOLUTIONS

ONLINE

67%

BUYINGPROCESS

TAKING LONGERSOURCE: "PUTTING CONTEXT AT THE CENTRE OF SALES SUCCESS" A LOUDHOUSE RESEARCH STUDY, SPONSORED BY SAP

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CONSEQUENCES FOR VENDORS

LONGERSALESCYCLES

LOWERWIN

RATES

MISSEDSALES

TARGETS

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TODAY’S SALES IMPERATIVES:

KNOWMORE

SELLSMARTER

ACTFASTER

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COULDSALES ANALYTICSBE THE ANSWER?

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“Sales Analytics are the key that enables theVP of sales, sales operations and front-end sales

organisations to move from a culture based only on gut feeling and perception-based decision making

to one based on factual data supporting tactical and strategic decision making”

[GARTNER]

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“Sales Analytics are the key that enables theVP of sales, sales operations and front-end sales

organisations to move from a culture based only on gut feeling and perception-based decision making

to one based on factual data supporting tactical and strategic decision making”

[GARTNER]

10

“Sales Analytics are the key that enables theVP of sales, sales operations and front-end sales

organisations to move from a culture based only on gut feeling and perception-based decision making

to one based on factual data supporting tactical and strategic decision making”

[GARTNER]

11

“Sales Analytics are the key that enables theVP of sales, sales operations and front-end sales

organisations to move from a culture based only on gut feeling and perception-based decision making

to one based on factual data supporting tactical and strategic decision making”

[GARTNER]

12

“Sales Analytics are the key that enables theVP of sales, sales operations and front-end sales

organisations to move from a culture based only on gut feeling and perception-based decision making

to one based on factual data supporting tactical and strategic decision making”

[GARTNER]

13

SALESANALYTICS

SALESPROCESS

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BEHAVIOURALANALYTICS

CUSTOMERINSIGHTS

MARKETINTELLIGENCE

SOCIAL SELLING

SALESANALYTICS

SALESPROCESS

- News Feeds- Alerts- Triggers

- LinkedIn- Twitter- More…

Systematicinformationenrichment

Web visits -Opens/clicks -Interactions -

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BEHAVIOURALANALYTICS

CUSTOMERINSIGHTS

MARKETINTELLIGENCE

SOCIAL SELLING

SALESANALYTICS

SALESPROCESS

- News Feeds- Alerts- Triggers

- LinkedIn- Twitter- More…

Systematicinformationenrichment

Web visits -Opens/clicks -Interactions -

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WHO NEEDSSALES ANALYTICS?

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SALESPEOPLE

SALESMANAGERS

SENIOREXECUTIVES

MARKETINGTEAM

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SALES PEOPLE

ToolSales Opportunity DashboardApplication Lead/opportunity scoring Target/prioritise opportunities Identify/prioritise actions Guided selling (know and do)Benefits More effective selling Improved quota performance

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SALES MANAGERS

ToolTeam Performance DashboardApplication Patterns of success and failure Proactive pipeline management Identify opportunities at risk Identify coaching/training needsBenefits More accurate revenue forecasting Progressively improve team

performance

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SENIOR EXECUTIVES

ToolExecutive DashboardApplication Establish/monitor KPIs Reliable revenue forecasting Identification of risk factors Enhanced market

planning/segmentationBenefits Greater confidence in results Improved return on resources

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MARKETING TEAM

ToolMarketing DashboardApplication Campaign performance Lead scoring MQL-Sale conversion Ideal customer profilingBenefits More effective campaigns Better sales tools

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WHAT DATADO WE NEED?

BETTER DATASMARTER INSIGHTS

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OWNER

VALUE STAGE

ACTIVITY

AGE

TYPE

VELOCITY

OTHERATTRIBUTES

OPPORTUNITY

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STAGE

OPPORTUNITY

Clear, universally applied stage definitions Unambiguous milestones between stages Accurate assignment of deals to stage Stage-related data captured Progressive opportunity qualification Guidance: what sales people need to know

and do at each stage

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ACTIVITYOPPORTUNITY

Correlate with progress Patterns of performance Advances, not just actions Clearly categorised Monitor momentum

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Not just overall age Time in stage Critical predictor Takes 2*longer to lose

than to win Momentum is critical

VELOCITYAGE

OPPORTUNITY

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OTHERATTRIBUTES

OPPORTUNITY

Fit vs. “Ideal Customer Profile” Fit vs. “Ideal Opportunity Profile” Stakeholder engagement Compelling reason to act Structural, Cultural, Behavioural fit Budget/Finance Relative priority Factors specific to your situation

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ANALYTICSIN ACTION

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DIGGINGINTO THEDETAILS

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HOW HAS OUR PIPELINE VALUE CHANGED OVER TIME?

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WHAT’S DRIVING THE RECENT CHANGE IN VALUE?

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WHAT’S DRIVING CHANGESIN VOLUME AND VALUE?

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WHAT’S THE CURRENT FORECAST FOR THE QTR?

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WHICH OPPORTUNITIESARE AT HIGH RISK?

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UNUSUALLY HIGH DEAL

VALUE

LOWMOMENTUM

DAYS IN STAGE

WHERE ARE THE KEYRISK FACTORS?

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HOW IS OUR CONVERSION EFFICIENCY CHANGING?

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HOW OFTEN DO OUR SALES PEOPLE MAKE QUOTA?

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HOW DO SALES PEOPLE’S SUCCESS RATES COMPARE?

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DOES ANALYTICSIMPROVE PERFORMANCE?

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72%

48%37%

BEST-IN-CLASS AVERAGE LAGGARDS

ANALYTICS ADOPTION

% OF SALES PEOPLE ON QUOTA

[ABERDEEN GROUP]

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166 Days

207 Days

ANALYTICS USERS NON-USERS

AVERAGE SALES CYCLE LENGTH

150

225

200

175

[ABERDEEN GROUP]

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GUIDED SELLING TARGETED COACHING

BEST PRACTICE ADOPTION

60%

[ABERDEEN GROUP]

33%

53%42%

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PREDICTING WHICHDEALS ARE MOSTLIKELY TO CLOSE

IDENTIFYINGOPPORTUNITIESAND THREATS

45%

[ABERDEEN GROUP]

13%

37%

19%

SUPERIOR ABILITY TO FOCUS

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RETAINING TOPSALES TALENT

ON-BOARDINGNEW HIRES

53%

[ABERDEEN GROUP]

38%44%

19%

BETTER PEOPLE MANAGEMENT

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93%BETTER ATWALKING AWAYFROM BAD DEALS

[ABERDEEN GROUP]

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78%

WORLD-CLASSSALES ORGANISATIONS

30%

ALLSALES ORGANISATIONS

“Our sales management team is highly confident in the data

available from our CRM system.”

[MHI]

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IN SUMMARY

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If you’re not yet using sales analytics, you can’t afford not to get started this year

If you’re a relative newcomer to sales analytics, continue to drive the programme forwards

If you’re an experienced user of sales analytics, share your experiences with the audience

There’s always an opportunity to improve the quality of your data

There’s always an opportunity to improve the quality of your decision-making

We’ve all still got a lot to learn!

THANK YOUbob.apollo@inflexion-point.com

www.inflexion-point.com07802 313300