Growing the Top Line Without Growing the Sales Force

Growing the Top Line without Growing the Sales Force Dave Roberts, The TAS Group York Baur, Zango Track: Sales Executive

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Agenda Why? - It’s about Growth – again! What? - Intelligent Sales Effectiveness Platform How? - Zango – a Success Story What if? - Making it Happen Q&A So What? - Business Impact 1 2 4 5 6 3

2006 - Issues facing Sales Companies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

2006 - Issues facing Sales Companies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

People are focused on Growth – again!

Growth Strategy WHERE HOW WHAT

Growth Strategy WHERE HOW WHAT ,[object Object],[object Object],[object Object]

Limited Strategic Growth Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Knowledge Components ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Technology Platform Components ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TAS Assessment View Integration with CRM Critical competitive position Configurable Assessment Criteria Configurable detail qualifiers – drives objective closure probability

Qualifier Assessment View Opportunity automatically placed in the ‘right’ place in the pipeline Pipeline structure determined after sales process re-engineering – customized to your business Closure probability and close date calculated Easy to use, click and go! Configurable qualifiers for each pipeline stage, linked to assessment

Political Relationship Strategy What’s the strategy for each buyer relationship? What’s the political map? Are the key players on your side?

PRIME Activities What needs to be done, by when, by whom, with whom – to progress the opportunity?

Forecast Foresight View summary data for each sales executive View detail data for each sales opportunity

Pipeline Insight Identify gaps in future pipeline, for each stage, for each sales executive, sales process or division

Experience Components Measuring Results

The Sales Equation $ = (Opportunities) (Length of Sales Cycle) % * (Deal Size) * (Win Rate) 100 100 100 100 100 100 100 100 100 100

The Environment TIME Sales Cycle Potential Customers Opportunities WIN CREATE $ Revenue Deals

The Power of 0.1 $ = 1.1 * 0.9 % 1.1 * 1.1 100 100 100 100 100 100 100 100 100 100

The Power of 0.1 $ = 1.1 * 0.9 % 1.1 * 1.1 = 48% increase 100 100 100 100 100 100 100 100 100 100

The Sales Equation – Impact of Create $ = (Opportunities) (Length of Sales Cycle) % * (Deal Size) * (Win Rate) Create 100 100 100 100 100 100 100 100 100 100

The Sales Equation – Impact of Win $ = (Opportunities) (Length of Sales Cycle) % * (Deal Size) * (Win Rate) Win 100 100 100 100 100 100 100 100 100 100

The Intelligent Sales Effectiveness Platform

York Baur EVP, Business Development Zango [email_address]

Zango – Company Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Zango – Situational Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Zango Solution/Implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Zango – what to do differently ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Making it Happen Self External Easy Difficult Stick and Carrot ? Train Coach 30-35% 10-15% 30-35% Motivation Ability

Dave Roberts Director, Customer Solutions York Baur EVP, Business Development QUESTION & ANSWER SESSION The TAS Group Zango

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Growing the Top Line Without Growing the Sales Force

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Growing the Top Line Without Growing the Sales Force