Sales Webinar | Predict and Manage Sales Success Using Smart Sales Analytics in Salesforce
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Only 46% of sales reps believe their pipeline gives them an accurate picture of future business. Visualizing sales metrics is key to delivering pipeline, forecast and revenue insights. Learn how to: Highlight weaknesses in your pipeline / Understand sales velocity and time in each stage / See Dealmaker Smart Sales Analytics powered by TAS Methodology and the Salesforce Platform / Jim Crisera, President at The TAS Group, shares how leading organizations predict and manage sales success using smart sales analytic and how to apply scorecards to align, motivate and manage sales performance.
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Sales Webinar | Predict and Manage Sales Success Using Smart Sales Analytics in Salesforce
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- 12. -2 0 2 4 6 8 10 12 Application of Analytics Score: 1 Indicates equally likely to apply Intuition and Analytics Top Performers Low Performers Financial Management & Budgeting Operations & Production Strategy & Business Development Sales & Marketing Customer Service Customer Experience Management Intuition Analytics Tendency to apply Tendency to apply 22 1.1 Low Performer Average 5.4 Top Performer Average Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute for Business Value Study 0 1 3 5 7 9 11 13 10:1
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- 24. Lo w Top Performers Top Sales & Marketing Performers Apply Analytics 10x More Than Low Performers Tendency to Apply Analytics Over Intuition
Notas do Editor
- Welcome
- Before we get started today, I have a few housekeeping items. 1. Everyone attending today’s webinar will receive a link to the archive and presentation deck. You may also access the archive following the webinar by going to www.thetasgroup.com—under the resources tab. 2. If you have a question, please use the question box on your screen or tweet your question to @thetasgroup. Questions will be addressed at the end of today’s presentation. 3. Join the conversation on Twitter – please use HASHTAG #politicalmapexpress4.
- Suzanne Introduction Now, I would like to introduce today's presenter Wendy Reed. With that, I give you Wendy ReedThank you Suzanne. I am delighted to speak with you today about a brand new product we have launched into the Market called Political Map Express. You might be wondering why it is called Express? And for those of you that are familiar with Dealmaker Smart Opportunity Manager, you might be asking, what do you mean this is new? Political Map has been part of the TAS opportunity management system for a long time and has been well proven in Dealmaker however it was part of a the overall Smart Opportunity Mangement solution. Political Map Express is just the Poltical Map, unhooked if you will, which is very exciting as there isn’t really anything available in the market like what you are about to see.
- To start out, I am going to spend some time discussing a few recent trends in sales performance. We are all very excited about our new smart sales analytics offering, but I want to make sure that I can provide some context to the importance of leveraging analytics and the impact that this can have within your organizations before we start the show and tell.We will then look at the 10 elements of a Great Sales Analytics solution. Then I will share our new Smart Sales Analytics capabilities with you and highlight some of the things that we are really excited aboutAnd finally I will be happy to answer any questions you might have.
- Over the years, our sales people have seen so much in terms of tools, methodologies and sales automation.XLS was (and for some) still is their primary sales automation tool. For many sales managers, XLS is still their default forecasting tool.Then we experienced applications like ACT, Goldmine and other desktop based contact managers.Salesforce.com lead the way to provide organizations with a tool to bring together disparate sales teams with their social, mobile and cloud service.What’s next for sales teams? Sales people expect their sales automation tools to be everything I’ve described but also smart with real time coaching. The evolution of sales has shifted from who you know to find the pain to intelligent insight.We believe intelligent deal coaching is the next wave of sales automation.
- Another item that we have identified is that buyers are getting much smarter and sellers are struggling to keep up. We are now operating in a highly connected / always-on world where If you think about how we all operate now in our always connected world, we have seen a shift to an “always on world” and amazing amount of information that we encounter everyday…and we want it at our finger tips.And buyers are getting more sophisticated, therefore sellers need to become more sophisticated too. As buyers get more sophisticated, sellers need to become more sophisticated too. The gap is widening.
- There is still a problem with efficiency and effectiveness. How can we help sales people be more productive?According to the Sales Executive Council, when coaching is added, sales productivity is improved by 88%. As a result of coaching, Return on Investment in sales goes up 27%, according to Gallup. And, where sales coaching is involved, customer loyalty improves by 56%.Why do managers resist coaching? Managers don’t see the valueNot enough time to coachManagers don’t know how to coachSales reps don’t ask for coachingOther
- We surveyed thousands of sales people and they shared what’s working and what’s not working for them. Sales people are struggling: -getting access to power-qualifying deals-uncovering compelling events-developing a competitive strategy.
