Zorian Rotenberg - The Science of Sales
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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/zorian-rotenberg Session Overview Get actionable success strategies on how to manage sales using data to build a scalable, predictable, and repeatable revenue engine. You will learn what the world's top sales leaders do and what sales metrics they use to grow revenue faster and increase performance of their sales teams.
Transcript of Zorian Rotenberg - The Science of Sales
#SalesSummit | @zorian
#SalesSummit | @zorian
The Science of Sales Management
Data-Driven Tips To Double Your Sales
#SalesSummit | @zorian
The Meaning of Sales Management?
#SalesSummit | @zorian
Build a Sales Machine using a Repeatable and Scalable process
to drive Predictable Revenue
#SalesSummit | @zorian
#SalesSummit | @zorian
#SalesSummit | @zorian
$ Sales =
$ Average Deal Size
% Hit Rate
% WinRate
# Dials per Day 240X X X X
#SalesSummit | @zorian
Be Consistent in Hiring, Training & Process
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Engineer a Consistent Sales Process
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Selling Process as a Sales Funnel
Connecting
Meeting and Researching
Evaluating
Negotiating
Buyer Steps
Identifying
Qualifying and Validating
Presenting
Closing
Seller Steps
Making Decision Validating Fit
Susp
ect
Opp
ortu
nity
DealBuying
100
80
60
40
20
2,000
#SalesSummit | @zorian
$ Sales =
$ Average Deal Size
% Hit Rate
% WinRate
# Dials per Day 240X X X X
#SalesSummit | @zorian
Are Your Sales Reps Effective?
SDRs Dials Connects Opps Deals Dial : Connect Dial : Opp Opp : Deal Dial : Deal
Steve Nash 3,844 333 11 1 12:1 349:1 11:1 3,844:1
Jeff Hornacek 4,285 339 15 2 13:1 286:1 8:1 2,143:1
Shawn Marion 2,911 251 27 4 12:1 108:1 7:1 728:1
Jared Dudley 3,973 342 20 6 12:1 199:1 3:1 662:1
Total 15,018 1,265 73 18 12:1 206:1 6:1 1,155:1
Hit Rate Win Rate# Dials
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Pipeline Creation
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Sales Funnel and Win Rate
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Average Deal Size
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Sales Cycle Per Sales Rep
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Run Experiments, Measure and Fail Fast
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“If You Can’t Measure It, You Can’t Manage It” - Peter Drucker
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2 FREE Sales Apps
#SalesSummit | @zorian
Image Source Credits:• Beach Rocks: www.flickr.com/photos/vinothchandar/8178276684/• Engineers: http://www.flickr.com/photos/seattlemunicipalarchives/4818952324/• Toy Soldiers: www.flickr.com/photos/primadonna926/2257406235/• Measuring tape: http://www.flickr.com/photos/aussiegall/286709039/• Skier falling: http://www.flickr.com/photos/deniskochnev/8560028933/
