Sales Performance & Productivity Summit II - Keynote speech Joe Galvin

© Miller Heiman , Inc. All Rights Reserved. 1© Miller Heiman , Inc. All Rights Reserved. 1

“The Sales Performance & Productivity Summit II”

Keynote13:00 – 14:00

Insights from world class sales organizations, Outperforming the market by 25%

Joe Galvin, Chief Research Officer Miller Heiman

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© Miller Heiman , Inc. All Rights Reserved. 2

S a l e s A n a l y t i c s : T h e N e x t L e v e l o f T r a n s p a r e n c y

O c t o b e r 9 , 2 0 1 3J o e G a l v i n


Increasing Levels of Transparency

Paper Form1984

Spreadsheet1990

Client Server1996

On Demand2004

SFA Market 2012: $4.7 billion

Deploy new CRM System

22% 53% 25%

0% 20% 40% 60% 80% 100%

Completed in 2012 or prior 2013/2014 Not planned or in place

Miller Heiman Research Institute Research Note:Sales Analytics: The Downside of Transparency


Examples Exist Everywhere

ReplacedBaseball Scouts Judgment with Facts

“21”MIT Math PhDs Crack the Card Counting Code

Wearable Technology


The Next Level of Transparency

Behavior Modeling

Funnel Confidence


Fuzzy Funnels

Outcomes

Anecdotal Perceptions

Activities

Miller Heiman Research Institute Research Note:Strategic Themes 2014: The Next Level of Transparency


Sales Performance Management

Sales Performance ManagementMeasure, Predict and Influence Sales Performance

Predict

Sales ForecastSales FunnelAnalytics

Influence

Territory DefinitionCompensation PlanQuota Allocation

Measure

Cost of SalesSales AchievementSales PerformanceCustomersMarketsProducts

Miller Heiman Research Institute Research Note:Sales Performance Management: Measure, Predict and Influence

Frontline Sales ManagerProductivity Infrastructure


9% 7%

11%4%

15%

7%

22%

9%

27%

39%

15%

35%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

<100% Forecast 100%+ Forecast

91-100%

81-90%

71-80%

61-70%

51-60%

<50%

Forecast Accuracy

Miller Heiman Sales Performance and Productivity Study 2013

Those that have strong forecasts for 2013 report higher accuracy

42% greater than 80%

74% greater than 80%


Confidence in Funnel/Opportunity Data?

Miller Heiman Sales Performance and Productivity Study 2013

Organizations on track to achieve plan also have higher confidence in their opportunity data

22%

12%

22%

17%

22%

5%

<100% Forecast

10%

12%

14%

20%

20%

14%

100%+ Forecast

<50%

51-60%

61-70%

71-80%

81-90%

91-100%

Funnel Confidence of 70% or greater

44%Funnel Confidence of 70% or greater

54%


Sales OPS: Core Responsibilities

Miller Heiman Research Institute Research Note:Sales Operations: Defining the Core

Manage Sales Performance- Measure, Predict and Influence Sales Behaviors

• Operational Data: Results, costs• Opportunity Data: Funnels and forecasts• Activity Data: Sales calls, demos, proposals• Productivity Data: Conversion and velocity

Customer Management Process- Connecting with Customers

• Create Opportunities• Manage Opportunities• Manage Relationships

Alignment of the Sales Technology Infrastructure- Powering Information and Data Exchange

• Territory Management• SFA-CRM Integration• Sales Process Emulation• Mobility


AccountManagementSales Prospecting Sales Cycle

Buying Dynamic

Strategic Theme: Customer Management Strategy

CustomerMarketing

Marketing Demand Creation

ContentMarketing

Customer Management

ManageRelationships

CreateOpportunities

Manage Opportunities


Strategic Theme: Frontline Sales Manager

2013 Sales Best Practice StudyThe Growing Gap Between Good and Great

0 540

WC

All 4 hours 24 minutes

8 hours 36 minutes

Monthly time spent by managers inWorld-Class Sales Organizations on

“Skills Development” or “Product Training”

8 hours 36 minutesIn an average

month, our sales managers

definitely spend adequate time coaching each individual on

the sales team.

Source: 2013 Miller Heiman Sales Best Practices Study


2014 Miller Heiman Sales Best Practices Study

The largest ongoing global study of complex B2B sales management and selling activities

Analysis identifies attributes of World-Class Sales Performance

Data is the basis of research services, benchmarking company performance to World-Class Sales Performance.

2014 Miller Heiman Sales Best Practices Study open through

November 4th

www.millerheiman.com/research

Respondents have access to results via Executive Summary

and exclusive participant webinar.

2013 Study: 1,100+ responses, 15 verticals

http://www.millerheiman.com/research


Your Sales System

Customer Management

Business Management


Sales Performance: Customer Management Alignment

Sales ManagementChannel/Region/Segment

Sales ManagerFrontline, Quota Bearing

Sales RepField/Inside/Channel

Chief Sales OfficerRevenue, Expense, Marketshare

SalesPerformance

Hierarchy Tiered Matrix

Customer Management


The Levers of Productivity

Sales ManagementChannel/Region/Segment

Sales ManagerFrontline, Quota Bearing

SalespersonField/Inside/Channel

Chief Sales OfficerRevenue, Expense, Marketshare

SalesPerformance

Sales OperationsTerritories, Metrics, Comp, Quota

Sales TrainingProcess, Skills, Product, New Hire

Sales EnablementLeads, Knowledge, Message, Tools

Sales TechnologySFA, Apps, Platform. Mobile

InfrastructureProductivity


Visibility and Transparency - Reports and Dashboards

Sales Force Automation: Next Generation

Sales Force Automation: Next Generation

SFAFoundation

AccountsContacts

Opportunities

Funnel/Forecast

TerritoriesSales Hierarchy

ICM –SalesCompensation

Comp Plans

Crediting Rules

Quota Mgmt.

CommissionStatements

MethodologyAutomation

Account Plans

OpportunityPlan

Coaching

Team Selling

Analytics

Historical Data Capture

PredictiveModeling

ProductivityMetrics


MSFT analytics


Funnel Confidence – Forecast Accuracy

Clearly defined customer management strategies- Sales Ops

Frontline sales manager expertise- Sales training

Organizational execution- Sales leadership

Technology Infrastructure- Align with Customer Management



Behavior Modeling

Funnel Confidence


Fuzzy Funnels

Outcomes

Anecdotal Perceptions

Activities

Miller Heiman Research Institute Research Note:Strategic Themes 2014: The Next Level of Transparency