- You can improve your sales performance by improving 4 levers that impact sales velocity.# Deals$ Value% CloseLength of Sales CycleThese become your core KPIs.The are the only factors that impact revenue, sales velocity (measured by dollars/day)And the magic is when your sales KPIs come to life and you start impacting the sales velocity formula.
- At organizations in every industry, in every part of the world, senior leaders wonder whether they are getting full value from the massive amounts of information they already have within their organizations. New technologies are collecting more data than ever before, yet many organizations are still looking for better ways to obtain value from their data and compete in the marketplace. Their questions about how to best achieve value persist. Are competitors obtaining sharper, more timely insights? Are they able to regain market advantage neglected while focusing on expenses during the past two years? Are they correctly interpreting new signals from the global economy – and adequately assessing the impact on their customers and partners? Knowing what happened and why it happened are no longer adequate. Organizations need to know what is happening now, what is likely to happen next and, what actions should be taken to get the optimal results. The clear answer is that great companies use Analytics to improve performance. IN this study from MIT & IBM, you can see that Top Performers are 5 times more likely to be using Analytics than Poor performers who tend to rely more on ‘gut check’ or intuition.As it pertains to Sales and Marketing, the evidence of the value of using analytics is even more pronounced according to MIT and IBM. Top performing S&M orgs are 10 times more likely to be using analytics to drive their business.
- You can gain tremendous insight from smart analytics. Did you know that on average it take 68% longer to lose a deal that to win. Think about how much that costs - not just in deal pursuits – but also in the opportunity lost – when you are not chasing winning deals. We have analyzed millions of sales opportunities and this data shows the different length of time it takes to to win and lose a deal across different deal sizes.From our DM Index study we know that 56% of reps lost deals more than half of the time. Think about all of the time that is wasted. How valuable would it be to know that is happening in your own organization?
- Start with Questions: Contrary to popular opinion, the problem with analytics is not the data. According to the IBM/MIT study referenced earlier, only one in five respondents cited data quality as a the primary obstacle. Instead the primary hurdle that people have to overcome is knowing what questions to ask. That is more of a heuristic experience based challenge than it is a pattern recognition or data analysis problem. What do you want to know? Why do you want to know it? What will you do with the answers? Are all good questions to start with. But the important thing is to start with the questions.Apply to Business Outcomes: What are the important business outcomes that you want to want to impact? The answer to that should drive your sales analytics focus. Our recommendation is that you should start with the core velocity levers to understand how they impact your business. They are win rate, #deals, average deal size and sales cycle. Once you have a handle on that, you can begin to dig deeper into your pipeline activity and movement and understand how these factors drive performance for each individual or sales team. Then you can compare and analyze – and lead all of the way to an accurate sales forecast. It should be a business problem you are solving, not a data problem.
- Embed in Daily Processes: The purpose of Smart Sales Analytics is to improve the rhythm of the business, so you should therefore consider it a part of the daily flow of your business. This give you a platform for agile and continuous performance improvement – guiding both the strategic future and everyday performance. If I can find out today that my pipeline is inaccurate or my win rate is falling, then I want to be able to act on it right away. So, having consider the business outcomes you want to impact, then you might consider the jobs where analytics can help every day. In sales specifically, the application areas that jump out are sales coaching, marketing and sales alignment – everyone measuring the same thing, pipeline velocity, and sales forecast analysis.Goal Related:It’s extraordinarily hard for people to change from making decisions based on personal experience to making them from data – especially when that data counters the prevailing common wisdom. But upsetting the status quo is much easier when everyone can see how it could contribute to a major goal. With a potential big reward in sight, a significant effort is easier to justify, and people across functions and levels are better able to support it. “How can we reduce the sales cycle for our enterprise deals?” “What changes do we need to make to ensure that the deals we focus on and forecast, are actually the ones that we can win – in line with the forecasted size and timeline?” Focus on the benefit that such insights would deliver and then you can get people onboard.
