Accurate sales forecasts. Healthy sales pipelines. Impactful sales coaching. These are 3 expectations of every sales leader that CRM was created to enable. So why do we still suffer anemic pipelines, erratic forecasts, and feeble coaching? Join best-selling author Jason Jordan as he reveals specific best practices that are proven to turn CRM into the high-leverage investment it should be.
8. #INBOUND16
First, 4 Things about Vantage Point
World-Class
Training
“The best, most successful
training ever launched to our
sales force"
Enter Vantage Point
Demonstrated
ROI
30% Revenue
20% Reps at Quota
15% Pipeline
20% Win Rate
13. #INBOUND16
• Historical data → Anecdotal inputs
• One reality → Several ‘forecasts’
• Real time data in CRM → Periodic scrubbing
• Nearly all do it → Nearly none trust it
• Consumes A LOT of time → Doesn’t improve sales
Defying Common Sense
14. #INBOUND16
More Heat Than Light
Frequency of One-on-One
Forecasting Meetings
Source: Vantage Point / Sales Management Association Survey
16. #INBOUND16
Best Practice Softball… Enable It with Technology
+30%
Forecast
Accuracy 3.2
4.2
Not Technology Enabled Technology Enabled
Avg
Source: Vantage Point / Sales Management Association Survey
17. #INBOUND16
Avg
Train Your Front-Line Managers to Forecast
+27%
3.3
4.2
Managers Untrained Managers Trained
Forecast
Accuracy
Source: Vantage Point / Sales Management Association Survey
18. #INBOUND16
Define It for Them
3.5
4.3
Conversational Language Clearly Defined Terms
Avg
+23%
Forecast
Accuracy
Source: Vantage Point / Sales Management Association Survey
19. #INBOUND16
Avg
Make It Real
3.2
4.0
Not Held Accountable Held Accountable
+26%
Forecast
Accuracy
Source: Vantage Point / Sales Management Association Survey
20. #INBOUND16
Keys to Better Forecasting
1. Enable with Technology
2. Train Your Managers
3. Hold Folks Accountable
4. Define What It Is
22. #INBOUND16
5%
51%
16%
17%
11% Several Times per Week
Weekly
Several Times per Month
Monthly
Less than Monthly
Sales Pipelines are a Big Deal
Expected Frequency of Pipeline Meetings
72 %
Source: Vantage Point / Sales Management Association Survey
23. #INBOUND16
And They Consume A LOT of Time
36%
54%
10%
30 Minutes or Less
45-60 Minutes
90 Minutes or More
Duration of Each Pipeline Meeting
Average = 53 minutes
Source: Vantage Point / Sales Management Association Survey
24. #INBOUND16
Pipelines Produce Heat and Light
+15%
4.6
5.3
Ineffectively Manage Effectively Manage
Relative
Revenue
Growth
Source: Vantage Point / Sales Management Association Survey
27. #INBOUND16
Have a Great Sales Process
4.3
5.1
Informal Formal
+18%
Relative
Revenue
Growth
Source: Vantage Point / Sales Management Association Survey
28. #INBOUND16
A Sales Process Must Mirror the Buying Process
=
Identify
Needs
Establish
Criteria
Assess
Solutions
Mitigate
Risks
Influence
Criteria
Prospect
Qualify
Opportunity
Influence
Criteria
Position
Offering
Build
Confidence
29. #INBOUND16
Give It the Effort It Deserves
+11%
4.8
5.3
< 3 hours per month 3+ hours per month
Relative
Revenue
Growth
Source: Vantage Point / Sales Management Association Survey
30. #INBOUND16
Again, the Sales Managers
4.7
5.1
Untrained Trained
+9%
Relative
Revenue
Growth
Source: Vantage Point / Sales Management Association Survey
32. #INBOUND16
Keys to Productive Pipeline Management
1. Define a Good Process
2. Commit the Time (Coach)
3. Train Your Managers$
$
$
$$$
$
$
$$ $
$$ $$$$ $ $
$ $$ $
42. #INBOUND16
Task 1: Identify the Coachable Activities
Salesperson and manager activities
that can be proactively managed
Objectives that require ‘consent’
but can be influenced
Organizational outcomes that can
not be ‘managed’ whatsoever
44. #INBOUND16
Task 3: Establish a Coaching Rhythm
Su M Tu W Th F Sa
Early-Stage Opportunity Review
Late-Stage Pipeline Review
Early-Stage Opportunity Review
Late-Stage Pipeline Review
45. #INBOUND16
The Impact of Deliberate Coaching
91% Coached56% ZERO Coaching
51% Close Rate25% Close Rate
Vantage Point Client Study
48. #INBOUND16
If Sales Leaders Want These…
1. Accurate Forecasts
2. Healthy Pipelines
3. Sales Coaching
Leverage These
49. #INBOUND16
Summary of Findings
1. Define Your Processes
2. Set CLEAR Accountabilities
3. Deploy Technology as an Enabler
4. Train Your Managers to Do Their Jobs