the sales effectiveness effect n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
The Sales Effectiveness Effect PowerPoint Presentation
Download Presentation
The Sales Effectiveness Effect

Loading in 2 Seconds...

play fullscreen
1 / 29

The Sales Effectiveness Effect - PowerPoint PPT Presentation


  • 86 Views
  • Uploaded on

The Sales Effectiveness Effect. 2004 State of the Marketplace Review Jim Dickie Barry Trailer. Sales Excellence Reviews. 4,000 small, medium, large firms Initial project goals Evaluation methods Justification approaches Implementation plans Hands-on experiences.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'The Sales Effectiveness Effect' - emmly


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
the sales effectiveness effect

The Sales Effectiveness Effect

2004 State of the Marketplace Review

Jim Dickie Barry Trailer

sales excellence reviews
Sales Excellence Reviews
  • 4,000 small, medium, large firms
  • Initial project goals
  • Evaluation methods
  • Justification approaches
  • Implementation plans
  • Hands-on experiences
selling in turbulent times
Selling In Turbulent Times
  • 2004 sales excellence challenge
    • Surveyed over 1,337 companies worldwide
    • Interviewed 200+ CEOs, CSOs, CMOs,
    • Results:
      • Understanding of the challenges
      • Defining of the causes
      • Surfacing best practices
slide5

Top Three Business Objectives For Sales

Increase revenues

Increase sales effectiveness

Increase market share

Increase customer loyalty

Increase margins

Reduce sell cycle

Increase channel effectiveness

Improve communications

Decrease sales costs

Support team selling

Reduce sales admin burden

Other

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

sales effectiveness issues
Generating leads

New rep ramp-up

Up-sell/cross-sell

Avoiding discounting

Optimizing channels

Communications: sales teams/ enterprise

No decisions rates

Forecast accuracy

New product rollouts

Sharing best practices

Building customer loyalty

Sales rep retention

Sales Effectiveness Issues
at your company is the sales effectiveness challenge
At Your Company, is the Sales Effectiveness Challenge:

A) Increasing

B) Holding steady

C) Decreasing

slide8

Rate of Change in the Marketplace –Challenges

Competitive activity in the marketplace

Breadth of product offerings

Complexity of product offerings

Rate of new product introductions

Admin burden placed on sales force

Difficulty accessing information

Amount of sales rep turnover

Complexity of order entry process

1

2

3

4

5

sales effectiveness hall of fame
Sales Effectiveness Hall of Fame
  • StorageTek
    • 300% increase in revenues/rep over 4 years
  • McKesson
    • 200%+ increase in new product selling effectiveness
  • Global eXchange Services
    • 350% increase in lead generation effectiveness
  • Pitney Bowes
    • Order error rate reduction from 23% to 1%
  • Xerox
    • Doubled services conversion rate of warranty customers
what impact is crm having for you
What impact is CRM having for you?

A) Significant improvements in sales effectiveness

B) Minor improvements

C) No measurable improvement

D) Do not know

sales effectiveness the dark side
Sales Effectiveness - The Dark Side
  • Success is not a given
    • Significant improvements – 25.7%
    • Minor improvements – 44.9%
    • No measurable results – 17.8%
    • Don’t know – 11.6%
impacting the customer life cycle
Impacting the Customer Life Cycle

CLOSE

RETAIN

ATTRACT

SELECT

EXTEND

Reduce the number of “no” decisions

General more/ better leads

Shorten sell cycle and increase win rates

Avoid customer losses, maximize renewals

Generate greater incremental business

sales effectiveness in action
Sales Effectiveness in Action

Case Study – Global eXchange Services

  • E-commerce vendor; 100,000 trading partners and 1 billion transactions annually in 58 countries
  • Very complex sale, hard to attract right leads
  • Before project started:
    • Revenue potential leads generated per 100 Web visitors = <1, per call center rep = 1.5/day
global exchange success statistics
Global eXchange Success Statistics
  • Increased call center leads from 1.5/day to 7+
  • New leads close 30% faster than traditionally gathered leads
  • Up-sell/cross-sell ratio improved by 25%
  • 48% of conversations advanced to the phone
  • Reach a higher-level decision maker
sales effectiveness in action1
Sales Effectiveness in Action
  • General medical, $2B+ division of McKesson.
  • Represent 300 manufacturers, 30,000 products.
  • Project challenge: Represent every product as well as the product manager!
  • Technical requirements: Link field sales, marketing, distribution, finance, suppliers seamlessly into sales process.
general medical results
General Medical Results
  • 30% increase in revenues per rep
  • 400% increase in new product hit rates
  • 1.4% improvements in margin
  • Higher rep retention rates
sales effectiveness levers
Sales Effectiveness Levers

People

Process

Technology

what is the biggest single challenge negatively impacting crm success
What is the biggest single challenge negatively impacting CRM success?

A) People

B) Process

C) Technology

D) None of the Above

sales effectiveness levers1
Sales Effectiveness Levers

People

Knowledge

Process

Technology

slide22

Toughest Challenges Encountered During CRM Initiative

Populating/Maintaining Data

Gaining User Acceptance

Measuring Project ROI

Matching Technology to Process Problems

Customizing CRM Tools

Identifying Process Problems

Effectively Rolling Out System

Getting Users Productive

Supporting Remote Users

Getting Executive Support

Getting Adequate Funding

0%

10%

20%

30%

40%

50%

amm customer message management cmm initiative
AMM Customer Message Management (CMM) Initiative
  • More effectively aligning sales & marketing
  • Focus on the how of sales versus the what
  • Creation, delivery and management of marketing messaging
  • Optimizing performance throughout the entire sales process
cmm case studies
CMM Case Studies
  • Cisco
  • American Express
  • EDS
  • FedEx
  • IBM Canada
slide25

Percentage of Presentations Resulting in a Sale

40.0%

35.0%

30.0%

25.0%

20.0%

15.0%

10.0%

5.0%

0.0%

<10%

10 - 25%

26 - 50%

>50%

slide26

Percentage of Presentations Resulting in a Sale

40.0%

35.0%

30.0%

25.0%

All Responses

20.0%

World-class CMM

15.0%

10.0%

5.0%

0.0%

<10%

10 - 25%

26 - 50%

>50%

common cmm crm components
Common CMM CRM Components
  • Static & dynamic content support
  • Prospect specific focus
  • In-context sales process
  • Effectiveness analysis support
  • Link in with existing CRM applications

www.CMMForum.org

formula for successful change
Formula for Successful Change

P x C x V x F > R

  • Four factors must be present for change to occur:
    • P -
    • C -
    • V -
    • F -

The product of which must be greater than R - Resistance to change

questions answers
Questions & Answers
  • White Papers at www.csoinsights.com
    • Sales Effectiveness Insights 2004 Top Ten Trends
    • Optimizing Sales Performance with CMM
    • Sales Knowledge Management Study Results (July)