more meaningful performance...
TRANSCRIPT
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More Meaningful Performance
Discussions
© 2010 The Sales Management Association. All Rights Reserved.
Upgrading the Weekly Sales MeetingJune 9, 2010Joe Roach
Project Manager, CRM
Thermo Fisher Scientific
Discussions
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The Sales Management Association
Visit Us Online at www.salesmanagement.org
A global, cross-industry professional association for sales operations and sales management.
Focused in providing research, case studies, training, peer networking, and professional development to our membership.
2 Copyright © 2010 The Sales Management Association. All rights reserved.
Join us for “Advanced Sales Management: Transformative Skills for Sales Leaders,” June 23-24 at DePaul University’s Center for Sales Leadership.
More Info: http://bit.ly/depaul-workshop
Giveaway: http://bit.ly/depaul-workshop-WIN
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• CRM Project Manager
• Responsible for all components of the SFDC CRM
application
� Implementation
� Enhancements
Today’s Presenter
Joe Roach, Thermo Fisher Scientific
� Enhancements
� Training
� Reporting
� Integrated Applications
© 2010 The Sales Management Association. All Rights Reserved. 3
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• Thermo Fisher Scientific is the world leader in serving
science, enabling our customers to make the world
healthier, cleaner, and safer.
� ~ 30,000 employees worldwide
� ~ 350,000 customers
Thermo Fisher Scientific
Company Snapshot
~ 350,000 customers
� ~ $10 billion in revenue
� Corporate headquarters: Waltham, Massachusetts
© 2010 The Sales Management Association. All Rights Reserved. 4
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Today’s Webcast
• Review the changes made to the weekly pipeline review
• Enhanced reporting analytics (Cloud9)
• Focus on the large deals
• Incorporate coaching and strategy during pipeline
Agenda and Discussion Guide
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• Incorporate coaching and strategy during pipeline
discussions
Copyright © 2010 The Sales Management Association. All rights reserved.
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• Inconsistent process for weekly 1-1
� Sales Management and Sales Reps
� Adoption level varied
• Lacked a consistent weekly snapshot of KPI’s
What was the weekly pipeline call like before?
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� Weekly Management Report
• Struggled with trending analysis
• Inability to build more complex report
Copyright © 2010 The Sales Management Association. All rights reserved.
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Weekly Management Report – Executive Summary
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• Summarizes opportunities closing this month by FCST
category
• Compares This Week vs. Last Week
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Weekly Management Report – Rep Summary
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• Rep level detail
• Calculates shift in pipeline value
• Summary view for manger/rep discussions
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Weekly Management Report – New Opportunities
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• Provides visibility to new opportunities created This Week
• Includes additional information such as probability and
projected close date
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Weekly Management Report – Detail Deal Changes
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• What’s changed field is used to drill down on opportunity
• Sort list by change reason or amount to identify trending
• Provides visibility to both positive and negative changes
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Weekly Management Report – Deals Deferred
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• Key report to understand which opportunities are being
pushed out
• Includes change field to identify trending
• Lacked visibility to these opportunities prior to Cloud9
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Weekly Management Report – Waterfall This Month
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• Summarizes buckets of activity with the current month
• Each bucket is included as a tab in the messenger report to
allow for drill down
• Great feedback from the sales managers
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Weekly Management Report – Campaign Reporting
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• Key initiative for organization
• Weekly messenger report provides visibility to the sales
management team
• Link included in this report to link to opportunity detail within
SFDC
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Weekly Management Report – Top 25 by QTR
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• Displays Top 25 by revenue for the QTR
• Sales Managers can focus on large opportunities during 1-1
discussions
• Focus on closing these opportunities
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Weekly Management Report – Closed Last Week
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• Summary of closed business for Last Week
• Includes reason and description of why the opportunity was
closed
• Sales managers review this report for trends (pricing, quality,
etc.)
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• MBR/QBR
� Data is used to make key business decisions
• Pipeline Growth
� Understand if our sales reps are growing the pipeline
How is the weekly analysis used in other areas of
the business?
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• New Initiatives that require reporting visibility
� Leverage the weekly reports to provide visibility to new initiatives
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• Consistent process for weekly 1-1
� Standard Reporting
� Entire mgmt team participates on calls
� Adoption level has increased
• Consistent weekly snapshot of KPI’s
What is the weekly pipeline call like now?
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� Weekly Management Report
� Flexibility to add new company initiatives to weekly report
• Full visibility to trending analysis
• Capability to build more complex reports
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© 2010 The Sales Management Association . All Rights Reserved.
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