How to Optimize Sales Performance
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Transcript of How to Optimize Sales Performance
How to Optimize Sales Performance
2013
1. Performance challenges
2. Things needed to perform • Skills • Tools • Leads • Technology
2
Sales reps don’t follow the rules
3
Source: Accenture CSO Insights 2012
0%
50%
100%
Sales force not following company sales methodology
Don’t know (4%)
‘Pasan de todo’ (90%)
By accident (76-90%)
‘Cuando les da la gana’ (50-75%)
‘Algo es algo’ (<50%)
Ejemplo: en menos del 50% de los casos siguen la
metodología de la empresa
4
Sales reps don’t make their targets
5
Annual cuotas
53% 47%
62%
39%
64%
36%
0%
50%
100%
2009
2010
2011
Met quota Under quota
Underperforming? You are not alone
Source: Accenture CSO Insights 2012
6
Sales cycles are getting longer
Wai@ng for a Prospect call
7
Annual cuotas
11%
16%
22%
18%
9%
15%
8%
0%
25%
< 1 1-3 4-6 Source: Accenture CSO Insights 2012
Sales cycle of more than 6 months: 40+%
7-9 10-12 >12 ? 8
Not always the customer’s fault
Inconsistent and immature sales processes Losing focus Inadequate planning Not able to grow leads
9
Your sales force today:
10 In 1 year: 21% turnover
Auw!
Source: Accenture CSO Insights 2012
Sales force turnover, why?
11
Rapidly changing customer behaviour Blurring lines of multiple industries Ongoing shift from product focus to business solutions A different sales landscape!
New Sales Rep productive?
12
22%: 0-6 months
47%: 7-12 months
30%: +1 year
Source: Accenture CSO Insights 2012
Sales and Technology…
13
Nobody cares about the CRM
14
Adopción: <25%
Adopción: 25-50%
Adopción: 51-75%
Adopción: >90%
Adopción: 76-90%
Source: Accenture CSO Insights 2012
46% low adoption rate
Sales technology fails
15
Technology: no results
16
9%
14%
17%
15%
21%
18%
21%
17%
27%
42%
52%
0% 25% 50%
Improved sales rep/manager communciations
Improved forecast accuracy
Reduced administrative burden on sales
Reduced new sales rep ramp-up time
Improved support of channels
Improved best practices sharing
Improved order processing accuracy
Improved win rates
Other
Increased revenues
Shortened sell cycles Source: Accenture CSO Insights 2012
1. Performance challenges
2. Things needed to perform • Skills • Tools • Leads • Technology
17
Things for the complex sale
18
1. Skills
2. Tools
3. Leads
4. Technology 7:11 PM!iPad
Upcoming Events
More!>!
Jones Restaurants!
Smith’s Bars!
Johnson! Johnson<<! Johnson!
Appointment: 15 Sept Appointment: 15 Sept Appointment: 15 Sept
Appointment: 15 Sept
Johnson! Johnson!
Petters!
Task: 15 Sept Task: 16 Sept
Task: 16 Sept Task: 16 Sept
Route Visits Calendar Tasks Contacts Brochures My Company !
Skills
19
Read, read, read
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Listen, listen, listen!
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Why read & listen?
22
Your Prospect Googled you. He already knows: • who your company is • what your products do • who your competitors are • what other customers say
What can you tell him that he doesn’t know already??
“Everybody has a plan… …until they get punched in the mouth”
23
Be flexible in your pitch!
Become a data processer
24
You need to use tools...
Tools
25
The modern sales tools
26
Social Tools: how many use these?
27
Are you reading the news?
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Never? Some@mes? Every day? Every hour?
News Alerts
29
How many alerts do yo have configured?
Are you visible?
30
Clients research your company, your products and you!
Up to date???
Anything interes@ng to say?
Who does a Prospect want to see?
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@jamesgoodwill Pau Gasol fan Climbed Mt. Everest
@? ? ?
Free education
32
What informative show would you enjoy watching every week?
Productivity tools: how many use these?
33
More Meetings! Personal Emails
Mass Email feedback Don’t forget anything
Connect them
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Company XYZ is looking for cloud Developers. John Doe works there
XYZ has just acquired ABC company
John Doe is a cat lover..
