Presentation given at April 2012 Sales 2.0 Conference.

1. Let’s Get Real
Justifying Technology
& Other Sales 2.0 Investments
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

2. What is Today’s Reality?
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

3. “The Mad Men era has passed and the
Math Men era is beginning”.
All Things Digital
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

4. Track and interpret
meaningful data and
metrics.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

5. Some Basic Sales Metrics
Revenue per headcount
Average sales cycle
ASP (Average sales price)
Acquisition cost
Close rate
Churn / Renewal rate
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

6. Use quantitative AND
qualitative data.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

7. Industry Studies: Sales Training
87% of Best-in-Class sales reps achieved quota
in the last year, compared with 49% among
Industry Average and 4% among Laggard
companies.
Source: Sales Training 2011: Uncovering How the Best-in-Class
Sustain, Reinforce and Leverage Best Selling Practices.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

8. Social Media
80% revenue in 2011 sourced from first contact via
social (PAKRA)
400% increase in sales in first quarter tied to social
marketing programs (IBM)
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

9. Gamification
80% adoption first week
Reduced onboarding from 4 weeks to 14 hours
Sales improved 8-12%
Reduced call time by 15%
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

10. Online contracting
8% increase in customer renewals (F500 insurance co)
Reduced hiring signing process from 1-2 weeks to 2
days (Citrix)
Reduced invoice cycle by 2-3 days/contract
(Brainshark)
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

11. Predictive Analytics
Revealed opportunities worth over $25M and the
team closed more than $2.4M within the first 90
days.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

12. Loyalty Campaigns
Retail catalog coupon offer
Directed consumers online to register for a contest
$30,000 investment yielded $300,000 in sales.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

13. Communicate (aka sell)
results to senior
management.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

14. Business Case
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

15. How could these justifications be improved?
Reduced ramp time.
10% emails opened.
Increased revenue and sales productivity.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

16. Get Real
1. Capture your baseline data and metrics.
2. Build a measurable sales process.
3. Compare metrics/results before and after and
contrast with investment cost.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

17. Get More Real
1. Understand data and metrics that affect change.
2. Compare to ideal, best practice profiles.
3. Identify improvement areas with highest impact.
4. Implement improvements.
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012

18. Need Help?
(510) 749 9073 @annekeseley
RealityWorksGroup.com
SALES 2.0 CONFERENCE • @Sales20Conf / #S20c • APRIL 2-3, 2012