zorian rotenberg - the science of sales

#SalesSummit | @zorian

#SalesSummit | @zorian

The Science of Sales Management

Data-Driven Tips To Double Your Sales

#SalesSummit | @zorian

The Meaning of Sales Management?

#SalesSummit | @zorian

Build a Sales Machine using a Repeatable and Scalable process

to drive Predictable Revenue

#SalesSummit | @zorian

#SalesSummit | @zorian

#SalesSummit | @zorian

$ Sales =

$ Average Deal Size

% Hit Rate

% WinRate

# Dials per Day 240X X X X

#SalesSummit | @zorian

Be Consistent in Hiring, Training & Process

#SalesSummit | @zorian

Engineer a Consistent Sales Process

#SalesSummit | @zorian

Selling Process as a Sales Funnel

Connecting

Meeting and Researching

Evaluating

Negotiating

Buyer Steps

Identifying

Qualifying and Validating

Presenting

Closing

Seller Steps

Making Decision Validating Fit

Susp

ect

Opp

ortu

nity

DealBuying

100

80

60

40

20

2,000

#SalesSummit | @zorian

$ Sales =

$ Average Deal Size

% Hit Rate

% WinRate

# Dials per Day 240X X X X

#SalesSummit | @zorian

Are Your Sales Reps Effective?

SDRs Dials Connects Opps Deals Dial : Connect Dial : Opp Opp : Deal Dial : Deal

Steve Nash 3,844 333 11 1 12:1 349:1 11:1 3,844:1

Jeff Hornacek 4,285 339 15 2 13:1 286:1 8:1 2,143:1

Shawn Marion 2,911 251 27 4 12:1 108:1 7:1 728:1

Jared Dudley 3,973 342 20 6 12:1 199:1 3:1 662:1

Total 15,018 1,265 73 18 12:1 206:1 6:1 1,155:1

Hit Rate Win Rate# Dials

#SalesSummit | @zorian

Pipeline Creation

#SalesSummit | @zorian

Sales Funnel and Win Rate

#SalesSummit | @zorian

Average Deal Size

#SalesSummit | @zorian

Sales Cycle Per Sales Rep

#SalesSummit | @zorian

Run Experiments, Measure and Fail Fast

#SalesSummit | @zorian

“If You Can’t Measure It, You Can’t Manage It” - Peter Drucker

#SalesSummit | @zorian

2 FREE Sales Apps

#SalesSummit | @zorian

Image Source Credits:• Beach Rocks: www.flickr.com/photos/vinothchandar/8178276684/• Engineers: http://www.flickr.com/photos/seattlemunicipalarchives/4818952324/• Toy Soldiers: www.flickr.com/photos/primadonna926/2257406235/• Measuring tape: http://www.flickr.com/photos/aussiegall/286709039/• Skier falling: http://www.flickr.com/photos/deniskochnev/8560028933/