Grow Sales Performance with Intelligent Deal Coaching
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This document discusses how sales coaching software can help sales reps win more deals and increase deal sizes by providing tools to better qualify opportunities, understand customers and competitors, and create targeted action plans. It highlights features like opportunity assessment, political mapping, decision criteria analysis, insight mapping, competitive strategies, and prime actions that help reps focus on the right deals and moves deals through the sales cycle more quickly. The document also shares case studies where companies saw increases in deals, deal size, win rate, and shorter sales cycles after implementing a sales coaching platform.
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Grow Sales Performance with Intelligent Deal Coaching
- 1. Win More Deals and Grow Deal Sizes
- 2. Embedded Coaching Motivational Social and Collaborative Integrated With CRM Mobile & Cloud Smart Qualification Map People and Influence Discover Insights Competitive Strategy Action Oriented 10 Elements of Great Opportunity Management
- 3. Sales Velocity Improves Sales Performance SALES VELOCITY V DEALS VALUE WIN RATE SALES CYCLE
- 4. Win more deals and grow deal sizes. Uncover compelling events, navigate the political power structure and focus on qualified deals with intelligent deal coaching.
- 5. # Deals $ Value % Win Rate Sales-Cycle Days TAS 1-20 Assessment Disqualify deals early. More time to work only on qualified deals Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity Political Map You can only win if you know the Key Players, their profiles, and how they view you If you have relationship with people who can make things happen – deals move more quickly Decision Criteria Sell to the customer’s priorities to maintain value (not price) focus You can only win if you understand what is important to Key Players Insight Map Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus Customer acts quickly if they fully understand their problem and see a vision of solution Competitive Strategy Flanking or Fragment give route to value that you wouldn’t have in Frontal Maps your approach to UBV – compete on your terms – increase win rate PRIME Actions Retain focus on meaningful PRIME actions – reduce risk Maintain momentum with your focused action plan TAS Software Increases Your Sales Velocity
- 6. # Deals $ Value % Win Rate Sales-Cycle Days TAS 1-20 Assessment Disqualify deals early. More time to work only on qualified deals Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity Political Map You can only win if you know the Key Players, their profile, and how they view you If you have relationship with people who can make things happen – deals move more quickly Decision Criteria Sell to the customer’s priorities to maintain value (not price) focus You can only win if you understand what is important to Key Players Insight Map Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus Customer acts quickly if they fully understand their problem and see a vision of solution. Competitive Strategy Flanking or Fragment give route to value that you wouldn’t have in Frontal Maps your approach to UBV – compete on your terms – increase win rate PRIME Actions Retain focus on meaningful PRIME actions – reduce risk Maintain momentum with your focused action plan TAS Software Increases Your Sales Velocity
- 7. # Deals $ Value % Win Rate Sales-Cycle Days TAS 1-20 Assessment Disqualify deals early. More time to work only on qualified deals. Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity Political Map You can only win if you know the Key Players, their profile, and how they view you If you have relationship with people who can make things happen – deals move more quickly Decision Criteria Sell to the customer’s priorities to maintain value (not price) focus You can only win if you understand what is important to Key Players Insight Map Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus Customer acts quickly if they fully understand their problem and see a vision of solution. Competitive Strategy Flanking or Fragment give route to value that you wouldn’t have in Frontal Maps your approach to UBV – compete on your terms – increase win rate PRIME Actions Retain focus on meaningful PRIME actions – reduce risk Maintain momentum with your focused action plan TAS Software Increases Your Sales Velocity
- 8. # Deals $ Value % Win Rate Sales-Cycle Days TAS 1-20 Assessment Disqualify deals early. More time to work only on qualified deals. Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity Political Map You can only win if you know the Key Players, their profiles, and how they view you If you have relationship with people who can make things happen – deals move more quickly Decision Criteria Sell to the customer’s priorities to maintain value (not price) focus You can only win if you understand what is important to Key Players Insight Map Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus Customer acts quickly if they fully understand their problem and see a vision of solution. Competitive Strategy Flanking or Fragment give route to value that you wouldn’t have in Frontal Maps your approach to UBV – compete on your terms – increase win rate PRIME Actions Retain focus on meaningful PRIME actions – reduce risk Maintain momentum with your focused action plan TAS Software Increases Your Sales Velocity
- 9. # Deals $ Value % Win Rate Sales-Cycle Days TAS 1-20 Assessment Disqualify deals early. More time to work only on qualified deals. Maintain focus on Compelling Event, the project, financial condition, & budget to drive velocity Political Map You can only win if you know the Key Players, their profile, and how they view you If you have relationship with people who can make things happen – deals move more quickly Decision Criteria Sell to the customer’s priorities to maintain value (not price) focus You can only win if you understand what is important to Key Players Insight Map Gain / show understanding of problem, impact and cost of inaction. Maintain value (not price) focus Customer acts quickly if they fully understand their problem and see a vision of solution Competitive Strategy Flanking or Fragment give route to value that you wouldn’t have in Frontal Maps your approach to UBV – compete on your terms – increase win rate PRIME Actions Retain focus on meaningful PRIME actions – reduce risk Maintain momentum with your focused action plan TAS Software Increases Your Sales Velocity