- Identify Insights: Now it is time to get specific and determine the detailed insights you are looking for to solve pain points and create value. Sales leadership and sales operations should consider the who, what, where, when, why how the business can improve. This is often very difficult and you may want to look to external sources to help point you in the right direction to understand what is possible, or to ideally give you ‘out of the box insight models that can be mapped to your organization. Sales Domain Specific: The challenge with analytics for sales is, as said earlier, you have to know what questions to ask. That can best happen when when you are applying Smart Analytics in context, based on sales domain specific knowledge, so that the pertinent smart reasoning can be applied to surface just the insights that impact your sales performance.
- Visualize Results: Data-heavy reports are bad. Pictures are good. Pictures are more motivating – a picture is worth a 1000 data points. Effective data visualization is an important tool in managing sales performance. It allows sales professions to quickly expose insight in their business that will influence the decisions that will ultimately lead to success. The practice of representing information visually is nothing new. Think of traffic lights, stock prices, progress bars on a computer. Now with Smart Sales Analytics it can become a critical tool in the management of a sales business – ad is becoming essential remaining competitive.Available for Everyone: Superior sales performance happens when every link in the chain functions optimally. The customer facing reps need to be at the top of their, coached by sales managers who achieve maximum effectiveness through the application of their considerable expertise honed over many years of sales management, directed by sales leadership who set sales strategy and focus on the key business outcomes at a company level, and all supported by sales operations and systems personnel who deliver the right tools to the sales organization to accelerate their activities. Sales Analytics should be available to everyone – all of the time, every day – while they are doing their job. Smart Sales Analytics should not be handled just by the BI modelers or techno-geeks who wear the white coast and process the data after the fact or disconnected from the day to day sales rhythm. Smart Sales Analytics should be available to everyone, and should not require specialist skills to operate or gain insight. Every sales person needs performance measure to know how they are doing – and restricting access to just the operations folks will produce sub-optimal results.
- Before we go any further, I want to bring something really important to your attention. Reports are bad – pictures are good. There is just so much Big data around that it is really important to be able to visualize what that it means to your business. And that needs to be easy and quick.
- Integrated with CRM: This one should be a ‘no-brainer’. Let’s say you use Salesforce as your CRM. If that is the case, you are already asking your sales team to enter their opportunity information into Salesforce. If that is where your opportunity information is held, then that is where your analytics should be. It must integrate tightly with the CRM system so when the sales person works with the CRM, your analytics will always be present, just where it needs to be. But not all integrations are created equal. If you are on Salesforce, then the analytics will benefit hugely if it is ‘native’ on the Salesforce Platform. Unlike other solutions that are linked to Salesforce, or just lightly integrated, this means that your data resides in the Salesforce Cloud, with the same security as Saleforce, the same performance as Salesforce. You do not have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Mobile and Cloud:Time is precious, and the sales person’s time is incredibly precious, both to them and to the sales organization looking to maximize the performance of their key quota-bearers. Since so much of a sales person’s time is spent moving between A and B and back again, they should be equipped with the mobility to connect to their sales playbook allowing them to be responsive, productive, collaborative and consistent at any time, wherever they are. In other applications, mobile and cloud capabilities are being leveraged to facilitate access anywhere, anytime. It must be the same with your sales analytics. As twin engines of growth, the inexorable rise of mobile device ownership, and the advancement of cloud computing are the most significant changes in the business landscape that any of us has witnessed in our lifetimes. In most developed economies in the world, practically everyone has a cell phone, an increasing number of which are smartphones connected to the cloud, and the rapid growth of tablet ownership, again connected to the cloud, is the fastest market penetration of any device we have ever seen. For business strategists, marketers, sellers and buyers alike, mobile and cloud are becoming the twin axes around which business revolves – and your sales playbook needs to benefit from the tremendous advantages they can bring.
- I’d like you to introduce you to Dealmaker Smart Sales Analytics. Some of our customers refer to this as Big Data for Sales! When we think about Big Data – we try to help our customers filter out the noise. For that you need to have a lot of knowledge about the domain you are analyzing – the source of all the big data. Well, our area of expertise is sales, and Dealmaker Smart Sales Analytics is about leveraging that expertise to help you ask the right questions to get the right insight . That’s what will help you to Predict and manage sales success.Using Dealmaker Smart Sales Analytics you can get insights from the intelligent analysis of the relevant revenue metrics, and use visualization and applied smart analytics to make sense of the data. Then you can predict and manage your sales goal attainment, the health and movement in your pipeline, the sales velocity and measure of the agility of the sales team, and handle complex sales forecasts that leverage the insight and metrics to increase accuracy.
