State Of Sales Fall 2015

STATE OF SALESFall 2015 Alumni BreakfastOct 16, 2015

Intro Class: 40% increase projected

AY 12-13 AY 13-14 AY 14-15 Proj AY 15-160

50

100

150

200

250

300

350

400

SummerSpringFall

“Boot Camp:” Over 100% Increase

Advanced0

102030405060708090

AY 12-13 AY 13-14 AY 14-15 Proj AY 15-16

Corporate: Over 100% Increase

Fall 2013 Spring 2014 Fall 2014 Spring 20150

10

20

30

40

50

60

70

Companies

Corporate Development Endowments

AY 12-13 AY 13-14 AY 14-15 AY 15-16 2020 Goal0

200,000

400,000

600,000

800,000

1,000,000

1,200,000

Cumulative Endowment Funds

Rookie Preview

• Expect over 110 undergrad participants• Expect 20 graduate participants

• First ever Challenger Model Competition• Products: Salesforce.com, Sales Navigator, and

NetSuite

We welcome your engagement

Sales Growth in DFW Market

A31%

B23%

C8%

D15%

O23%

Over 12,000 New Sales Jobs Com-ing

Related information• Seeing early signs of ramp up failure• Seeing early signs of salary/OTE inflation

• Most companies entering the market seem to be using backward, not forward looking data on compensation

• Data is based on in bound numbers from Center requests in the past 6 months

Student and Alumni take Away

• Dallas is growing as a hub location city for inside sales

• More job opportunities and higher compensation

• Companies will be poaching existing talent

• Companies will have to budget for relocation packages or signing bonuses to be competitive

State of Sales: Nationally

This is not your older Sibling’s Sales environment!

Get ready for a whole new world!

State of Sales: NationallyTrend #1:

The lines between sales and digital marketing are blurring. For best in class companies, the line is gone.

• Increase in Sales Enablement Headcount• Increase in Sales Operations Headcount• More marketing automation and sales digitization


Social Selling is the new buzz across the land!

• Reduction in cold call prospecting• Increase in bad social tactics• The change is real, but the rules are being defined• Strategic Social Selling is not the same as Social Marketing Redux


The Game Changing Technology:

• Appointment Assisting Tools: +20%• Mobile Tools (SalesForceIQ): + 10 to 20%

• Sales Navigator• Predictive Models• Video coaching


Do you know your numbers?

• Social Selling Index Score.• Social Proximity Score

• Reputation Score

How are we preparing current students?

• Marketing Automation in the program as of 2 years ago• MBA Course: Digital Sales Strategy last year!

• Sales Tools are used in the program• Sales Events and in class

• Social Selling• LInkedin exercise will be updated with emphasis on SSI• Methods will be researched and implemented over the next 2 semesters

Increase our Center’s Contribution?

• DFW Sales compensation/growth survey (Q1,2016)

• Sales Executive Round Table in (2016)

• Initiate Sales Research related to trends (Q4, 2015)

• Hold Social Sales Summit in (Q1,2016)