- 12. of reps can access key players 54% Only of reps do not develop a competitive strategy 30% of sales reps are good at uncovering customers problems 61% Are Sales People Doing the Right Things? of reps are good at opportunity qualification 59% Only
- 13. 88% +27% 56% Amount that sales productivity is improved by sales coaching - Sales Executive Council Increase ROI on sales investment from sales coaching - Gallup Customer loyalty improvement where sales coaching is involved - Gallup Benefits of Sales Coaching
- 14. Rob Dudley, Director of Global Sales Operations The percent of wins when they used TAS was twice what it was for the other deals. Unisys Doubled Their Win Rate TAS 1-20 assessment identifies qualified opportunities TAS Software provides better insights for sales coaching Asking the right questions helps reps better understand their buyers
- 15. Imrana Ghani, Sales Operations Manager 90% of sales managers do deal reviews in TAS. Sales Velocity Increased 400% 47% more deals 25% greater average deal size 58% increase in win rate 27% shorter sales cycles Adoption of Salesforce jumped from 37% to 90%
- 16. 4 Key Questions to qualify the opportunity 100% Native on the Salesforce Platform. Reliable and Secure. Visual representation of your status … … … and your competitors Chatter enabled for collaboration Expand each section for more detail
- 17. Quicklinks: Smart sales tools at each step Expand each section for more detail Tips Select answer Enter text
- 18. Quicklink Usage Examples • Video learning in context • Product information • Competitive features
- 19. Detailed attributes describe each person Color shows friend or enemy, weak or strong Quickly build a visual map of buyer’s organization Read / write reporting lines from Salesforce Drag & Drop to change reporting lines Insert placeholder
- 20. Use your contacts in Salesforce
- 21. Add New Contact Directly from Map Save to Salesforce Contact record
- 22. Show Influence lines as well as reporting lines Identify Key Players
- 23. Learn how to sell to each buyer. Smart coaching on each contact.
- 24. Map Health Check: Overall coaching on the entire Political Map
- 25. Read what they are saying Store Twitter handle
- 27. Learn how each buyer makes their decision Aggregated ranked Decision Criteria Competitive position Rank criteria for each buyer
- 28. Map the buyer’s Business Drivers, Challenges, and Evidence of problems Attach business problems to individuals Show your understanding of the conversations with the customer
- 29. Attach specific attributes of your solution to solve discrete business problems Confirm the Evidence of the business problem with the buyer Visualize solutions with the buyer
- 30. Use the Competitive Strategy wizard to select the right competitive strategy Record competitive strategy and strengths and weaknesses of each competitor to inform your approach
- 31. Use PRIME Actions to make your opportunity plan actionable Manage task completion Identify the right actions to take Record Salesforce tasks for the right individuals
- 32. Context sensitive smart deal coaching Quicklinks: Learn how to address each risk Intelligent sales coaching to identify risks in the deal
- 33. Integrated comprehensive eLearning platform for convenient self-paced learning Self-assess with built-in tests Manage test results Include different learning media
- 35. 100% Built on Force.com® Hosted on salesforce.com® cloud Exceptionally reliable, scalable, secure Scales, tunes and backs up data automatically TAS Software : World Class Performance
- 36. Thank You Your Name Title Your Phone Your Email www.thetasgroup.com
Notas do Editor
- In a world where there are so many factors influencing so many elements of our day-to-day existence as sellers, we have boiled it down to 10 elements that make Great Opportunity Management:We know that Smart Qualification of the deals we are choosing to allocate our most precious resources on is critical – lets enable our organizations to win 4 of 7 deals vs 3 of 10 deals – Smart Qualification is critical.We know that truly understanding the landscape of the people and the influence in a buying and selling scenario is paramount to your successWe know that discovering the business drivers, the challenges, and the evidence of what can and should influence the customer’s buying decision and then collaborating with your customer on this can truly differentiate your Unique Business ValueSelecting and pursuing the proper competitive strategy is a key element to the success or failure of your selling scenarioAll of this needs to be tied to actions so you and your team stay accountable to each other and your customer - building that element of trustAs we saw just a few slides ago, there are huge benefits to sales coaching. Why not have it embedded into the DNA of your sales methodology - so it happens every day – whether you remember to do it or not?Motivation – what motivates sales people? Studies show that ahead of compensation, knowing that you have made meaningful progress toward winning everyday is the key motivator to most sales people.Social and collaborative – As companies rely on social collaboration tools like Chatter, sales people are leading the way to improve collaboration within their sales teams. Great Opty Mgmnt that leverages a social and collaborative approach helps by letting everyone ‘follow’ the opportunity, contribute to the conversation, and collaborate on the deal...this is the today and the future of selling.We are very proud of our relationship with Salesforce.com. Integrating your opportunity management with your CRM should be a “no brainer.” But, not all integrations are created equally. If you are on Salesforce, then your opportunity management 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 Sales Cloud, with the same security as Saleforce, the same performance as Salesforce, and all of the data captured is inherently accessible to Salesforce reports, dashboards, and other applications. It is where you work everyday. . 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. Complete integration with your CRM delivers the optimum experience for the sales person, and provides sales managers with greater flexibility on how they view the data in the context of the rest of the business. It is important.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 opportunity management 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 here as well.
