How you can help your team overperform with data. Presented at the FutureBI Meetup (http://bit.ly/MoqJ02) on July 24, 2012, by Amit Bendov, CEO of SiSense Business Intelligence

1. Don’t Just Analyze, Energize!
Amit Bendov
CEO, SiSense
@banditmove

4. Goal Race Plan Target Pace
26.2/4 = 6.55 mph

5. Goal Race Plan Target Pace
Sensors Lag/Lead Adjust Pace

6. IronMan Pacing In Business
• Challenging Goals
• Analytics
• On going feedback

7. Monthly Sales ($K)
140
120
100
80
60
40
20
0
Jan Feb Mar Apr May Jun

8. EOQ Rush Syndrome
• Underestimating the challenge
• Breathless sprint to finish line
• Not developing next quarter’s
deals
• Vicious Circle
• Burn-out only a matter of time

9. Sales Team Pacing Example
• $200K Quarterly Target
• 10K Average deal size

10. Sales Team Pacing Example
• 20 deals to close
• Add 20% buffer, aim for 24
• Target Pace: 2 deals/week

11. Linear Game Plan
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 2 2 2 2 2 2 2 2 2 2 2 2

12. Real World Game Plan
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 3 2 2 2 2 2 2 2 3 3 1 0

13. Hitting the Road
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
QTD
Sales 0

14. Multi Dimensional Plan
Win Rate = 25%
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
Opp Needed 12 12 12 8 8 8 8 12 12 4 0
QTD
Sales 0

15. Multi Dimensional Plan
Win Rate = 20%
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
Opp Needed 15 15 15 10 10 10 10 15 15 5 0

16. System Setup
Sales CRM
KPI Analytics
Plan Spreadsheet

17. System Setup
Sales CRM
KPI Analytics
Plan Spreadsheet

18. Tailwinds!