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3 Keys To Sales Performance 2010
- 1. Three Keys to Sales Performance in 2010 Steve Sovik Area VP, Strategic Accounts, Oracle Ben Yerushalmi Senior Director, Oracle North America Alliances & Channels York Baur CMO, The TAS Group Paul Dilger Director, Product Marketing, The TAS Group
- 2. Agenda Setting the background Oracle’s three keys to sales performance in 2010 Dealmaker inside Oracle CRM on Demand What to do now to be ready for 2010 Summary and questions 2 © The TAS Group 2009
- 3. Oracle – TAS Group Partnership • Tight integration of sales methodology and process into CRM • Augments CRM to help answer: • How do I replicate best practices? • How do I increase my win rates? • How do I increase sales effectiveness, productivity, and margin? • The TAS Group’s Dealmaker is available with Oracle CRM On Demand and Siebel On-Premise 3 © The TAS Group 2009
- 4. Integration With Oracle CRM ® Opportunity Account Consulting Services Management Management • Sales Process Methodology Methodology • Training Workshops • Channel Programs Sales Process • Individual Skills 4 © The TAS Group 2009
- 5. How to Respond Think beyond “the classroom” • Eliminate travel as a requirement • Traditional sales learning is ineffective on its own • 87% of skills learned are lost in the first month without reinforcement • Expensive = Low ROI • Not preferred by sales people View sales learning as a process, not an event • On-demand tools to help the sales person in their daily selling • Management reinforcement • Executive sponsorship 5 © The TAS Group 2009
- 6. Poll 1 – Sales Performance 2010 A: We are investing for recovery in 2010 B: We are not investing for recovery in 2010 6 © The TAS Group 2009
- 7. Poll 2 – Sales Performance 2010 A: We have a specific sales effectiveness initiative that’s planned and budgeted for our 2010 kick-off B: We don’t have a specific 2010 sales effectiveness initiative that’s planned and budgeted for our 2010 kick-off 7 © The TAS Group 2009
- 8. The Story of 2008 and 2009 • Pressures on sales person productivity • Form-filling and manual processes • Spreadsheet hell • Report creation • Forecast scheduling • Pressures on sales manager core competence • Chasing reports and forecasts • Working off lagging indicators • Tendency to over- or micro-manage • No time or insight for proactive coaching 8 © The TAS Group 2009
- 9. Need to Boost Sales Productivity 9 © The TAS Group 2009
- 10. Recession - Winners and Losers Losers Winners Focused on tactical remedies Focused on strategic plans Increased the sales leads funnel Pruned the leads funnel Reduced the # qualifying criteria Increased qualifying criteria Cut prices Increased prices Cut costs Maintained and reallocated Improved the level of service to the Created “Fire Sale” offers best customers Pumped up “Spiffs” Increased long-term compensation Source: HR Chally, 2008 10 © The TAS Group 2009
- 11. The Oracle View – Seven Tips for 2010 11 © The TAS Group 2009
- 12. Key #1 – Overhaul sales methodology • Target Account Selling is the world’s leading methodology, with over 650,000 converts • Better win rate, deal size and reduce sales cycle • 88% improvement in quota achievement • Integrated methodology and process increases CRM adoption by 44% • Automation drives sustained success through reinforcement, versus event-based training 12 © The TAS Group 2009
- 13. Key #2 – Embed best practices into selling • Replicate behavior of your top performers • Instill a sales process which reflects your customers’ buying process • Automation ensures uniform application of best practice • Managers can focus on driving growth rather than trying to understand sales problems • Reduce sales force turnover by 33% • Make everyone better, not just your stars 13 © The TAS Group 2009
- 14. Key #3 – Optimize Forecasting Accuracy • Forecast and pipeline analysis is difficult • You can’t manage what you can’t measure • Objectivity, rules, algorithms and standardization increases forecasts accuracy • Automation takes this exercise away from the sales rep and gives visibility to the manager • Optimizing forecast accuracy brings confidence 14 © The TAS Group 2009
- 15. Achieving True Sales Performance Automation • A salesperson-centric approach • Focus on helping the sales person sell • Automate 100% of the calculating and forecasting • Use the power of sales methodology and process • Goals for SPA • Substantially and measurably improve revenue performance of individuals and entire team • Ensure uniform application of best practices • Generate reliable, accurate forecasts automatically • Sustain long-term performance improvement 15 © The TAS Group 2009
- 16. The Salesperson’s Role CRM - SFA CRM 2.0 - SPA • Data entry clerk • Knowledge worker • Focused on compliance • Focused on selling • Subjective decisions: • CRM system calculates: • Strategy for selling • Strategy for selling • Selling approach to • Selling approach to individuals individuals • Materials to use • Materials to use • Closure probability • Closure probability • Close date • Close date • Forecasted deal value • Forecasted deal value 16 © The TAS Group 2009
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- 24. What’s The Impact? Source: TAS Index Survey, 2006-2009 24 © The TAS Group 2009
- 25. What to do now to be ready for 2010 • You have to start now to be ready for 2010 • Adopt the 3 keys to sales performance in 2010 • Invest in Dealmaker inside Oracle CRM on Demand to implement the 3 keys • Both organizations stand ready to help with planning • Special pricing is available for joint Oracle – TAS Group customers 25 © The TAS Group 2009
- 26. Summary Winners for 2010 are taking the initiative already Focus on the 3 keys Embed them in Dealmaker in Oracle CRM on Demand Do them now to maximize Q4 and be ready for growth in Q1! Questions? 26 © The TAS Group 2009
- 27. Follow-up Resources • www.thetasgroup.com • US 866 570 3836 • UK 01189 253 251 • International +1 353 1 631 6140 • marketing@thetasgroup.com • White Papers and Archived Webinars • Twitter id @thetasgroup • www.sales20network.com • Sales 2.0 discussion group • Twitter id @sales20network 27 © The TAS Group 2009
- 28. Three Keys to Sales Performance in 2010 Steve Sovik Area VP, Strategic Accounts, Oracle Ben Yerushalmi Senior Director, Oracle North America Alliances & Channels York Baur CMO, The TAS Group Paul Dilger Director, Product Marketing, The TAS Group
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