Sales Management Association Webcast Research Update ... · Dawn Kirk VP Region Commercialization,...
Transcript of Sales Management Association Webcast Research Update ... · Dawn Kirk VP Region Commercialization,...
Presented with guest contributors
© Copyright 2017 The Sales Management Association. All rights reserved.
Sales Management Association Webcast
28 March 2017
Research Update: Sales Force Attitudes Toward Forecasting
David MeadVP Sales Support & Analytics ManagerUS [email protected]
Jason JordanPartnerVantage [email protected]
Dawn KirkVP Region Commercialization, US Sales and OperationsCoca-Cola [email protected]
© Copyright 2017 The Sales Management Association. All rights reserved.
About The Sales Management Association
A global, cross-industry professional association for sales operations and sales management.
Focused in providing research, case studies, training, peer networking, and professional development to our membership.
Fostering a community of thought-leaders, service providers, academics, and practitioners.
www.salesmanagement.org
www.salesmanagementconference.com
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16 – 18 OCTOBER 2017 ATLANTA
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Today’s Guest Panelists
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Jason Jordan
Partner
Vantage Point Performance
Dawn Kirk
VP Region Commercialization, US Sales and Operations
Coca-Cola Refreshments
David Mead
VP Sales Support & Analytics Manager
US Bank
Presented with guest contributors
© Copyright 2017 The Sales Management Association. All rights reserved.
Sales Management Association Webcast
28 March 2017
Research Update: Sales Force Attitudes Toward Forecasting
David MeadVP Sales Support & Analytics ManagerUS [email protected]
Jason JordanPartnerVantage [email protected]
Dawn KirkVP Region Commercialization, US Sales and OperationsCoca-Cola [email protected]
© Copyright 2017 The Sales Management Association. All rights reserved.
How Does Training Become More Nimble?
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Why is forecasting so difficult?
(Also – is there a difference between forecasting and pipeline management?)
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Sales Forecasting’s Tale of Woe
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Forecasts are important, and take lots of effort.
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But they yield a low satisfaction outcome
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Dependent upon judgment, fraught with bias
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How Does Training Become More Nimble?
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What value does forecasting create (besides its predictive value)? Who benefits from it?
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Salespeople and the managers think about
sales forecasting dfifferently
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Data Visualization
Data visualizationhttp://slsm.gt/tableau
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Understanding is low, but higher than managers give salespeople credit for
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Managers overestimate salesperson training adequacy
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How Does Training Become More Nimble?
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What should be done to prepare salespeople to forecast?
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What managers know about forecasting that salespeople don’t
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Management underestimates salespeople’s effort and satisfaction
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How Does Training Become More Nimble?
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What are opportunities to improve forecasting's value?
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How Does Training Become More Nimble?
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Should forecasting include activity? Or just outcomes?
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Your Questions
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Jason Jordan
Partner
Vantage Point
Performance
jjordan@vantagepoint
performance.com
Dawn Kirk
VP Region Commercialization, US Sales and Operations
Coca-Cola Refreshments
David Mead
VP Sales Support & Analytics Manager
US Bank
© Copyright 2017 The Sales Management Association. All rights reserved.
Since this session is about attitudes, how much do you think sales people deeply care about the macro-forecasts we've been discussing - product portfolio planning, pipeline management and activities, etc. - versus being more concerned with their own sales goals, how they were set, their fairness and their achievability? 21
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Does your organization use a forecasting tool other than excel, and if so can you tell us about it?
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The functional responsibility for sales and management is clear, but does the panel see sales enablement or sales operations having a role in forecasting and pipeline management?
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How does predictive analysis, like regression analysis, helpful in the process of forecasting?
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How do you balance the pressures of targets with the sellers bias when they provide pipeline and funnel forecasts?
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Thank You
Thank You