7 Key Plays for Sales Performance Optimization
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Transcript of 7 Key Plays for Sales Performance Optimization
© 2013 SAP AG. All rights reserved. 1 Internal
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7 Key Plays for Sales Performance Optimization
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© CSO Insights
Proprietary & Confidential
Sales Collaboration
7 Key Plays for Sales Performance
Optimization
February 19, 2013
2/19/2013 © 2012 CSO Insights
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© CSO Insights
Proprietary & Confidential
2013 Overall Trends
• Rep Turnover rates lowest in years
• Percentage of Reps Meeting/Beating quota: 63%
• Targeted company growth rates highest in years
• Revenue Targets up again in 2013
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Proprietary & Confidential
2013 Trends
• Forecast Accuracy remains an oxymoron
• Top Objectives of 2013 will be Capturing New Accounts and Increasing Sales Effectiveness
• Lead Gen remains a key initiative for good reason
• Sales Rep time allocation is stable but distorted
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Proprietary & Confidential
Other
Increase Reorder/Renewal Rates
Improve Team Selling
Reduce New Rep Ramp-up Time
Improve Margins/ReduceDiscounting
Optimize Deal Size - Up-sell/Cross-sell
Improve Customer Satisfaction
Reduce Sell Cycle Time
Optimize Lead Generation
Increase Existing AccountPenetration
Increase Sales Effectiveness
Capture New Accounts
3.3%
9.2%
10.4%
12.2%
16.8%
17.6%
19.9%
23.7%
34.5%
35.9%
51.6%
65.0%
Top Objectives for Next 12 Months
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Capture New Accounts
• Generating interest
is the top challenge
for sales.
• Data quality issues
hinder lead
generation efforts for
both sales and
marketing.
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Capture New Accounts
• Needing to know
more about a
prospect is making
research difficult.
• Researching is
easier with the right
type of sales
intelligence tools.
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Increase Sales Effectiveness
• Many companies
find it hard to collect
and share best
practices across sales
teams.
• Internal social
networks can facilitate
best practices
sharing.
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Increase Sales Effectiveness
• Level of process
adherence impacts
forecast accuracy.
• Better initial
qualification of
opportunities is also a
factor.
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Sales Performance Levels
• Two “No Fly” Zones.
• Five years ago only
17% of firms were
Performance Level 3.
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Performance Level Comparison
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Increase Existing Account Penetration
• Win/loss analysis
provides metrics as
opposed to hunches
on who to go after
and who to avoid.
• Sales intelligence
“triggering” can help
with prioritization.
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• Slight improvement
seen in farming
revenues from
existing customers
year-over-year.
• More successful
farming tracks with
higher levels of
relationships.
Increase Existing Account Penetration
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Improve Customer Satisfaction
• Effectively
communicating with
customers is among
the highest rated
across all metrics.
• New ways to interact
with customers raise
new possibilities for
ongoing customer
communications.
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Polling Question
What percentage of your firm’s leads are Sales Rep generated? a) <10% b) 10%-20% c) 21%-35% d) 36%-50% e) >50%
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Optimize Lead Generation
45%
47% Compared to 43%
% of leads self-generated by Reps
Others vs. Upper Quintile
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Sales Rep Time Allocation
Generating Leads/Researchin
g Accounts 20.9%
Selling (face-to-face or on the
phone) 37.0%
Post Sales Tasks (order
processing, account
management, etc.)
16.9%
Meetings/Admin Tasks 13.8%
Other (travel, training, etc.)
11.4%
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Optimize Deal Size—Up/Cross-Sell
• Effective planning
can have a positive
impact on competitive
losses.
• Customer
marketplace training
for reps can improve
planning abilities.
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Optimize Deal Size—Up/Cross-Sell
• Customer support is
actively generating
leads.
• Support is
sometimes engaged
in generating
revenues.
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Revising hiring strategy
New CRM tools
Revising compensation
Revising channel strategy
Revising sales team structure
Revising sales tools
Analyzing customer's buying process
Enhancing team communications
Revising sales process
Improving rep access to key information
Aligning sales and marketing
Enhancing lead generation
15.3%
21.7%
24.0%
24.5%
25.3%
26.6%
27.2%
30.4%
33.4%
36.8%
38.3%
48.9%
Top Sales Effectiveness Initiatives
for 2013
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Looking Ahead
• Mobile apps for reps will be bigger than everyone expects.
• Social Media/Selling will not be as big as everyone expects.
• Big Data could be really BIG once companies figure out what to look for.
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Looking Ahead
• Single Version of the Truth, 360 degree Intelligence, Data Hygiene.
