How to Drive a Successful Modern Sales Organization

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
How to Drive a Successful Modern
Sales Organization
The latest research and best practices to increase sales productivity
and improve sales ROI
Barry Trailer, Managing Partner and Co-Founder, CSO Insights
Emil Fernandez, Vice President Oracle Solutions, Perficient
Oracle Confidential – Internal/Restricted/Highly Restricted

Agenda
• Barry Trailer, Managing Partner and Co-Founder, CSO Insights
– Sales Changes and Challenges today
– Results of the 2015 CSO Insights - Sales Performance Optimization survey
– Best Practices and Recommendations
• Emil Fernandez, Vice President Oracle Solutions, Perficient
– Defining a sales methodology and accelerating the company to their next level of
growth
Oracle Confidential – Internal/Restricted/Highly Restricted 2

2015 Sales Performance
Optimization Survey
Barry Trailer
barry.trailer@csoinsights.com
916-712-9621
@barrytrailer

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 4
CSO Insights uses research metrics to reveal best practices in sales and marketing. Our research
shows where you should focus your efforts. We benchmark the challenges faced by today's sales
and marketing organizations and track trends in the use of people, process, technology and
knowledge to improve sales effectiveness.

Challenges & Changes Today
• Customers/Prospects are more informed and less patient today;
• Modern selling practices are critical today since a significant potion of the
buyer’s journey is completed before ever speaking to a sales rep;
• More competitive activity;
• More complex and broader product offerings;
• Less time to interact with buying influences;
• And more buying influences than ever!

0% 20% 40% 60% 80%
Rate of New Product Introductions
Complexity of Your Product Line
Breadth of Your Product Line
Customer's Marketplace
Customer Expectations
Competitive Activity
40.6%
37.5%
44.3%
45.7%
48.0%
45.6%
13.7%
24.7%
17.2%
17.7%
20.0%
24.1%
Increasing Noticeably Increasing Significantly
Rate of Change Impacting Sales Teams

The more things change…
…the more they stay the same.
Quota attainment flat;
Revenue attainment lower;

Top Sales Effectiveness Initiatives for 2015

Sales Relationship/Process (SRP) Matrix™

CSO Insights 2014
SRP Trends 2007-2014

Percentage of Sales Force Using Sales
Methodology it’s Trained to Use

CRM Training Assessment Related to Sales
Rep User Adoption:
CRM Adoption
<50%
CRM Adoption
>90%
CRM Training Needs Major Redesign 81%* 3%
CRM Training Needs Improvement 40% 22%
CRM Training Meets Expectations 19% 40%
CRM Training Exceeds Expectations 7% 57%
* Note: Of this figure, 47% were not even using the adopted CRM system.

Key Take-Aways for CSOs
• Buyers looking for Insights not Features;
• Reps should be calling on “most likely” buyers (analytics);
• Technology enables higher levels of selling…
• … but needs to be intuitive and supported;
• Changing SRP location means managing change.

Barry Trailer
barry.trailer@csoinsights.com
916-712-9621
@barrytrailer

Defining a Sales Methodology to
Increase Sales Productivity
Emil Fernandez
Vice President, Oracle Solutions
Perficient

Company Overview
 National consulting and systems integration firm.
 Publicly traded: $435M annual revenue
 2,200 employees, 250 field sales.
 Desire for improved sales productivity, team selling, forecasting and robust
territory management called for a new platform that had compelling future
roadmap and vision.
 HQ: St. Louis, MO, USA
 Industry: Professional Services

Challenges
 Rapid company and sales force growth called for complete overhaul and a
new platform decision that would integrate sales, marketing and social
solutions, as well as integrate into the financial platform (E-business Suite).
 Needed to reduce sales team time spent on managing data
 UI needed simplification
 Lacked ability to collaborate, team sell, share documents
 No mobile access for sales reps.

Insight Driven Sales Performance Management
Oracle
Sales
Cloud
- Customer Master
- Assets
- Financial Data

Benefits
 Fast: Up and running in 2 months
 Better territory planning, territory management, forecasting, and analytics.
 Field productivity as a result of mobile sales, outlook integration, social
networking
 Improved business validation and controls
 Ease of use for end users
 More accurate data
 Improved pipeline visibility

Words of Wisdom
 The process is a journey and always evolving
 Look back 2-3 years at where you were vs. where you are today
 Realize the benefits you’ve seen
 Focus on making incremental improvements
 Establish a foundation and march forward

Q&A

Thank you for joining today’s webcast!
For more information on Oracle Sales Cloud, please visit:
https://www.oracle.com/applications/customer-experience/sales

How to Drive a Successful Modern Sales Organization

How to Drive a Successful Modern Sales Organization

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