Upload
tinderbox
View
75
Download
0
Embed Size (px)
DESCRIPTION
Keeping up with sales effectiveness trends is critical for a successful sales organization. Sales technology investment is on the rise, sales teams are going mobile, and competition is as steep as ever. The fight for better visibility into your team’s pipeline is real. Learning from your prospects--not just your reps--makes the difference between winning and losing. Join David Kerr, COO of TinderBox, in this workshop to learn from recent sales effectiveness research initiatives, evaluate upcoming technology trends, and discover how more informed sales teams are staying ahead of the curve.
Citation preview
2014 Sales Force Productivity Conference
1
15-17 September, Atlanta, Georgia
Sales Force Productivity
Conference 2014
What Your Reps Will Never Tell YouDavid KerrCOOTinderBox
2014 Sales Force Productivity Conference
2
David KerrCOO
TinderBox
2014 Sales Force Productivity Conference
3
Conference Takeaways for Me
Deliberate Practice vs. 10,000 hours
Activity over Outcomes
Millennials Rock
Coaching & training delivers results
Focus on your customers and prospects
Relationship building is more important than industry experience
2014 Sales Force Productivity Conference
4
Agenda
• What your reps will never tell you
• Trends in sales effectiveness
• Best-in-class sales organization practices
2014 Sales Force Productivity Conference
5
719-266-2837
2014 Sales Force Productivity Conference
6
By the Numbers
5,000,000+ inside sales reps
200,000+ companies using CRM
25,000,000+ end-users using eSignature
50% of leads are qualified but not ready to buy
Only 25% of leads are legitimate and should advance to sales
35%-50% of sales go to the vendor that responds first
Buyers are 70%+ of they way through the sales funnel before they contact sales
2014 Sales Force Productivity Conference
7
Are We Measuring the Right Things?
2014 Sales Force Productivity Conference
8
What Your Reps Will Never Tell You
• Bad news
• Accurate stage forecasting
• Authentic activity
• Prospect engagement
• Where their time is spent
• What they need to close more business
• Opportunity legitimacy
• True path to quota
2014 Sales Force Productivity Conference
9
OOPS!
2014 Sales Force Productivity Conference
10
Sales Management’s Biggest Problems
• Closing Deals in the Expected Timeframe
• Prioritizing Opportunities
• Competitive Differentiation
• Understanding the Customer’s Buying Process
• Aligning Your Solution with Customer Problems
• Generating Accurate / Effective Proposals
--CSO Insights 2013
2014 Sales Force Productivity Conference
11
How Sales Reps Spend Their Time
• Reps spend less than 36% of their time actually selling
• Nearly 40% of their time on admin & post-sale tasks
• Lost revenue through sales process inefficiency
2014 Sales Force Productivity Conference
12
Top 3 Areas to Increase Sales Effectiveness
1. Improve immature sales methodologies and processes
2. Increase the ability to attract, retain and grow sales talent
3. Drive tangible business outcomes from sales technology
--CSO Insights 2013
2014 Sales Force Productivity Conference
13
Effectively Measuring the Sales Process
29%
38%
62%
Importance Effectiveness Ability to Measure
29%
Ability to Measure
2014 Sales Force Productivity Conference
14
Measuring Sales Process Effectiveness
Salesperson productivity
Selling activity “quality”
Forecast accuracy
2014 Sales Force Productivity Conference
15
Drowning in a Sea of Technology Opportunity
2014 Sales Force Productivity Conference
16
Prospect Engagement
2014 Sales Force Productivity Conference
17
Being User Centric is Disruptive
2014 Sales Force Productivity Conference
18
Challenge
Transparency & Collaboration
Listen, coach and inspire sales team
Selling is a team sport
User Centric Technology
Focus on sales team and prospect
Prospect Engagement
Use technology and techniques that provide for collaboration & trackingAdoption
Focus on user centric technologies and process
Executive commitment that translates to sustained activity
Integrate with workflow
Training
2014 Sales Force Productivity Conference
19
Q and A
Please remember to speak intothe microphone – we’re recording!
2014 Sales Force Productivity Conference
Thank you!
20
15-17 September, Atlanta, Georgia
Sales Force Productivity
Conference 2014
2014 Sales Force Productivity Conference
TinderBox Solution
Contracts & Onboarding
ProposalsCollateral RFP & RFQ
Presentations
Guided Selling
Prospect Behavior & Engagement
Business Intelligence