• “Collaboration is the word of the decade.”
• Optimizing Lead Gen with Greater Sales & Marketing Alignment.
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Proprietary & Confidential
Thank you
For sales, marketing or general info email:
http://www.csoinsights.com/About-Us/Contact-Us
Barry Trailer, Managing Partner, CSO Insights
7 Strategies for Sales Success
Tim Davey, VP of Sales, SAP
February 19, 2013
© 2013 SAP AG. All rights reserved. 25 Internal
Sell Smarter, Win More
1 Capture new accounts
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4 Maximize up sell and
cross sell
5 Optimize lead generation
6 Reduce sales cycles
2 Increase sales
effectiveness
Increase existing account
penetration
7 Improve customer
satisfaction
© 2013 SAP AG. All rights reserved. 26 Internal
Capture New Accounts
It’s about
Warm introductions, faster
Personal engagements via social
connections
Account targeting
Real-time access to deeper
customer insights, delivering
account relevance
Many fishes in the sea…
catching the right ones matter
© 2013 SAP AG. All rights reserved. 27 Internal
Increase Sales Effectiveness
Apply best practices
Easy = use = love = $$$
360 customer insight on-
demand, anytime on any device
Sales collaboration, team selling
Wisdom shared, rinse and repeat
Guided selling
“Because SAP Sales OnDemand is
incredibly intuitive, our sales reps felt
comfortable using it from day one
without any training,”
-- Rolf Schumann, GM, Rieber GmbH &
Co. KG
© 2013 SAP AG. All rights reserved. 28 Internal
Increase Existing Account Penetration and Up Sell, Cross Sell
Account purchase history plus instant
pricing and quoting to close deals on the
spot
Land and expand….
uncover new opportunities quickly
© 2013 SAP AG. All rights reserved. 29 Internal
Optimize Lead Generation
Marketing, sales and customer
service together to amp up
leads
© 2013 SAP AG. All rights reserved. 30 Internal
Reduce Sales Cycle Time
Time is money
Automation, mobility, collaboration
Access to back-office and all the
right info for every interaction,
every time
End-to-end customer life cycle
management
Complete, predictive sales
analytics
“SAP Sales OnDemand has helped us
improve our sales reps’ productivity as they
use real-time Feeds to collaborate and get
answers quickly.”
-- Mike Kelly, SVP, Nebraska Book Co.
© 2013 SAP AG. All rights reserved. 31 Internal
Improve Customer Satisfaction
Exceed customer
expectations
Know your customers like never
before
Personalize and be relevant
Amazing sales experience
Drive and deliver more value to your customers…
complete customer view
© 2013 SAP AG. All rights reserved. 32 Internal
Account Management &
Intelligence
• Fast Account & Contact Updates
• 360 Customer Intelligence
Opportunity
Management & Insight
• Easy Opportunity & Activity Tracking
• Competitor Insight
• Guided Selling
• Feeds, Followers & @mentions
• Internal, Customers, Partners
• Deal Sites
• Social Selling
Collaboration & Social
Real-Time Analytics
• Pre-built sales dashboards
• Configurable custom reports
• Account 360
• Mash-ups with SAP BW & Business Objects
Integration
• Pre-built integration with SAP ERP, SAP CRM, SAP JAM, SAVO, InsideView
• Mashups with most other apps
Mobility
• Complete mobile apps, no extra cost
• Support for iPad, iPhone, Blackberry & Android
Easy-to-use,
Productivity &
Personalization • Flags
• Tags
• Shelf
• Workflow
• Quick Creates
• User-Defined Fields
Groupware Integration
• Robust, Full-Featured with 2-Way Sync
• Support for Microsoft Outlook and Lotus Notes
Accelerate Sales Effectiveness with SAP Sales OnDemand
© 2013 SAP AG. All rights reserved. 33 Internal
Choose the right solution…
BEAUTIFUL applications your team will love to use
COMPLETE solution to make your sales org wildly successful
– New sales effectiveness design & capabilities
– Customer insight
– Robust mobile apps
– End-to-end sales process management
– Beyond SFA: Sales onboarding, training, expense management & more
– Support
CONNECTED to the people, processes and information you need
– In-context social collaboration
– Built-in integration to SAP systems & processes, leveraging what already have
CLOUD
– Cloud-based
– Fast delivery
– Best value
– Innovation without disruption
Thank You
Q & A
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demos
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OnDemand
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© 2013 SAP AG. All rights reserved. 36 Internal
THANK YOU
Learn more about SAP Sales OnDemand
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