Don’t Just Analyze, Energize!
Amit Bendov
CEO, SiSense
@banditmove
Goal Target PaceRace Plan
26.2/4 = 6.55 mph
Goal Target PaceRace Plan
Sensors Adjust PaceLag/Lead
IronMan Pacing In Business
• Challenging Goals
• Analytics
• On going feedback
0
20
40
60
80
100
120
140
Jan Feb Mar Apr May Jun
Monthly Sales ($K)
EOQ Rush Syndrome
• Underestimating the challenge
• Breathless sprint to finish line
• Not developing next quarter’s deals
• Vicious Circle
• Burn-out only a matter of time
Sales Team Pacing Example
• $200K Quarterly Target
• 10K Average deal size
Sales Team Pacing Example
• 20 deals to close
• Add 20% buffer, aim for 24
• Target Pace: 2 deals/week
Linear Game Plan
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 2 2 2 2 2 2 2 2 2 2 2 2
Real World Game Plan
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 3 2 2 2 2 2 2 2 3 3 1 0
Hitting the Road
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0QTD Sales 0
Multi Dimensional Plan
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
Opp Needed 12 12 12 8 8 8 8 12 12 4 0QTD Sales 0
Win Rate = 25%
Multi Dimensional Plan
Win Rate = 20%
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
Opp Needed 15 15 15 10 10 10 10 15 15 5 0
System Setup
CRM
Analytics
Spreadsheet
Sales
KPI
Plan
System Setup
CRM
Analytics
Spreadsheet
Sales
KPI
Plan