Amestodagen 2015 Bedre salgsresultater med visual analytics
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Transcript of Amestodagen 2015 Bedre salgsresultater med visual analytics
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AMESTODAGEN
2015Bedre salgsresultater med Visual Analytics
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• BUSINESS ANALYZE INTRO
• TRENDER – STATE OF SALES & CSO INDEX
• SALES – A NUMBERS GAME
• MANAGING THE SALES BUSINESS
Einar Gynnild
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VISJONVI GJØR VÅRE KUNDERS HVERDAG
ENKLERE OG MER OVERSIKTLIG.
MISJONVI UTVIKLER PROGRAMVARE SOM MÅLER OG VISER KUNDENES VIRKSOMHET,
OG GIR SVAR PÅ SPØRSMÅLET: «HVORDAN GÅR DET?»
Business Analyze AS
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Vi lever i en verden hvor kunnskap og rask reaksjonsevne er
avgjørende, samtidig som vi bruker stadig mer tid på å skaffe oss
oversikt og innsikt fra systemer som flyter over av informasjon.
Innhenting, sammenstilling og rapportering av relevante data er ofte
vanskelig og tidkrevende, blir fort utdatert og må spres på en måte
som gjør at alle har samme versjon og forståelse av innholdet.
Hvordan går det?
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Business Analyze samler,
analyserer og presenterer
data fra en eller flere data-
kilder, på en måte som alle
forstår, og som alle kan
bruke.
Visual analytics
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Business Analyze AS
Selger løsninger gjennom nasjonale og internasjonale
partnere, samt direkte.
Over 300 europeiske kunder på tvers av bransjer, og innenfor
privat og offentlig sektor.
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Trender
The “2015 State of Sales” survey asked more than 2,300 global
sales leaders about their priorities, challenges, metrics, and
strategies for the year. Here’s a quick look at the current state of
sales.
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State of sales - Executive summary
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Analytics Becomes a Dominant Sales Tool
Data analysis helps sales teams make more informed decisions and find improvement opportunities. The best sales teams not only collect customer data, they also analyze and act upon that data to make more informed, behaviorbased decisions that fuel customer success.
High-Performing Sales Teams Are 3.5x More Likely to Use Sales Analytics than Underperforming Teams
Across teams at all levels, we’ll see a 58% increase in sales analytics use from 2015 to 2016. Smart selling, fueled by technologies like predictive analytics, starts piquing sales teams’ interest and is expected to jump 77% among high performers in the next 12–18 months.
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Defining success for todays sales leaders
TOP 3 Sales objectives
– Aquire new customers
– Grow the value of existing customers
– Create deeper customer relationships
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Chief Sales Officer Insights
CSO Insights recently released the results of their yearly Sales Performance Optimization (SPO) survey. They again surveyed over 1,000 companies worldwide to assess the challenges facing their sales teams, why those problems exist, and more importantly what are they going to do to overcome those issues.
As part of the study, they asked the participating sales executives to share their top three goals for this year. The figure summarizes the responses thery received:
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- Capture New Accounts
- Increase Sales Effectiveness
- Increase penetration into accounts
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Konklusjon fra begge undersøkelser
HVA ER ALLE MEST OPPTATT AV?
VEKST!
– Gjennom salg til NYE og EKSISTERENDE KUNDER
– Så effektivt som mulig
Top metrics
– New customers (#, Revenue and Recurring Revenue)
– Existing customers (#, Revenue and Recurring Revenue)
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Hvordan kan Visual Analytics hjelpe?
Survey AnalyticsSales Analytics Service AnalyticsMarketing Analytics Leader Analytics
Data analysis Dashboards Management reporting
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Salgstype: Nye Kunder
5 2 30 380’3.500’
133318’ 27 1.061’ - 13
32/u 6/u
3.182’ - 40
BUDGET CALLS MEETINGS OFFERS WINRATE LEADTIME
PIPELINE
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VEKST?
30
+5%
Utgjør 583.000 som tilsvarer 17% vekst per
selger med samme aktivitetsnivå og
snittordre
WINRATE
ORDERS
+5%Utgjør isolert % satsen direkte (175’), mens
kombinert med økningen over: 788’/22,5%
CALLS MEETINGS LEADTIME CAPTURE RATIO
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Know your numbers
BASE NDEX
WHAT IS YOUR SCORE?
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Alle salgsprosesser som ikke er rent
ordre-mottak bør registreres.
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Managing the sales business - QQS
Analyze pipeline
Identify skill issue Analyze case
Coach skill issue
Follow up
Coach case
DI
AG
NO
SE
CO
AC
H Best practice sharing
Methology & systems modifications
Business development ideas
Ordinary
Exceptions
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Managing the sales business
CASES
Anticipated decsion date overdue
To early in process to reach
anticipated decision date based on
average leadtime
Anctipated decision date moved more
than x times in the final stage
No follow up acitivity booked
Stalled? - Case been in the same
stage for x% longer then phase
average # days
.......
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Managing the sales business
SKILLS
Activity level
Meeting / Pipline ratio
Refill in pipline
Case progression & Closing
Avg order size
Sales profile
Forecast accuracy
CRM Adoption
........
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Forecasting selger
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Kvartalet totalt sett...
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Komplett forecasting for hele organisasjonen
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Total forecast
Selgerforecast
Selgerforecast
Avdelingsforecast
Selgerforecast
Selgerforecast
Avdelingsforecast
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Pipeline i perspektiv
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Drill down til – Hva skjedde egentlig i mai?
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• TRENDER – STATE OF SALES & CSO INDEX
• SALES – A NUMBERS GAME
• MANAGING THE SALES BUSINESS
TAKK FOR OPPMERKSOMHETEN!
Einar Gynnild