Drive Your Revenue€¦ · ©%VALIDITY%Group%% Page%|%4% It#doesn’t#stop#with#your#CRM#–!...

Page | 1 © VALIDITY Group

Dramatically Improve CRM Performance If you’re like most B2B businesses, 80% or your revenue comes from 20% of your most strategic, key accounts

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The majority of strategic account managers take a dangerous “one-‐and-‐done” approach to account planning. If this rings a bell in your business, and your strategic account planning is just an annual (or biannual) exercise, then your revenue projections are at serious risk.

Recent CSO Insights research found that sales rep quota attainment was only 58.1% in 2014, and yet, in the

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face of those numbers, 94.5% of firms have raised revenue targets in 2015. We maintain that if it didn’t work last year, then this year may well end the same. The solution is not so much in change to your sales team membership, but rather adopting a NEW and proved solution to deliver you better results.

The promises of CRM’s were to provide enormous potential for improving sales organisation

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productivity, BUT many companies have had mixed success in leveraging CRM’s to drive transformational sales effectiveness improvements.

Research has attempted to understand the CRM's impact on sales organisation effectiveness, identify what drives successful CRM deployments, and prioritises where organisations can improve their utilisation of CRM.

Drive Your Revenue

View the Enable·∙Pro™ Video

http://www.validitygroup.net/http://www.validitygroup.net/resources/videos/


Our end-‐to-‐end Sales Enabling solution that works for the entire business

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Amidst so many things that members of the sales force need to do, CRM’s are just more work with no benefit, and can cause additional problems for a sales rep whenever they log a significant opportunity. In brief, CRM’s are often seen by sales team members as a reporting system for management and of no value to sales.

Therefore the issue is:

If they see no value in it, if they see it as a burden, then how they use it will have a direct bearing on the quality of the information that is put into it.

For the COO and the CFO, they will often report that the

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CRM has not delivered any real improvement in performance. It seems to uncover more problems than it solves and in many cases, creates still more. So for some, the results have not been as good as they had hoped. There are increasing reports where these views are gaining ground and usage is dropping.

This is a challenge that VALIDITY Group can solve.

Our solution is Enable·∙Pro™ :

§ A solution that was designed BY sales people FOR sales people to help them succeed.

§ A solution that will work with your CRM and provide you the results and outcomes that you want.

Territory (TTS) Account Planning (MAS) Opportunity

Execueon (SS 2.0) Sales Management

& Coaching Channel

Management

Software that Works for the Sales Force – Enable·∙Pro™


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Enable Pro™ allows your sales force to leverage capabilities that can give you a competitive edge. It is the only solution that marries your sales process with intelligent, visual tools so you can easily guide your teams, drive consistency and grow revenue.

§ Dynamic Playbooks. Deploy best-‐practice processes, tools, collateral, eLearning and other assets, based on the solution, vertical industry or stakeholder role.

§ Multiple Playbooks. Grow revenues by using visual map capabilities to improve sales, account management, channel, and renewal processes.

§ Playbook Configurator. Evolve with your markets, quickly tailoring process templates to guide best practices for different teams.

§ Process Scorecard. Score the performance of each process step and use a simple traffic-‐light metaphor to pinpoint any risks.

§ Playbook Analytics. Easily monitor your processes and track tool utilisation to identify critical factors that impact your efficiency and win rates.

A perfect solution for your sales people. And for your results.

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Enable·∙Pro™ is a solution:

§ That provides the sales person easy access to EVERY piece of information that they require.

§ That builds and populates my clients organisational and decision making structural map.

§ That makes my Account Planning process seamless and easy.

§ That is highly visual for me and highlights easily and effectively for me to proceed.

§ That draws in from LinkedIn and other key resources the data and information that I need.

§ That means that from the same screen I can access all the marketing support documentation I need without having to change screens and search.

§ That allows me to understand and scope where my opposition is playing and what strengths they have

§ Where I can clearly articulate where my internal strengths and weaknesses are and apply my right resources.

§ That when my boss asks for report I can ask “Word or PowerPoint?” and at a click have the report done while I make a coffee.

§ That will automatically populate the company’s CRM for me

§ That provides me a simple straightforward process and tools on the one screen to ensure my success.

§ That is clearly designed for sales people to be successful with, and yes one that will automatically populate any CRM/CRM’s that sit in the background.

§ That Ops and Management can customise easily and effectively to generate any report they want, financial, territory, industry, sector, solution.

What for many has been viewed as a massive insurmountable problem now has a significant

solution – Enable·∙Pro™


It doesn’t stop with your CRM – invest in Sales Coaching to boost success

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Specifically, they examined:

§ CRM's impact on selling activities § CRM's impact on selling results § CRM utilisation § Management's priorities in using CRM to impact

sales effectiveness § Key improvement areas for CRM adoption § CRM's impact on essential management activities,

such as opportunity identification, pipeline management, sales process efficiency, performance reporting, and communication management.

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Sales Coaching that Works

The best B2B sales teams are led by great sales coaches. But what makes a great coach, and how can your sales leaders develop these skills?

Join forces with VALIDITY to discuss the basics of sales coaching, the skills required to be an effective coach, the tools that can be applied, and the key approaches that you can use to be a great sales coach.

Talk to us about us providing you with external sales coaches that can add substantial and significant value to your sales organisation.

We provide you with the sales coaching tools that work and deliver real results.

Results from the CSO Research recent survey will enable sales leaders to assess their organisation's CRM use and identify sales effectiveness – impacting improvement opportunities.

