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Seven steps to success in managing collaboration quality
1. Seven steps to success in
managing collaboration quality
Jukka Koskenkanto
CEO
Cloudriven Oy
2. Step #1: Enable collaboration
Publish objects that may be
social
Enable communication
about the objects
Connect objects to
processes
Use also other
arrangements to support
collaboration if possible
5. Case: Forecasting B2B sales
Forecast # of weekly deals
Keep the model simple
Create reliable model
Customer
request
6. • Reliable forecasts
• New approaches to sales
work and sales management
Case: Forecasting B2B sales
Customer
needs
7. Step #4: Data analysis
Analysis vs. repeated guess
Coverage
Why people do what they
do?
8. Case: Forecasting B2B sales
Problem
mathematically
Variables
Model
Results and
conclusions
9. Step #5: Present the results
Keep it simple (at least on the first slide)
Use the language your customer understands
Be prepared to meet the expectations of critical
voices on next slides
10. Case: Forecasting B2B sales
Key message 1:
Forecast # of weekly deals with high relaibility
and small variance
Magic formula shared with the sales controller
Example forecast:
75 80 85 90 95 100 105 110 115 120 125
Forecast:100
11. Case: Forecasting B2B sales
Key message 2:
Pay attention to behaviours / actions which will
maximise
Number of created proposals
Number of high quality customer & internal discussions
between the proposal date and the decision date
Change your management system by organizing
time for those actions.
Do not include action ”modify proposal in the
CRM” in your sales management model – keep it as
an indicator
13. Case: Forecasting B2B sales
70 % might be 80 or 90 % by eliminating the affect
of vacation periods from the model
It might be possible to specify which kind of
discussions produce highest rate. What effect does
it have to the model if we
met decision maker,
met influencer,
organized a meeting where another customer told how
we did in the project,
Replied to customer call,
called customer,
sent an email or
sent an email with attachement?