Mais conteúdo relacionado Semelhante a 3 Keys To Sales Performance 2010 (20) 3 Keys To Sales Performance 20101. Three Keys to
Sales Performance in 2010
Steve Sovik
Area VP, Strategic Accounts, Oracle
Ben Yerushalmi
Senior Director, Oracle North America Alliances & Channels
York Baur
CMO, The TAS Group
Paul Dilger
Director, Product Marketing, The TAS Group
2. Agenda
Setting the background
Oracle’s three keys to sales performance in 2010
Dealmaker inside Oracle CRM on Demand
What to do now to be ready for 2010
Summary and questions
2 © The TAS Group 2009
3. Oracle – TAS Group Partnership
• Tight integration of sales methodology and
process into CRM
• Augments CRM to help answer:
• How do I replicate best practices?
• How do I increase my win rates?
• How do I increase sales effectiveness, productivity, and
margin?
• The TAS Group’s Dealmaker is available with
Oracle CRM On Demand and Siebel On-Premise
3 © The TAS Group 2009
4. Integration With Oracle CRM
®
Opportunity Account Consulting Services
Management Management
• Sales Process
Methodology Methodology
• Training Workshops
• Channel Programs
Sales Process • Individual Skills
4 © The TAS Group 2009
5. How to Respond
Think beyond “the classroom”
• Eliminate travel as a requirement
• Traditional sales learning is ineffective
on its own
• 87% of skills learned are lost in the
first month without reinforcement
• Expensive = Low ROI
• Not preferred by sales people
View sales learning as a process, not an event
• On-demand tools to help the sales person in their daily selling
• Management reinforcement
• Executive sponsorship
5 © The TAS Group 2009
6. Poll 1 – Sales Performance 2010
A: We are investing for recovery in 2010
B: We are not investing for recovery in 2010
6 © The TAS Group 2009
7. Poll 2 – Sales Performance 2010
A: We have a specific sales effectiveness initiative
that’s planned and budgeted for our 2010 kick-off
B: We don’t have a specific 2010 sales effectiveness
initiative that’s planned and budgeted for our 2010
kick-off
7 © The TAS Group 2009
8. The Story of 2008 and 2009
• Pressures on sales person productivity
• Form-filling and manual processes
• Spreadsheet hell
• Report creation
• Forecast scheduling
• Pressures on sales manager core competence
• Chasing reports and forecasts
• Working off lagging indicators
• Tendency to over- or micro-manage
• No time or insight for proactive coaching
8 © The TAS Group 2009
10. Recession - Winners and Losers
Losers Winners
Focused on tactical remedies Focused on strategic plans
Increased the sales leads funnel Pruned the leads funnel
Reduced the # qualifying criteria Increased qualifying criteria
Cut prices Increased prices
Cut costs Maintained and reallocated
Improved the level of service to the
Created “Fire Sale” offers
best customers
Pumped up “Spiffs” Increased long-term compensation
Source: HR Chally, 2008
10 © The TAS Group 2009
12. Key #1 – Overhaul sales methodology
• Target Account Selling is the world’s leading
methodology, with over 650,000 converts
• Better win rate, deal size and reduce sales cycle
• 88% improvement in quota achievement
• Integrated methodology and process increases
CRM adoption by 44%
• Automation drives sustained success through
reinforcement, versus event-based training
12 © The TAS Group 2009
13. Key #2 – Embed best practices into selling
• Replicate behavior of your top performers
• Instill a sales process which reflects your
customers’ buying process
• Automation ensures uniform application of best
practice
• Managers can focus on driving growth rather than
trying to understand sales problems
• Reduce sales force turnover by 33%
• Make everyone better, not just your stars
13 © The TAS Group 2009
14. Key #3 – Optimize Forecasting Accuracy
• Forecast and pipeline analysis is difficult
• You can’t manage what you can’t measure
• Objectivity, rules, algorithms and standardization
increases forecasts accuracy
• Automation takes this exercise away from the
sales rep and gives visibility to the manager
• Optimizing forecast accuracy brings confidence
14 © The TAS Group 2009
15. Achieving True Sales Performance Automation
• A salesperson-centric approach
• Focus on helping the sales person sell
• Automate 100% of the calculating and forecasting
• Use the power of sales methodology and process
• Goals for SPA
• Substantially and measurably improve revenue
performance of individuals and entire team
• Ensure uniform application of best practices
• Generate reliable, accurate forecasts automatically
• Sustain long-term performance improvement
15 © The TAS Group 2009
16. The Salesperson’s Role
CRM - SFA CRM 2.0 - SPA
• Data entry clerk • Knowledge worker
• Focused on compliance • Focused on selling
• Subjective decisions: • CRM system calculates:
• Strategy for selling • Strategy for selling
• Selling approach to • Selling approach to
individuals individuals
• Materials to use • Materials to use
• Closure probability • Closure probability
• Close date • Close date
• Forecasted deal value • Forecasted deal value
16 © The TAS Group 2009
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25. What to do now to be ready for 2010
• You have to start now to be ready for 2010
• Adopt the 3 keys to sales performance in 2010
• Invest in Dealmaker inside Oracle CRM on Demand
to implement the 3 keys
• Both organizations stand ready to help with planning
• Special pricing is available for joint Oracle – TAS
Group customers
25 © The TAS Group 2009
26. Summary
Winners for 2010 are taking the initiative already
Focus on the 3 keys
Embed them in Dealmaker in Oracle CRM on
Demand
Do them now to maximize Q4 and be ready for
growth in Q1!
Questions?
26 © The TAS Group 2009
27. Follow-up Resources
• www.thetasgroup.com
• US 866 570 3836
• UK 01189 253 251
• International +1 353 1 631 6140
• marketing@thetasgroup.com
• White Papers and Archived Webinars
• Twitter id @thetasgroup
• www.sales20network.com
• Sales 2.0 discussion group
• Twitter id @sales20network
27 © The TAS Group 2009
28. Three Keys to
Sales Performance in 2010
Steve Sovik
Area VP, Strategic Accounts, Oracle
Ben Yerushalmi
Senior Director, Oracle North America Alliances & Channels
York Baur
CMO, The TAS Group
Paul Dilger
Director, Product Marketing, The TAS Group
Notas do Editor Oracle contact details to replace S20N details?