Did you know? On average, teams that report receiving more than three hours of coaching per month exceed their goals by 7%.


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o Arabic, Farsi, Urdu o Baltic languages: Estonian,

Latvian, Lithuanian o Central Europe languages:

Albanian, Croatian, Czech, Hungarian, Polish, Romanian, Serbian (Latin), Slovak, Slovenian

o Chinese o Cyrillic languages: Azeri,

Belarusian, Bulgarian, FYRO Macedonian, Kazakh, Kyrgyz, Mongolian, Russian, Serbian, Tatar, Ukrainian, Uzbek

o Greek o Hebrew o Japanese & Korean o Latin 1 languages: Afrikaans,

Basque, Catalan, Danish, Dutch, English, Faroese, Finnish, French, Galician, German, Icelandic, Indonesian, Italian, Malay, Norwegian, Portuguese, Spanish, Swahili, Swedish

o Thai o Turkic languages: Azeri (Latin),

Turkish, Uzbek (Latin) o Vietnamese

Enable·∙Pro™ –Multiple Languages

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Our platform approach …

§ Reinforces the strength of CRM or can be used standalone.

§ Provides the most agile and fastest way to enable the team with the essential processes, tools etc.

§ Shows a visual and dynamic way of understanding and applying the principles of Solution Selling®.

§ Provides a close tie between what is taught and how it is applied on a day to day basis.

§ Offers interactive, on demand learning, in the context of the process.

§ Reports provide a visual display of success criteria, for measurement. Examples include:

o Adoption of specific key indicators of success

o Seller’s ability to apply the process / Job Aids

o Areas where sellers need additional focus or coaching (individual versus team)

Integrated to maximize your CRM Investment

Enable·∙Pro™ can be used as standalone or integrated with…

§ Salesforce.com § Microsoft Dynamics § Oracle On Demand § Oracle Fusion § SAP § …homegrown CRM’s


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Talk to us about our Account Planning template, which includes:

§ Best-‐practice components for account planning.

§ The essential components of an effective account plan.

§ Examples of how automated tools can visually bring your account plans to life and facilitate team collaboration.

Account Planning Template

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Account Planning

We start by outlining the basics of how to develop a highly effective Account Plan, then share how top sales teams approach account planning to ensure that they maximise the relationship and revenue potential of each and every strategic account.

A recent industry survey* reported that improving your account planning from “poor” to “good” resulted in a 41% increase in win rates. Most B2B sales organisations don’t have an effective account planning process – and actually rely on PowerPoint, Word and spreadsheets as their primary planning tools.

VALIDITY helps you develop a change of behaviour towards and management of your Account Planning process. One key missing link in your Account Planning – and perhaps a key component – is involving your customer in your planning process.

This is commonly a foreign concept for most sales professionals and certainly not an area of comfort, skill or experience for most teams. During our work together, we will train the art of customer collaboration and how to integrate it into your planning process. You’ll see that the payoff can be HUGE!

We will:

§ Develop the skill of customer collaboration in your account planning practices

§ Achieve collaborative, multi-‐year roadmaps and business plans

§ Realize more accurate assessments of your full revenue opportunity

§ Identify real coaches within the client and how to work with them

§ Gain customer buy-‐in and active participation throughout the relationship

§ Align execution with your customer against the collaborative plan


Maximise your results with Enable·Pro™ – the cloud solution with true mobility

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VALIDITY works with you on:

§ Top barriers impacting forecast accuracy

§ How sales managers should spend their time

§ How compensation plans should be managed and not be managed on an Excel spreadsheet

§ Utilizing account plans to conduct quarterly reviews

§ 3 critical areas to assess when establishing account goals

§ Identifying the right information within an account to drive execution

§ Keeping your account plan evergreen to drive additional revenue

"So What?" Our “so what” is the delivery of solutions that:

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§ Drive your revenue, AND change behaviours towards success.

§ Produce account plans that are robust and achievable.

§ Allow the company to achieve its revenue goals and your sales team to achieve their full earnings targets.

We deliver the components of a GREAT account plan. And a great account plan only pays off if you execute against it.

We share 5 critical steps to operationalize your account plan and how to make it a central part of your sales execution.

Learn how this proven approach will drive your sales team towards realizing its full revenue potential – in every account.

From the CSO Insights' 6th Annual Sales Management Optimisation study, we demonstrate how sales managers can help their sales teams hit your increased targets.


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And speak to us about how we can help your Account Planning processes succeed, as well as

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develop your sales coaching bench strength. Failure is not an option anyone can afford.

Call us today and arrange a demo to see for yourself the ease and effectiveness of Enable·Pro™

We enable people, sales and businesses to excel and grow Proudly supporting business throughout the Asia Pacific region. View our powerful solution portfolio online

or contact us for more information.

Kuala Lumpur: VALIDITY Group Sdn Bhd Level 36, Menara Citibank 165 Jalan Ampang, 50450 Kuala Lumpur +603 2169 7058

Singapore: VALIDITY Group Pte Ltd 371 Beach Road, #17-‐01 Keypoint Singapore 19597 +65 8657 3688

Level 27 101 Collins Street

Melbourne VIC 3000 Australia +61 3 9653 9551 | [email protected] | www.validitygroup.net

Head Office

Regional Offices
http://www.validitygroup.net/http://www.validitygroup.net/mailto:[email protected]

Drive Your Revenue€¦ · ©%VALIDITY%Group%% Page%|%4% It#doesn’t#stop#with#your#CRM#–!...

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