- There are 5 Smartviews in Dealmaker Smart Analytics.Scorecard: Team members measure their progress, become self-motivated, aligned with Goals set my the manager, wanting to achieve success and better their peers to get into the top tier of sales people in their group.Health:Managers can review the health of opportunities in their pipeline to establish the true pipeline value and work with team members to progress stalled opps and remove stale oppsTeam members work to keep their pipeline active and maintain a balance between pipeline growth and sufficient activity against all the opps.Changes:Team members and Managers alike can review what happened to the pipeline they had at the beginning of a period. This can be used to help coach out bad behavior (losing opps late / having opps move backwards in the pipeline / not progressing deals through the pipeline) and learn from good behavior (what opps progressed? what was won?).Velocity:Managers can see the sales cycle profile of winning/losing opps across his team. He can compare the velocity of each team member and see who is extracting the most return from his pipeline. Team members can watch their own velocity and see where they are falling down.Foresight:Here you can see both the booking and billing sales forecasts for individuals and by role hierarchy, seeing what’s closed and what is projected to close in a period.
- Go through Analytics DemoCome into Map, Zoom on scroll bar and point out intuitive view of Friends and Enemy's thru Color right away and you can also see where you have work to do with the Grays. Call up the Legend and leave it up in a blank space. Click on any Contact and Left Panel will open up, READ ALOUD the coaching advice for that contact. The entire thing, people listen better than they can read and you want to show the comprehensive nature of the advice – Tie it back to 4 of the 8 Elements – Visual, Smart, Insights and Actionable Mention we used to teach the codes in training and hoped people remembered how the use them, now we don’t have to do that, Dealmaker intreprets the codes for us and brings the right information to our attention automatically. Work the Left Panel: Contact Level first – Profile, review to see how to develop the right benefit statements – using Visionary gives good example of this Go to Social – have twitter and LinkedIn there and click to show and why you need this information: develop relationships, have meaningful conversations, see who you have in common from a connection standpoint so you can get some G2 on the person before your meeting, etcGo to Map Level Advise – not only contact level insights but holistic Map advce with actions Point out the dashboard of people with the Urgent, Ideal, etc. Tie to the Motivational aspect of the 8 elements nad reinforce motivaliton with color, turning gray to green, expanding your coverage with more contacts, all motivational for sales reps Set up Deal Review situation again and go to Filters on the Left to show how you strategize with your team, filter your friends only. Then your Inner Circle and Politcal Structure combined to disucss coverage and actions with the team in developing your winning plan. Huge competitive advantage for TTG in all that we just did. NO ONE else on the planet provides coaching, advise and insights that are actionable. Then close down the Left. Set up how to manage or create the map vs use the map which we just did. Add a contact by hitting search and list comes up. Select one with reports to and some for the benchexplain the benchMove a contact to report to someone else – mention it changes the reports to in SFDC big benefit to data clean up of their contacts in a Visual Manner Drag someone from the bench to the map Add TBD – explain missing manager and it is TBD, then drag a bench person to the TBD, Benefit, Visually see I need to find out this persons manager and their role and how they fit intot the evaluation. Actionable, Intuitive, Visual, etc. Add a contact on the fly, mention it updates the SFDC contact now so no duplicate data entryTurn on Influence Lines, draw influence lines. Really cool. Summarie the 8 elements of what they just saw as a conclusion, emphasis the UBV.
- Dealmaker is fully native on Salesforce.com. Unlike other solutions that are integrated, this means that your data resides in the Salesforce Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured within Dealmaker is inherently accessible to Salesforce reports, dashboards, and other applications. You do not have to worry about the security of a third party Cloud, the data transfer issues that occur with non-native solutions, or the reliability of a third party hosting infrastructure. Because we leverage the power of the Salesforce infrastructure by being fully native, we can focus our resources on delivering great sales effectiveness application capability to you. We believe we are the only native application on Salesforce that delivers an intelligent application sales process, opportunity management and account planning solution.
- Ask for and address any final questions.