Money ball

The Challenge

The challenge for companies today is having access to information and

processes that assist in driving the right behaviors in sales forces that

ultimately deliver growth. The traditional focus on output of revenue

is fundamentally flawed with a reported 60% of salespeople failing to

deliver sales goals.

Companies often rely on their ‘A players’ to achieve results while average

players continually fail to deliver. This carries a high risk and major cost

base unnecessarily to companies.

Successful companies have shifted their focus to the levers that deliver

the results; where the revenue is derived from Sabermetrics meaning ‘in-

field activity’. This information is rarely captured by any known software

system but is the most vital information to work with.

Through the Sales Focus International’s Money Ball system you can drive

the performance of your team.

Note: Money Ball is not software – it is a management methodology.

p.2© 2015 Copyright Sales Focus International

In 2002 the USA baseball team the Oakland A’s, were confronted with the

challenge of building a world series team but had only a paltry payroll ($41 million)

against their competitors like the New York Yankees ($125 million). The answer to

their problem, oversimplified, had to do with the Oakland A’s precocious grasp of

advanced baseball metrics.

While many teams still used traditional statistics to gauge the ability of players,

team captain Billy Beane and the Oakland A’s began using a more advanced

of method of measurement, called ‘Sabermetrics’. Sabermetrics being the

measurement of in-game activity.

The Oakland A’s realised that players with strong sabermetrics correlated as much

(if not more) to winning games than did players who were strong in traditional

statistics. As an additional benefit, the players with strong sabermetrics were

most cost effective to employ than players with strong traditional stats.

The reason? Most teams still gauged player value with traditional stats. The

Oakland A’s, and with the application of sabermetrics in gauging player value,

found cost effective talent that could still get the job done. The made it to the

world series

Many people became aware of the story through the film Moneyball in 2011.

The Back Story to Sabermetrics and Money Ball


Money Ball is a planning and management tool designed to:

For Salespeople:

• A valuable planning tool – enabling teams to plan how to deliver over sales

goal results each month, quarter and year

• Smarter decisions – through the planning tool, teams are able to make

more intelligent decisions about their customers, activities and focus in

meetings

• Increased performance – sales team members become more productive in

the critical areas of productivity and effectiveness

• Manages pipelines - pipelines can be validated for more reliable forecasts

• Coaching – individual coaching and development needs are identified and

easily addressed with situational coaching

For Executive Management:

• Planning – improved sales goal setting enabling higher goals to be set

• Transparency – a complete understanding of individual team performance

• Measurement – a greater understanding of what is driving the revenue

results for your company

• Improved results – higher revenue achievement across all team members

Money ball is not a project, it becomes part of the culture of the company.

Sales Focus International’s Money Ball


Money Ball is not a generic approach. It is a methodology customised

to strategically fit to your organisations sales behaviours, strategy and

business demands. It is not designed just to map your existing approach;

it is an opportunity to improve your sales organisation and increase your

competitive advantage.

Sales Focus International conduct a review of your sales organisation to

understand how you operate, your goals and identify areas for business

improvement. A simple format worksheet and reporting mechanism is

then developed and implemented as a tool for salespeople and front line

management.

The worksheet supports pipeline validation and accurate reporting.

A summary report is established that will inform senior executives of critical

information in a one- page report.

This approach provides excellent decision-making information that is

objective and rich in hard data.

Designing Money Ball for Your Organisation


For best results in sales organisation improvement, Sales Focus International recommends a full

growth capability review for maximum results with the Money Ball methodology.

Sales Focus International provides CEO/MDs with hard evidence and answers to their questions

about growth capability and what actions need to be taken. We look closely at the business and

we review areas such as:

• Strategy implementation methodologies

• Sales and marketing structure

• Customer alignment

• Human capital processes and systems

• Talent management and capabilities

• Productivity and effectiveness

• Cost efficiencies

• Compensation

• Culture

• Measurement

We clearly define how to gain the transparency and improve the performance of the results

being delivered, immediately. We establish the real growth capability of the company. We

demonstrate the actions required to make that capability a reality and the time this will take,

the result being a breakthrough in revenue barriers and increasing sales revenue.

A Wider View of Sales Improvement


Money Ball is about transparency and accountability while providing individuals

with the tools and knowledge they need to excel. It is a methodology that is

grounded in team members being coached and guided to assist them improve

their performance. The task that every sales manager must do if the team are to

deliver sales goals consistently.

Like any new system to a company, it can be met with different levels of

acceptance, depending on the culture. Companies must be prepared to work

through various levels of acceptance with a dedicated focus to it becoming part

of the companies DNA.

The system is introduced through a workshop session with managers, that can

also include sales personnel depending on your objectives and culture. Some

companies look to their managers to implement, while others see benefit in the

entire team being brought together.

Some front line managers may need training in contemporary sales management

practices to embrace the methodology and maximise the results.

Introducing Money Ball to Your Company


Money Ball is a daily – weekly – monthly methodology that is grounded in

coaching and guiding. Teams will focus on working within the system and using

the worksheets to create conversation around performance improvement.

Additionally, finding smarter ways of executing their role benefiting both the

company and the individual.

Consistency is the key. Consistant adoption with the use of the system provides

greater reliability in the results delivered.

Depending on the size of the sales organisation, it may require resource support

of a sales administrative person for a number of hours each week to collate

information and develop reports. Sales managers ideally should be focused on

coaching and guiding, and not administrative tasks.

Sales Focus International provides on going coaching to assist with the

implementation of Money Ball into your organisation ensuring the maximisation

of its value. Each month we review the results and make recommendations to

assist your company.

Sales Focus International Money Ball is the Methodology for Performance

Improvement Driving Growth in Sales Organisations

Management of the Money Ball system

Guaranteed to Increase Productivity and Effectiveness = Results


Sales Focus International is one of the leading dedicated sales and marketing consulting firms in the region. We work with companies to assist them in delivering sustainable revenue improvement. We are renowned for delivering results in shorter

time frames. We transform company cultures to embrace contemporary practices creating a competitive advantage.

Since 1990, we have been passionate about achieving better results for our clients.

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where companies turn for revenue improvement

© 2015 Copyright Sales Focus International

Money ball

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