Selling the Value of Sales Operations to your Executive team Webinar 02/…

APTTUS

Selling the Value of Sales Operations to the

Executive Team

APTTUS APTTUS Confidential

Today’s speakers

Insidesales.com Michael Critchfield VP of Sales

The TAS Group Steve Silver Sales Enablement

Xactly Erik Charles Director of Product Marketing

Dave Belove VP of Sales Enablement

APTTUS APTTUS Confidential #salesops2013

Housekeeping

• Ask questions via chat box

• Listen via VOIP or dial-in

• Presentation and slides will be emailed to all attendees

• Interactive sessions – polls throughout event

• Hashtag: #salesops2013

#salesops2013


You’re Invited to the Series

• 6 Webinars – all for Sales Leaders and Operations

• Focus around better Salesforce utilization including

quoting, Chatter, contract management, and more

• Speakers include representatives from Saba, Symantec,

Salesforce, Motorola, and more

Details will be sent to ALL attendees


Defining Sales Ops


Key Sales Ops Skills

It’s a BIG Job!


Challenges in Sales Ops

• Big role with lots of responsibilities

• May lack insufficient investments or resources

• Hard to prove ROI

• Difficult to find strong talent

• Sales teams are often geographically spread

• Viewed as a Cost Center

• Executive team disconnected

What is Sales Operations?

Sales Operations

! Lead Marketing Setters Closers Accounts Revenue

Characteristics of Sales Ops

Process Accountability Alignment

Sales Ops - Real Time

Sales Ops - Measureable

Sales Ops Review Periods

Marketing

Review

Generated

record week in

leads

Sales doesn’t

close enough

Lead Gen Review

Generated 27

appointments

in one day

25 were SMB

Sales should

do their job

Sales Review

Closed $4k

MRR

Lead Gen

appts never

hold

36 TQOs in

2012 – 10 in

2013

Neutral Eyes

Why Would He Buy?

David Elkington

CEO, InsideSales.com

© The TAS Group 2013

Sell Smarter. Manage Better.

The TAS Group, a cloud software company, uniquely combines two disciplines:

1. Intelligent Software Automation

2. Deep Sales Methodology Expertise

Customers who use our sales technology, methodology and process…

• Win more deals

• Shorten the sales cycle

• Improve forecast accuracy

• Increase average deal size

• Achieve 21% greater quota attainment, and

54% more reps make quota

Source: Aberdeen

Group


Sales Ops = Achieving Best-in-Class

83 23.1 9.7 1.4 51 7.2 1.9

-0.9

22

-5.9 -0.4 -7.1

-20

-10

0

10

20

30

40

50

60

70

80

90

YOY QuotaAchievement

YOY RevenueGrowth

YOY Avg. DealSize

YOY Sales Cycle

Best-in-Class Average Laggard

Source: Aberdeen Group 2011


People & Skills

• Do we have the right people?

• Do they have the skills to execute?

• Are we calling on the right customer at the right time with the right message?

• Do we have the accounts and territories segmented & assigned appropriately?

• Is our comp plan aligned with objectives?

Sales Process

• Do we understand the customer buying process?

• Do we know where we are in the sale?

• Do we have the right resources allocated?

Sales Methodology

• Are we calling on the right accounts?

• Do we understand their business objectives?

• Is there really an opportunity?

• Can we compete?

• Can we win?

• Is it worth winning

Sales Success Requires…

Technology & Tools


Best-in-Class Consistently Use A Defined Sales Methodology And Process

Source: CSO Insights, 2011

0

10

20

30

40

50

60

70

Quota Attainment Win Ratio

Perc

en

tag

e

High Adoption (over 75%) Low Adoption (under 50%)


Automating Deal Cycle Intelligence




www.thetasgroup.com/dealmaker-genius

http://www.thetasgroup.com/dealmaker-genius




What Levers Can I Pull?

# Deals $ Value % Win Rate

Length of Sales Cycle

Sales

Velocity


2012 Chatter X-Author

for MS Office

2006 – first Salesforce application

Contract Lifecycle Management solution

2007 – Helped commercialize Force.com

2009 Configure, Price, Quote (CPQ) solution

2007 On-Stage at Dreamforce w/Marc

Appy Award – Best Application

About Apttus iPad OS

MS Office

2011 iPad OS for CPQ

Deep domain expertise

300+ Customers

60+ Fortune 500 Companies

250,000+ Users

Financially stable

2005 – Apttus Inception

CPQ

2008 Proposal & Quoting Mgmt

Proposals & Quoting

Contract Mngt


Sales Ops At Apttus

• Coping with explosive growth of sales team by:

– Recruiting a Strong Sales Ops Team!

– Goal Setting

– Measuring

– Prioritizing

– Training

– Automating Everything

2011: 5 Reps

2013: 50 BDRs, SEs, and AEs


Opportunity

ERP

Highest Value Way for Sales Ops to Show Value


Opportunity

ERP

Manual Processes

Home grown systems

Outside Salesforce CRM

Quote-to-Cash Processes Today


Opportunity Quote Propose Contract Comply

Order Mgmt

How Fill The Quote-To-Cash Gap

Configure, Price, and

Quote simple or complex

products or services



Order Mgmt

Fill the Quote-To-Cash Gap

Assemble, send and

track quality customer

facing proposals



Order Mgmt


Request, approve,

negotiate, sign and store

contracts



Order Mgmt

Manage tasks, milestones

payments & revenue with

full visibility and reporting



Quote-To-Cash Success Metrics

• Pipeline by Product, Channel, Type, etc.

• Win (Pipeline Conversion) Rate %

• Average Quote-to-Contract Cycle Days by Deal Type #

• Average Selling Price $

• Weighted Discount and Margin $

• Non-standard contract terms %

• On-time Renewal Rate %

Sales Ops Needs: a tool that makes their job faster and

easier, allowing them to be both Tactical Masters and

Strategic Contributors.

Xactly Offers: Automated incentive compensation

management software delivered in a SaaS model.

Tactical Result: The job is automated and takes less

time. Payments are timely and accurate, disputes are

reduced and resolution is easier.

Strategic Leverage: The ever-changing market

landscape can now be approached with strategically

applied incentive plans.

The Challenge for Sales Ops

http://www.youtube.com/embed/HgVhqnjMs_c

LEADER IN SAAS INCENTIVE COMPENSATION

MANAGEMENT

FASTEST GROWING PROVIDER

– OVER 500 CUSTOMERS

FOCUSED EXCLUSIVELY ON

INCENTIVES AND COMPENSATION

MANAGING >$6 BILLION IN

COMPENSATION ANUALLY

Meet Xactly

Solving a Universal Challenge

• Enterprise solution

• 100+ sales reps

• Customizable with

modules

• SMB solution

• 1-100 sales reps

• Can be implemented in

a few hours

Front-Line Value

Plan Management Made Easy

SELF CONFIGURABLE

Sales Ops Takes Care of Themselves

MEET DYNAMIC NEEDS

WITHOUT MESSY CUSTOMIZATIONS

SERVICE

Sales Operations is the Connection

>2x

7%

36% 37%

25%

Payoff!

FASTER REVENUE

GROWTH

MORE REPS MAKE

QUOTA

SHORTER SALES

CYCLES

QUICKER

SALES LOWER SALES

TURNOVER

SOURCE:

Aberdeen Dec 2011


Q&A

Insidesales.com Michael Critchfield VP of Sales

The TAS Group Steve Silver Sales Enablement

Xactly Erik Charles Director of Product Marketing

Dave Belove VP of Sales Enablement

Documents

Selling the Value of Sales Operations to your Executive team Webinar 02/…