This presentation contains sales benchmark study results from a sales process assessment. The sales analysis yields important information that sales management can use to adjust their sales strategy. A presentation by Sales Benchmark Index.

1. Sales Process How Does Benchmarking Help Me?

2. Large Media company loses $90M in subscription revenue in 2 years New Strategy focuses on Hunter-Farmer structure to turn it around Sales Leader unsure if new structure is all that is needed Sales Benchmark Study is commissioned The Situation

4. Field Rep Ride-alongs

5. Executive and Manager interviews

6. Customer & Rep Surveys

7. CRM & Lead Gen System Review

9. Win-Loss Ratio 61% versus 82% World Class Close Rate 37% vs. 48% World Class Subscription Retention Rate 86% vs. 95% World Class 8% of selling time spent on Key Selling Activities Sales stages not based on observable buyer behavior Sales process not customized by market segment Lack of Sales Process training material Sales Process – Best Practice Findings

10. Sales Performance Management – Best Practice Findings Pipeline Ratio 1X vs. World Class >2.6X Few productivity and expense metrics measured over time Using lagging not leading indicators of performance Reps not ranked according to territory potential Lack of sales dashboard with metrics tied to performance management system

11. Sales Management – Best Practice Findings Manager assessment yields 8% “A” Players versus 35% World Class Lacking true coaching skills Focus on end of the funnel at the expense of early stage activity Manager competencies don’t align with new hunter-farmer structure Most are farmer oriented sales managers Lack territory planning skills to aid hunters

12. Talent Management – Best Practice Findings Turnover rate 32% versus 8% World Class Lack of formal on-boarding Competencies defined for old roles only No defined career path planning tied to performance Lack of A/B/C rankings by role

13. Lead Generation – Best Practice Findings Lead to Opportunity rate 23% vs. 46% World Class Marketing Contribution to Pipeline is 12% compared to 38% World Class Lack of lead nurturing program All leads passed to sales without qualification Average days to follow up on lead is 12 days vs. 1 day for World Class Lead Sourcing 6,400,000 2% 128,051 MCLs 3% 3,842 MQLs 25% 960 SALs 49% 471 SQLs 25% 118 Deals

14. Install a Buyer Centric Sales Process Develop Sales Management Coaching Skills Augment Sales Reporting with leading indicators to drive faster results Design closed loop Lead Gen process Implement Lead Gen Qualification team Recommendations

15. The Result

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