- You can improve your sales team’s performance by improving 4 levers that impact sales velocity.# Deals – how many deals are you working on and more importantly – are they the right deals?$ Value – has the value of those deals been maximized to best meet the needs of your customers?% Close – Are you winning the right amount of deals?Length of Sales Cycle – how long is it taking your team to win these dealsThese become your core KPIs.The are the factors that impact revenue – your sales velocity (what are your dollars per day)And the magic is when your sales KPIs come to life and you start impacting the sales velocity formula.
- I’d like you to introduce you to Dealmaker Smart Opportunity Manager
- So how does it all start fitting together? How do the Sales Velocity Equation and the elements of a Great Opportunity Management Solution intersect?Here are a few examples:
- AsI mentioned earlier, wouldn’t it be great to get our sales teams to begin winning 4 of 7 deals verses 3 of 10 deals or even better?It all starts with Qualification. In Target Account Selling methodology or TAS, we start with four key questions:Is there an Opportunity? – does the customer have a Compelling Event – a reason they truly have to act?Can we compete? – Do we truly understand what the Key Players in the opportunity need to accomplish and do they feel we have Unique Business Value that is better than the alternative?Can we win? – Do we have Executive Credibility? Do we have Political Alignment? Do we have Inside Support?And critically – Is it WORTH winning? Is the short term revenue - the potential future revenue great enough to allocate resources? Is there strategic value to this particular customer? Is the degree of risk and profitability a good choice for your organization? These can be hard questions for a sales person to ask when they are responsible for bringing in their quota – on time.
- Are your sales people picking the right competitive strategy? Are they aware of the different types of competitive strategies there are? Do they know that two specific strategies can allow you to create more incremental value for your customer by altering or enhancing the buying criteria? This approach can affect the value of your opportunity and increase the value your customer derives from their buying decision.
- Alignment and understanding of the customer’s organization are table stakes. Based on the analysis of 1000s of sales reps in an annual report we sponsor – the Dealmaker Index, we know that only some sales professionals know how to access key players better than others. In the 2013 version of the Dealmaker Index survey we learned that those sales reps can gain access to Key Players achieve 30% more Revenue than those that do not access Key Players. I’ll be asking you all what you think the % of reps is that can access key player is in a moment.Getting a picture of the buyer’s organization and how key players influence each other is really important. We will take a look at this in more detail in a moment.
- I mentioned earlier that knowing the customer’s Business Drivers, Challenges and issues created by those challenges is key to unlocking what the Compelling event is for your customer. Using the Insight Map to collaborate and confirm this information with your customer is key to moving the deal along.
- 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.
- 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 coachingOtherWe are going to come back to this in a little bit.
- The TAS 1-to-20 assessment in Dealmaker helps Unisys identify the truly qualified opportunities so they spend their time on the right deals.Dealmaker helps them analyzethe buyer's decision criteria and political structure, providing deeper insights for the sales team.Unisys measured the number of deals they won when using Dealmaker and found that twice as many deals were won when using Dealmaker, compared to not using it.
- Using Dealmaker Smart Opportunity Manager, ITS increased their Sales Velocity 400%. But let’s look at what the practical impact were that led to such a big improvement.BenefitsITS, saw a huge improvement in so many sales variables:Numbers of Deals: Up 47% Average Deal Size: Up 26% Win Rate: Up 58% Sales Cycle Length: Down 27% ITS now has close to 90% user adoption, and 90% of managers are reviewing their deals through Dealmaker. ChallengesITS set aggressive growth targets and then developed strategic plans to meet its goals. One central objective was to improve its sales achievement, and the company decided to do this by investing in existing human capital rather than extending the sales teams. In addition, they embarked on a new action plan that included the adoption of a formal sales process and implementing Salesforce as their CRM. One year later, however, ITS executives found a series of problems. First, adoption of Salesforce had declined to unacceptable levels and it was increasingly difficult to convey to sales people the value of using the system. At the same time, there was a lack of understanding about the sales process, and consequently, it was not being followed consistently. Also, communication across teams was poor, especially in teams that were geographically dispersed. When they dug deeper, the executives found that these were symptoms of some underlying failures. The company had not carried out enough training on the sales process, so it was not well understood or adopted within the sales organization. In addition, they operated a range of unconnected systems and this made sharing of information troublesome. For example, while ITS had been very thorough in providing process guides and other tools, these were in paper and spreadsheet formats. Implementation of Dealmaker made all the difference, in both sales effectiveness and Salesforce adoption, for the reasons we’ve discussed already.
- 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.