The document discusses how sales processes need to evolve to Sales 2.0 to keep up with changing customer buying behaviors. It highlights how business analytics can help sales organizations optimize their sales processes by providing feedback on metrics like lead conversion rates and sales rep ramp-up times. The presenters argue that analytics are needed to complement CRM systems and drive process improvements that help reps focus their activities and increase sales performance.

1. Accelerate Sales Effectiveness in a Sales 2.0 World Barry Trailer, CSO Insights Ken Rudin, LucidEra

4. Sales Process Workshop Sales 2.0 Hype? Hope? Or Happening? http://www.lucidera.com/resources/whitepapers.php

5. Where to Find Us www.csoinsights.com

9. Percentage of Reps Making Quota Under Quota 43% Meeting or Exceeding Quota 57%

10. Number of Calls to Close a Deal

11. Outcome of Forecast Deals No Decisions 21.3% Wins 48.4% Losses 30.3%

12. Sales Rep Ramp Up Time 2003 2007 <3 months 3-6 months 7-12 months >1 year 27.8% <3 months 4.7% 3-6 months 26.8% 7-12 months 38.1% <3 months 14.6% 3-6 months 45.3% 7-12 months 28.6% >1 year 11.6%

13. Four Sales Effectiveness Levers Process People Technology Knowledge

14. A = P A = P

15. = P PROCESS A INPUT INPUT

16. A x Q = P

18. INPUT OUTPUT PERFORMANCE F E E D B A C K PROCESS

22. Participate in CSO Insights’ 2008 Sales Performance Optimization Survey! visit: www. csoinsights.com click on: “Take the Survey” for details Participate!