3 Keys To Sales Performance 2010

Three Keys to Sales Performance in 2010

Steve Sovik Area VP, Strategic Accounts, Oracle

Ben YerushalmiSenior Director, Oracle North America Alliances & Channels

York Baur CMO, The TAS Group

Paul Dilger Director, Product Marketing, The TAS Group

© The TAS Group 20092

Agenda

Setting the background

Oracle’s three keys to sales performance in 2010

Dealmaker inside Oracle CRM on Demand

What to do now to be ready for 2010

Summary and questions


Oracle – TAS Group Partnership

• Tight integration of sales methodology and process into CRM

• Augments CRM to help answer:• How do I replicate best practices?

• How do I increase my win rates?

• How do I increase sales effectiveness, productivity, and margin?

• The TAS Group’s Dealmaker is available with Oracle CRM On Demand and Siebel On-Premise


OpportunityManagement Methodology

AccountManagement Methodology

Sales Process

Consulting Services

• Sales Process

• Training Workshops

• Channel Programs

• Individual Skills

Integration With Oracle CRM

®


How to Respond

Think beyond “the classroom”• Eliminate travel as a requirement

• Traditional sales learning is ineffective on its own

• 87% of skills learned are lost in the first month without reinforcement

• Expensive = Low ROI

• Not preferred by sales people

View sales learning as a process, not an event• On-demand tools to help the sales person in their daily selling

• Management reinforcement

• Executive sponsorship


Poll 1 – Sales Performance 2010

A: We are investing for recovery in 2010

B: We are not investing for recovery in 2010


Poll 2 – Sales Performance 2010

A: We have a specific sales effectiveness initiative that’s planned and budgeted for our 2010 kick-off

B: We don’t have a specific 2010 sales effectiveness initiative that’s planned and budgeted for our 2010 kick-off


The Story of 2008 and 2009

• Pressures on sales person productivity• Form-filling and manual processes

• Spreadsheet hell

• Report creation

• Forecast scheduling

• Pressures on sales manager core competence• Chasing reports and forecasts

• Working off lagging indicators

• Tendency to over- or micro-manage

• No time or insight for proactive coaching


Need to Boost Sales Productivity

“…sales productivity is more important than ever before…”


Recession - Winners and Losers

Source: HR Chally, 2008

Losers Winners

Focused on tactical remedies

Increased the sales leads funnel

Reduced the # qualifying criteria

Cut prices

Cut costs

Created “Fire Sale” offers

Pumped up “Spiffs”

Focused on strategic plans

Pruned the leads funnel

Increased qualifying criteria

Increased prices

Maintained and reallocated

Improved the level of service to the best customers

Increased long-term compensation


The Oracle View – Seven Tips for 2010

1. Overhaul your sales

methodology

2. Embed best practices into

the selling process

3. Optimize forecasting

accuracy


Key #1 – Overhaul sales methodology

• Target Account Selling is the world’s leading methodology, with over 650,000 converts

• Better win rate, deal size and reduce sales cycle

• 88% improvement in quota achievement

• Integrated methodology and process increases CRM adoption by 44%

• Automation drives sustained success through reinforcement, versus event-based training


Key #2 – Embed best practices into selling

• Replicate behavior of your top performers

• Instill a sales process which reflects your customers’ buying process

• Automation ensures uniform application of best practice

• Managers can focus on driving growth rather than trying to understand sales problems

• Reduce sales force turnover by 33%

• Make everyone better, not just your stars


Key #3 – Optimize Forecasting Accuracy

• Forecast and pipeline analysis is difficult

• You can’t manage what you can’t measure

• Objectivity, rules, algorithms and standardization increases forecasts accuracy

• Automation takes this exercise away from the sales rep and gives visibility to the manager

• Optimizing forecast accuracy brings confidence


Achieving True Sales Performance Automation

• A salesperson-centric approach

• Focus on helping the sales person sell

• Automate 100% of the calculating and forecasting

• Use the power of sales methodology and process

• Goals for SPA• Substantially and measurably improve revenue

performance of individuals and entire team

• Ensure uniform application of best practices

• Generate reliable, accurate forecasts automatically

• Sustain long-term performance improvement


The Salesperson’s Role

CRM - SFA• Data entry clerk

• Focused on compliance

• Subjective decisions:• Strategy for selling

• Selling approach to individuals

• Materials to use

• Closure probability

• Close date

• Forecasted deal value

CRM 2.0 - SPA• Knowledge worker

• Focused on selling

• CRM system calculates:• Strategy for selling

• Selling approach to individuals

• Materials to use

• Closure probability

• Close date

• Forecasted deal value









What’s The Impact?

Source: TAS Index Survey, 2006-2009


What to do now to be ready for 2010

• You have to start now to be ready for 2010

• Adopt the 3 keys to sales performance in 2010

• Invest in Dealmaker inside Oracle CRM on Demand to implement the 3 keys

• Both organizations stand ready to help with planning

• Special pricing is available for joint Oracle – TAS Group customers


Summary

Winners for 2010 are taking the initiative already

Focus on the 3 keys

Embed them in Dealmaker in Oracle CRM on Demand

Do them now to maximize Q4 and be ready for growth in Q1!

Questions?


Follow-up Resources

• www.thetasgroup.com• US 866 570 3836

• UK 01189 253 251

• International +1 353 1 631 6140

• [email protected]

• White Papers and Archived Webinars

• Twitter id @thetasgroup

• www.sales20network.com• Sales 2.0 discussion group

• Twitter id @sales20network

http://www.thetasgroup.com/

mailto:[email protected]

http://www.sales20network.com/

Three Keys to Sales Performance in 2010

Steve Sovik Area VP, Strategic Accounts, Oracle

Ben YerushalmiSenior Director, Oracle North America Alliances & Channels

York Baur CMO, The TAS Group

Paul Dilger Director, Product Marketing, The TAS Group

Documents

3 Keys To Sales Performance 2010