Improving Performance in Sales & Marketing
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It’s all about… Professional athletes have coaches to help them improve their game. Winning or Losing. One point, one inch, one second – small differences. Improving Performance
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Improving performance by solving problems, adding capabilities, and enabling a continuous improvement process. We customize a plan to fit the company budget, headcount, skill level, and timeline, and provide interim executives to augment the client team in executing those plans.
Transcript of Improving Performance in Sales & Marketing
It’s all about…
Professional athletes have coaches to help them improve their game.
Winning or Losing. One point, one inch, one second – small differences.
It’s all about…Improving Performance
Page 2 Improving Performance
Overview We provide fractional and interim CMO services to augment your sales and marketing teams, when they may not have the time, skill, or experience. Improving Performance through a combination of our unique experience, process, and methods; customized plans to fit your budget, personnel, and timeline.
Page 3 Improving Performance
Experience: Career Snapshot John has more than 30 years of experience in sales, marketing and engineering. His executive experience includes leading-edge Fortune 500 high-technology companies, and pre-IPO companies where he was an officer of the company and member of the senior management team. He has held P&L responsibility and managed direct and indirect sales channels
Relevant Prior Experience: Vice President, Sales and Marketing – Enpirion, Inc. (acquired by Altera Corporation) Vice President, Sales and Marketing – Galvantech, Inc. (acquired by Cypress Semiconductor) Vice President, Sales – Equator Technologies, Inc. (acquired by PixelWorks, Inc.) Director, Worldwide Strategic Sales – Advanced Micro Devices, Inc. (AMD)
in North America, Europe and Asia. His teams have consistently enabled profitable revenues, improved customer satisfaction, and increased market share.
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Experience: Executive Focus
-Triad Alignment- Corporate Sales Marketing
Goals / Objectives Generate Profitable Revenue Product Roadmap
Metrics / Measurement Customer Engagement Model Pricing Methodology
Dashboard / Scorecard Forecast Process New Product Introduction (NPI)
Compensation Plans Pipeline / Funnel Management Lead Generation / Qualification
Department Budgets Managing Channel Partners Competitive Analysis : SWOT
Pricing Policy Assign Quota / Compensation Advertising / Public Relations
Long-Term Strategy Contract Negotiations Events / Trade Shows
Gross Revenue Book : Bill Ratio Performance-to-Plan DSO On-Time Delivery Gross Margin (GM) Backlog (Units and $) Win : Loss Ratio Warranty Returns Market Share – SAM / TAM Average Selling Price (ASP) Channel Partners at Quota Customer Retention Customer Satisfaction New Products Introduced
Measurement Metrics:
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Process: Benchmarking Benchmarking is a Continuing Improvement Process (CIP) This tool allows clients to benchmark their sales and marketing teams.
Our proprietary Gap Analysis, is an Expert Survey gained from 30+ years of experience with companies—large and small. This chart provides a view of how the goals, strategy and tactics of Corporate, Sales and Marketing are aligned.
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Methodology
Discovery
Planning
Execution
Interview Team / Triad Alignment Gap Analysis Survey (optional) Find Challenges / Opportunities Align Goals / Objectives Draft Scope of Work (SOW)
Define Metrics (KPIs) Assign Authority / Responsibility Identify any other resources Shape plan to fit resources Modify SOW as required
SOW - Execute and Adjust Measure / Monitor KPIs Dashboard / Score Card React in real-time 15 / 30 / 45-Day Follow-Up
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Encouraging Best Practices Vendor Neutral—We neither accept, nor provide any ‘fees’ Email Marketing
Customer Relationship Management
Marketing Automation
Contact Center
Business Analytics
Constant Contact
ACT! LeadLife Solutions Knowlagent Tableau
Exact Target SalesForce SilverPop PointClear Sharepoint
iContact SugarCRM Pardot QlikView
Vertical Response
Microsoft Dynamics
Eloqua SAS
MailChimp SalesLogix Marketo Tibco Spitfire
Advertising and PR
Web Marketing Design and SEO
Printers Sales Training Other Services
Arketi Definition 6 Docqumax Complex Sale FlexHR
Carabineer Macquarium Imagers Visualize BusinessWise
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Challenges
I need more time to…
My Channel Partner’s are not…
Nobody here has experience with…
If it was easy—you would have already done it!
I wish I had…
The Marketing guys don’t…
Bigger companies have…
PAIN GAIN
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Can we help you?
Corporate Y N 1. Do your sales and marketing teams share mutual corporate goals? 2. Are your KPIs for sales and marketing clearly established and measured? 3. Do you use a graphical dashboard to track KPIs? 4. Do your financial incentives for sales & marketing reinforce the corporate goals?
Marketing Y N 5. Do they provide a clearly defined Customer Engagement Model?6. Are your new products getting to market in time? 7. Do they provide Business Intelligence (BI / SWOT) about your competitor's? 8. Are they successfully improving existing products and defining new products?
Sales Y N 9. Do they have a well defined forecast procedure, and is it reliable? 10. Is their pipeline managed appropriately, and is your close rate acceptable? 11. Do they have a CRM tool and is it being used effectively? 12. Are they choosing and managing your channel partners effectively?
It depends. The 12 questions below are a mini Gap Analysis. If you answer any questions with a (N)o, it indicates an opportunity for Improving Performance.
Page 10 Improving Performance
Contact Us
Easy as 1-2-3 to learn more about Improving Performance
2. 3. 1.
CorbittAssociates.com [email protected] +1.770.985.6599
