how to drive a successful modern sales organization

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How to Drive a Successful Modern Sales Organization The latest research and best practices to increase sales productivity and improve sales ROI

Barry Trailer, Managing Partner and Co-Founder, CSO Insights Emil Fernandez, Vice President Oracle Solutions, Perficient

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Agenda

• Barry Trailer, Managing Partner and Co-Founder, CSO Insights

– Sales Changes and Challenges today

– Results of the 2015 CSO Insights - Sales Performance Optimization survey

– Best Practices and Recommendations

• Emil Fernandez, Vice President Oracle Solutions, Perficient

– Defining a sales methodology and accelerating the company to their next level of growth

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2015 Sales Performance Optimization Survey

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Barry Trailer barry.trailer@csoinsights.com

916-712-9621 @barrytrailer

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CSO Insights uses research metrics to reveal best practices in sales and marketing. Our research shows where you should focus your efforts. We benchmark the challenges faced by today's sales and marketing organizations and track trends in the use of people, process, technology and knowledge to improve sales effectiveness.

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Challenges & Changes Today

• Customers/Prospects are more informed and less patient today;

• Modern selling practices are critical today since a significant potion of the buyer’s journey is completed before ever speaking to a sales rep;

• More competitive activity;

• More complex and broader product offerings;

• Less time to interact with buying influences;

• And more buying influences than ever!

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0% 20% 40% 60% 80%

Rate of New Product Introductions

Complexity of Your Product Line

Breadth of Your Product Line

Customer's Marketplace

Customer Expectations

Competitive Activity

40.6%

37.5%

44.3%

45.7%

48.0%

45.6%

13.7%

24.7%

17.2%

17.7%

20.0%

24.1%

Increasing Noticeably Increasing Significantly

Rate of Change Impacting Sales Teams

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The more things change…

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…the more they stay the same.

Quota attainment flat;

Revenue attainment lower;

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Top Sales Effectiveness Initiatives for 2015

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Sales Relationship/Process (SRP) Matrix™

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CSO Insights 2014 SRP Trends 2007-2014

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Percentage of Sales Force Using Sales Methodology it’s Trained to Use

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CRM Training Assessment Related to Sales Rep User Adoption:

CRM Adoption

<50%

CRM Adoption

>90%

CRM Training Needs Major Redesign 81%* 3%

CRM Training Needs Improvement 40% 22%

CRM Training Meets Expectations 19% 40%

CRM Training Exceeds Expectations 7% 57%

* Note: Of this figure, 47% were not even using the adopted CRM system.

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Key Take-Aways for CSOs

• Buyers looking for Insights not Features;

• Reps should be calling on “most likely” buyers (analytics);

• Technology enables higher levels of selling…

• … but needs to be intuitive and supported;

• Changing SRP location means managing change.

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Barry Trailer

barry.trailer@csoinsights.com 916-712-9621 @barrytrailer

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Defining a Sales Methodology to Increase Sales Productivity

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Emil Fernandez

Vice President, Oracle Solutions Perficient

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Company Overview

National consulting and systems integration firm.

Publicly traded: $435M annual revenue

2,200 employees, 250 field sales.

Desire for improved sales productivity, team selling, forecasting and robust territory management called for a new platform that had compelling future roadmap and vision.

HQ: St. Louis, MO, USA

Industry: Professional Services

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Challenges

Rapid company and sales force growth called for complete overhaul and a new platform decision that would integrate sales, marketing and social solutions, as well as integrate into the financial platform (E-business Suite).

Needed to reduce sales team time spent on managing data

UI needed simplification

Lacked ability to collaborate, team sell, share documents

No mobile access for sales reps.

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Insight Driven Sales Performance Management

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Oracle Sales Cloud

- Customer Master - Assets - Financial Data

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Benefits

Fast: Up and running in 2 months

Better territory planning, territory management, forecasting, and analytics.

Field productivity as a result of mobile sales, outlook integration, social networking

Improved business validation and controls

Ease of use for end users

More accurate data

Improved pipeline visibility

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Words of Wisdom

The process is a journey and always evolving

Look back 2-3 years at where you were vs. where you are today

Realize the benefits you’ve seen

Focus on making incremental improvements

Establish a foundation and march forward

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Q&A

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Thank you for joining today’s webcast!

For more information on Oracle Sales Cloud, please visit:

https://www.oracle.com/applications/customer-experience/sales

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