TAS Smart Playbook helps you increase sales velocity for your sales team by applying repeatable winning sales playbooks based on intelligent industry templates and smart sales tools. And for sales managers it helps to increase visibility into team performance and manage sales forecast and pipeline risk.
1. The problem is not
Information Overload
The problem is a Deficit in Insight
Sales Performance Management
2. Sales Managers Are Under Massive Time Pressure
Travel
Sales Forecast
Read Reports
Plan Territories
Manage Pipeline
CRM Compliance
Close Deals
Report to HQ
Sales Coaching
3. Sales Managers Are Under Massive Time Pressure
Travel
Sales Forecast
Read Reports
Plan Territories
Manage Pipeline
CRM Compliance
Close Deals
Report to HQ
Sales Coaching
How vulnerable is your
sales performance?
You can’t manage what you can’t see
4. How do you reduce sales performance risk?
Top performers are 10x more likely to use analytics1
Use of Analytics
Sales Productivity
10x
Coaching can improve sales productivity by 88%2
Sales
Analytics
Coaching
Source: 1 IBM/MIT; 2 SEC/CEB
Top Performers
Low Performers
+88%
Coaching
No Coaching
5. Top Performers Use Analytics 5x More Than Low Performers
For Sales & Marketing The Ratio Is 10x
-2 0 2 4 6 8 10 12
Application of Analytics Score: 1 Indicates equally likely to apply Intuition and Analytics
Top Performers
Low Performers
Financial Management & Budgeting
Operations & Production
Strategy & Business Development
Sales & Marketing
Customer Service
Customer Experience Management
Intuition Analytics
Tendency to apply Tendency to apply
22
1.1 Low
Performer
Average
5.4 Top
Performer
Average
Source: Analytics: The New Path to Value, a joint MIT Sloan Management Review and IBM Institute for Business Value Study
0 1 3 5 7 9 11 13
10:1
6. It takes 68% longer to
Lose a sale than to Win
+68% WINNING SALES CYCLE
LOSING SALES CYCLE
All Deals
$250k+
$100k - $250k
$50k - $100k
<$50k
You can gain deep insight from smart sales analytics
Source: Dealmaker Index Study
141
160
197
212
178
93
98
111
137
106
0 50 100 150 200 250
Duration of Won & Lost Sales Cycles in Days
Won
Lost
7. But Most Analytics Projects Fail
Yes
45%No
55%
55% of Analytics Projects Never Finish
Almost 100% Run Over Budget
Project Complete?
Source: Infochimps / CSC 2013
8. It doesn’t have to be that way …
Yes
45%No
55%
55% of Analytics Projects Never Finish
Almost 100% Run Over Budget
Project Complete?
$
How to Succeed
Fix the Scope
Add Business Context
Embed Expertise
9. 10 Elements for Great Sales Analytics
Sales Domain
Specific
Visualize
Results
Available to
Everyone
Integrates
With CRM
Mobile &
Cloud
Start With
Questions
Apply to
Business
Outcomes
Embed in Daily
Processes
Goal
Related
Identify
Insights
12. The Sales Coaching Paradox
Sales
Support
Initiatives
Sales
Coaching
Importance
Resource
Sales Coaching is recognized as Important, but Resource is Not applied
Source: Sales Management Association
13. LESS IMPORTANT
MOST SUPPORTED
LESS IMPORTANT
LEAST SUPPORTED
MOST IMPORTANT
MOST SUPPORTED
MOST IMPORTANT
LEAST SUPPORTED
Product
Innovation
Importance to Sales Force Success ‡
SupportFromUpperManagement†
Lower Prices
Sales Management Training
Improved Sales Admin Support
Sales Comp Plan Change
Proper Sales Territory Coverage
Enabling Technology
Best Practice Sharing
Sales
Coaching
Pre-Sales
Support
Channel
Development
Team
Selling
Salesperson Training
Cross Selling New Account
Selling
Improved
Lead
Generation
† Seven-point rating scale; 1 is “not important at all,” 7 is “very important.” Mean value is 4.83.
‡ Seven-point rating scale; 1 is “not supported at all,” 7 is “heavily supported.” Mean value is 4.02.
3σ2
3σ2
-3σ2
-3σ2
And here’s the detail ...
14. Sales Managers Don’t Coach
Yes
27%
No
73%
73% of Managers Spend <5% of their time Coaching
More than 5% of Time Coaching?
Source: Sales Management Association
15. 23%
Why Sales Managers Don’t Coach
Source: Sales Management Association
47%
26%
100%
50%
0%
Don’t Value
Coaching
Not Enough
Time
Don’t Know
How to Coach
Sales Reps
Don’t Ask
Other
2%2%
16. 23%
Sales Managers Don’t Coach: Knowledge Gap
Source: Sales Management Association
47%
26%
100%
50%
0%
Don’t Value
Coaching
Not Enough
Time
Don’t Know
How to Coach
Sales Reps
Don’t Ask
Other
2%2%
How can smart automation empower the
sales manager?
17. 10 Rules for Great Sales Coaching
Adopt Buyer’s
Perspective
Elicit Critical
Thinking
Praise Good
Insight
Be Objective
& Curious
Document
Actions
Collaborative Regular
Cadence
Consistent
Framework
Don’t Take
Over
Look for
Evidence
18. But … What if you could do it right …?
Top performers are 10x more likely to use analytics1
Use of Analytics
Sales Productivity
10x
Coaching can improve sales productivity by 88%2
Sales
Analytics
Coaching
Source: 1 IBM/MIT; 2 SEC/CEB
Top Performers
Low Performers
+88%
Coaching
No Coaching
19. Based on Data, Knowledge, & Experience
We wrote the book on:
- Smart Systems (1988)
- Sales Process (2004)
- Opportunity Management (2009)
- Account Planning (2013)
1,000,000
1,200,000
10,000,000
$1,000,000,000
TAS users since 1988
Hours of Sales Coaching
Sales cycles measured and
analyzed in Dealmaker
$1Bn closed in Dealmaker each month
20. Analyze. Visualize. Coach.
How vulnerable is your sales performance?
You can’t manage what you can’t see.
Get expert sales insights using smart sales analytics.
Built-in sales expertise and automated coaching drives
focus to improve sales performance.
21. Have I earned my sales
performance badges?
What levers do I need
to pull to improve?
How are the
best reps
performing?
Am I
growing my
pipeline?
Is there dead
wood in the
pipeline?
22.
23. What % of
opportunities
are Inactive?
Where are
deals stalled?
What’s the value
of Inactive
deals?
Are there any
late stage deals
that are Inactive?
24.
25. Are too
many deals
not moving?
Where am I
losing deals?
Have deal
values changed
in the period??
What happened
to the deals from
each stage?
Am I losing
late stage
deals?
26.
27. What does a
winning sales
cycle look like?
Why does it take
longer to lose? I’m
wasting resources
Compare regions
and individuals to
‘clone’ winners
Am I losing
deals early?
28.
29. TAS Software: World-Class Performance
100% Built on
Force.com®
Hosted on
salesforce.com® cloud
Exceptionally reliable,
scalable, secure
Scales, tunes and
backs up data
automatically