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Sales Effectiveness
Business Priorities Presentation
AgendaAgenda
Business Drivers / Challenges
Business Capabilities
Summary and Next Steps
Demonstration
Business Context The worldwide mobile worker population is expected to increase to 878.2 million in 2009, accounting for 27.3% of the workforce.
Strategy Analytics, “Mobile Business
Application Outlook,” January 2006
Increasing sales effectivenessIn a survey, increasing sales effectiveness was ranked by sales executives as one of the top businessobjectives. These executives also viewedsales effectiveness as a key driver of increased revenues and market share.
Any time anywhere access Information is the most critical support tool for the successful sales cycle.
Achieving high performance through improved sales force productivityResearch shows that the typical $1 billion U.S. company can generate millions of dollars in additional revenue simply by addressing critical human performance issues in its sales force.
Business Context
LeversKey Drivers Outcome
Lower Costof Sales
ManageMarketing Costs
Reduce ServiceCosts
Drive NewDemand
Increase CustomerRetention
Improve SalesWin Rate
DecreaseCustomer
Costs
IncreaseRevenue
Profitable Customer
Relationships
Business Drivers
Know your customer (360-degree view of customer data)
Optimize sales cycle
Sell better together (break down information silos with anytime/anywhere access)
Better decision making (improve decision making through sales insight)
Business
Too much time is spent gathering and synthesizing sales and customer information from disconnected systems
Sales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunities
Proposals take too long to create and lack support from expert sources
Messages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clients
Sales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunities
Customer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaigns
Visibility into sales performance is lacking
Challenges
Challenges
Relevant data is stored across multiple data silos and applications without a consolidated access method
Customer and sales data lack a unified view and is not accessible on mobile devices
A collaborative proposals environment that includes expertise location across the company is lacking
A unified inbox that is accessible from multiple devices is lacking
Portal and related tools for collecting and sharing up-to-date product information does not exist
Information is scattered across channels and is siloed, and social networking tools are lacking
Performance dashboards and scorecards that include access to customer relationship management (CRM) data and sales goals is lacking
ITChallenges
A solution should help… …by providing the ability to
KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)
Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime accessProactively pinpoint up-sell and cross-sell opportunitiesIdentify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaignsIncorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts
OPTIMIZE SALES CYCLE
Simplify opportunity management and deal trackingImprove lead qualification to increase conversion ratesAutomate workflows across teams and groups to ensure processes are consistent and repeatableImprove quality, accuracy, and responsiveness to customer communicationsEnable sales professionals access to timely and relevant product information and to expertise across the company
SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)
Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locationsCoordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency
BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)
Improve sales performance, decision making, and planning through powerful and timely sales insight reportingProvide sales management accurate views into sales initiatives, processes, and results
Solution Support
AgendaAgenda
Business Drivers / Challenges
Business Capabilities
Summary and Next Steps
Demonstration
[ Insert Demo Title ]Demo
AgendaAgenda
Business Drivers / Challenges
Business Capabilities
Summary and Next Steps
Demonstration
Solution’s Business Drivers
KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)
BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)
OPTIMIZE SALES CYCLE
SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)
Sophistication of the Solution
Phase 1
Provides basic support for the most critical elements of the business driver
Phase 2
Provides adequate, typical support for critical and priority elements of the business driver
Phase 3
Provides thorough, streamlined support for the business driver that enables differentiated levels of performance
KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)
BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)
OPTIMIZE SALES CYCLE
SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)
Range of Business Capabilities
Business Driver: Know your customer (360-degree view of customer data)
Phase 1 Phase 2 Phase 3Maintain centrally-maintained target market lists
Easily access a centrally maintained proposal template library
Enable better collaboration and coordination of sales activities across distributed sales teams
Improve quality and reduce cycle time for generating sales proposals
Improve responsiveness of sales to communications from clients while away from the office
View and analyze the performance of known market segments
Improve insight into customer/market transactions
Provide a centralized library and supporting taxonomy for archiving and ranking past proposals
Exploit opportunities to pursue niche markets and high-value customers
Enable better customer insight and focus on high-value customers and opportunities
Simplify access to and the use of data in enterprise applications
Improve insight into customer/market transactions
Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications
Improve focused execution in niche markets and for high-value customers
Enhance the ability to use past proposals and find relevant experts to support sales opportunities
Drive persistent focus on critical areas of individual performance
Streamline access to transaction, customer, opportunity, and product data
Improve discovery of niche markets and high-value customers
Streamline access to current product/service information
Range of Business Capabilities
Business Driver: Optimize sales cycle
Phase 1 Phase 2 Phase 3Supplement CRM with tools for sharing, collaboration, and coordination across sales teams
Enable better coordination of sales activities and customer/market communications
Provide a centralized, collaborative proposal document library
Improve responsiveness of sales to communications from client
Share customer/market and product/service information across selling teams and make this information accessible offline
Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities
Streamline sales support processes
Enable better customer insight and focus on high-value customers and opportunities
Automate proposal work coordination and document handling
Improve responsiveness to customers and generate more accurate proposals
Improve responsiveness to client communications
Simplify access to data in enterprise applications by sales teams, partners, and customers
Improve collaboration with partners and customers to generate accurate, compelling proposals
Streamline access to customer information
Improve efficiency in and frequency of the use of CRM and other enterprise applications
Improve discovery of niche markets and high-value customers
Streamline and automate generating proposals
Enable seamless collaboration with selected customers/partners
Streamline access to current product/service information
Range of Business CapabilitiesBusiness Driver: Sell better together (break down information silos
with anytime/anywhere access)Phase 1 Phase 2 Phase 3
Share customer/market and product/service information across selling teams and make this information accessible offline
Enable better coordination of sales activities and customer/market communications
Improve a sales team's focus on performance
Enable better communication across distributed sales teams
Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online
Facilitate remote sharing, collaboration, and coordination of sales activities
Simplify access to data in enterprise applications by sales teams, partners, and customers
Improve responsiveness to customers and generate more accurate proposals
More precisely and accurately track sales activities across distributed sales teams
Protect sensitive data that is shared with partners and clients
View past and current sales team performances and activities
Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams
Streamline access to transaction, customer, opportunity, and product data
Drive consistency in structured account module/market planning, execution, and tracking
Range of Business CapabilitiesBusiness Driver: Better decision making (improve decision making
through sales insight)Phase 1 Phase 2 Phase 3
Centralize planning and scorecard documents
Increase team visibility into their performances
Enable better customer insight and focus on high-value customers and opportunities
Drive consistent focus on specific performance targets across sales teams
Improve focused execution in niche markets and for high-value customers
Drive consistency in structured account module/market planning, execution, and tracking
Drive persistent focus on critical areas of individual performance
AgendaAgenda
Business Drivers / Challenges
Business Capabilities
Summary and Next Steps
Demonstration
Potential Business Benefits
Access information at any time from virtually any location
Access proposal templates, current product information, past proposals that are relevant to the current opportunity, and product experts
Collaborate with internal and external sales team members
Achieve visibility into sales activities across a distributed sales team
Rapidly evaluate sales opportunities
Collaborate across distributed sales teams without traveling
Promote customer relationship management (CRM) usage compliance
Next Steps
Discuss your priorities with ITMap to systems requirements
Understand what can be leveraged
Develop a high-level road map for deploying integrated capabilities
Translate back into business capabilities enabled/supported
Review the proposed business capability road map
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing
market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.