How to Optimize Sales Performance

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


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!


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


Sales and Technology…

13

Nobody cares about the CRM

14

Adopción: <25%

Adopción: 25-50%

Adopción: 51-75%

Adopción: >90%

Adopción: 76-90%


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


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

[email protected] 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!

Petters!




Mobile CRM is a must

49

7:11 PM!iPad

Upcoming Events

More!>!

Jones Restaurants!

Smith’s Bars!




Johnson! Johnson!

Petters!




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 [email protected]

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

Business

How to Optimize Sales Performance