Keep connecting...
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[email protected] Hi John, congratulations on the acquisition, I suppose you have a lot of development. Maybe we can help?
So nice to talk to you. I see you love cats! John: yes! I saw we have that in common, what can I do for you?
All your data, all the time
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Leads
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No leads: no air
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Who gets new leads?
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LEAD GENERATION
SALES VISIT
SALES CLOSE
NEED IDENTIFICATION
PRODUCT DEVELOPMENT
OFFER DESIGN
ID PROSPECT TYPES
Marketing Sales ??
Leads: what you need
40
1. Data Supply 2. Time 3. Motivation 4. CRM
Data: continuous input
41
Fresh leads
Qualified prospects
Customers
Do the reverse math
42
I want 10 customers per week
So I need 20 prospects
prospect to customer conversion
And 200 leads per week
lead to prospect conversion
Get data
43
Company: Define filter criteria and buy: Don’t buy 50.000 records at once. Maximum what you need in 3 months.
Sales Rep: Simple rule – Add 10 leads to your CRM every week Get them from the web:
Time
44
The average Sales Rep only spends
8% of his time on prospecting and qualifying…
Source: Industry Performance Group, survey of 1.502 salespeople in 17 industries ,2005
Time: farming is not sales
45
80% ? 20% ?
Motivation: leadgen is not fun!
46
I am not buying what you’re selling!
Get help, if you need it
47
Database Enrichment Lead Qualification Appointment Setting
Technology
48
7:11 PM!iPad
Upcoming Events
More!>!
Jones Restaurants!
Smith’s Bars!
Johnson! Johnson<<! Johnson!
Appointment: 15 Sept Appointment: 15 Sept Appointment: 15 Sept
Appointment: 15 Sept
Johnson! Johnson!
Petters!
Task: 15 Sept Task: 16 Sept
Task: 16 Sept Task: 16 Sept
Route Visits Calendar Tasks Contacts Brochures My Company !
Mobile CRM is a must
49
7:11 PM!iPad
Upcoming Events
More!>!
Jones Restaurants!
Smith’s Bars!
Johnson! Johnson<<! Johnson!
Appointment: 15 Sept Appointment: 15 Sept Appointment: 15 Sept
Appointment: 15 Sept
Johnson! Johnson!
Petters!
Task: 15 Sept Task: 16 Sept
Task: 16 Sept Task: 16 Sept
Route Visits Calendar Tasks Contacts Brochures My Company !
Data processing Prospect background data Appointments Meeting notes News clippings Etc.
Why mobile?
50
Check prospect data right before meetings Enter meeting data during or right after appointments
Leaving it for later means data loss!
A good CRM will save time instead of cost time: a win-win For example with route planning
51
Use a CRM to save time
Keep the CRM clean with good data and useful reports
52
Check targets continously
0"
10"
20"
30"
40"
50"
Week"17"
Week"18"
Week"19"
Week"20"
5 5 5 1
5 5 5 4
5 5 5
5
5 5 10
15
10 15
15
25 Prospec4ng"
Upselling"
Courtesy"
Training"
Other"
Conversion"
© 2013 Salespoint Support Legal Terms +34932547622 [email protected]
Appointments" Sales"Ac4vity"
Pipeline"
0"
10"
20"
30"
40"
50"
Week"17"
Week"18"
Week"19"
Week"20"
30 35
40
50 Execu4ve"1"
22%
11%
34%
11%
22% Client"
Long"Term"
Not"Interested"
Not"Target"
No"Access"0"
10"
Week"17"
Week"18"
Week"19"
Week"20"
Not"Contacted"
Contacted"
Lead"Name"Iden4fied"
Lead"Qualified"
Info"Sent"
Appointment"
Proposal"Sent"
Lead-CRM reality check
53
1. Are all leads loaded into the system?
2. Are all visits and the outcome of them recorded?
3. Are weekly progress reports produced?
4. Is it possible to connect easily from outside?
5. Are alarms being set for future prospect opportunities?
If it doesn’t work…
54
Thanks!
55
Let me know what you think
www.salespoint.com @salespointapp
@wdfalk