sma webcast measuring sales coaching success: …€¦ · callidus' innovative solutions for...

SMA Webcast

September 28, 2011

Presented by

© Copyright 2011 The Sales Management Association.

Measuring Sales Coaching Success:

Management's Key Performance Indicators

About the Sales Management Association

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.

Fostering a community of thought-leaders, service providers,

academics, and practitioners.

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© 2011 The Sales Management Association. All rights reserved.

Learn More: www.salesmanagement.org

OCT

17

Join Us for this upcoming SMA event

Slide 2

http://www.salesmanagement.org/

Curt Richtermeyer

• Leads sales and operations teams focused on

Callidus' innovative solutions for sales coaching,

sales enablement, and channel management as VP

of Sales Effectiveness.

• Brings over 20 years of global experience leading

high performance sales and operations teams and

has held a number of leadership roles at Callidus,

including VP North America Sales.

• Started his career as a technology consultant with

Grant Thornton and later went on to hold senior

sales and services management positions with

Oracle, Bluecurrent, Trilogy, and BDO.

• Holds a bachelor's degree in Philosophy and a MBA

from the University of Texas at Austin.

Today’s Presenter

Slide 3

Today’s Presenter

Slide 4

Wendy Reed

• Responsible for developing strategic relationships with third

parties to extend The TAS Group's solutions and market coverage

as Executive Vice President, Strategic Alliances.

• As the former founder and CEO of InfoMentis, prior to its

acquisition by The TAS Group, Wendy was the catalyst for

InfoMentis' industry leadership in delivering programs that

provided differentiation in the marketplace and allowed clients to

achieve revenue predictability and sustainability.

• Started career in Information Technology with Accenture (formerly

Andersen Consulting), Wendy went on to hold sales, marketing

and sales management positions with organizations such as MSA

(which later became Dun & Bradstreet Software), Viasoft, Clarus,

and Hayes Microcomputer products.

• Prominent industry speaker and author of Selling for the Long

Run, as well as the recipient of numerous awards and recognition

from organizations such as American Business Women's

Association, Inc. Magazine, Ernst & Young, WIT (Women In

Technology), and Catalyst Magazine.

• She received a bachelor's degree in computer-based

management with a minor in communications from Clarkson

University in 1984.

SMA Webcast

September 28, 2011

Presented by

© Copyright 2011 The Sales Management Association.

Measuring Sales Coaching Success:

Management's Key Performance Indicators

Why Develop Sales KPIs?

• KPIs are required to

manage/monitor sales

strategies and processes

• Economic conditions have led

to shifting goals and strategies

to achieve them

• Provides a means to

interrogate sales processes at

a more granular level to identify

weaknesses

© 2011 The TAS Group. All rights reserved. Distributed with permission by The Sales Management Association. Slide 6

What Should You Measure?

• Research suggests groups of

KPIs:

– Organizational sizing and

structuring

– Forecasting

– Price optimization and

management

– Lead management

– Account management

– Configure, price and quoting

(CPQ)

KPIs for the Top CRM Sales Processes

Michael Dunne, February 2010


How to Define the Metrics

• Determine sales functions

• Identify sales goals

• Identify sales tasks

• Establish sales procedures

• Identify measures/metrics/KPIs that reflect the goals,

tasks and procedures


Competencies – Skills and Behaviors

• Think about Skills and Behaviors for success.

• Examples we have seen:

– Market and Industry Understanding

– Customer and Prospect Understanding

– Company Understanding

– Writing Skills

– Understanding and Articulation of Value

– Opportunity Qualification

– Organization and Time Management

– Sales Methods Used

– Interpersonal Communication Skills

– Objections, Closing, and Negotiation

– Self-Development

• You won’t get these from an operational system, Managers need to observe


http://phenomenalcallcenter.com/good-customer-service/running-the-best-call-center-possible/attachment/there-are-going-to-be-situations-in-which-the-customers-have-difficulties-with-the-products-being-sold/

The 2 Disciplines of Dealmaker impacting coaching


Automation providing greater insight to Coaching


Dealmaker Coach Me

Real-time

in Context

Holistic

Coaching

What does

this mean?


Spot Coaching


Projected Close Dates and Probability to Close


Artificial Intelligence impacts pipeline coaching

• How long does it take to win?

• How long does it take to lose?

• What is the stage conversation rates by

individual?

• What is the actual projected forecast?

• What is the quota projection?

• What are my inactive and stalled deals?

• Where are my risks and vulnerabilities?

Good Data feeds your dashboards for a true picture on what to coach


Customer Results

Revenue Growth / Market share increase /

Forecast Accuracy / Pipeline Visibility


One example:

International Turnkey Systems

• #Deals

• $Value

• %Close

• Sales Cycle

47%

26%

58%

27%

400%

Slide 17

So How Do They Measure Results Going Forward?


The Results


Mapping Indicators to Desired Results

1. Results: (Objective)

• Revenue

• Units

• By Type

• Win/Loss

2. Territory Management: (Objective)

• Pipeline

• Proposals

• Forecast

4. Sales Activities: (Objective)

• Lead Management

• Calls

• Meetings

3. Sales Skills: (Subjective)

• Communication

• Negotiation

• Presentation

5. Soft Skills: (Subjective)

• Resource Utilization

• Initiative

© 2011 Callidus Software, Inc. All rights reserved. Distributed with permission by The Sales Management Association. Slide 20

KPI’s and Competencies by Role

1. Results: • Revenue/Margin

• % to Quota

• Compensation Achievement

2. Opportunity Management: • Total Pipeline

• Deals by Stage

• Weighted Pipeline

3. Sales Activities:

• Calls(by type)

• Meetings

4. Sales Skills: • Identify and Qualify

• Propose and Negotiate

• Close

5. Effectiveness: • Close Ratio

• Forecast Accuracy

• Year to Year Growth

• Revenue Types



Put the KPIs to Work

KPIs Enable Coaching and Optimization

• Measure Your Sales Force Performance

– Visibility to ALL your fragmented sales force metrics

– Leading and lagging Indicators with competencies

– Identify the characteristics of your “A” Players

• Develop your “B” performers into “A” performers

– Replicate your Ideal “A” Sales Rep profiles

– Identify the gap in each “B” player against “A” performers

– Focus on the biggest opportunity areas in the sales force

• Optimize Your Sales Managers and Reps

– Standardize and automate best-practice sales management

– Improve the quantity and effectiveness of 1-on-1 coaching

– Provide visibility into individual and team performance

– Reduce non-productive activities


The Single Most Effective Means of Improving Attainment


Callidus Sales Talent Management Cloud

Integrated on demand solution

suite to manage the lifecycle of

the sales professional to

maximize sales effectiveness

• Build top performing sales teams by hiring the right sales force and

accelerating time to productivity

• Execute consistently by deploying critical insight and best practices

when sales needs it most

• Maximize productivity with targeted incentives that focus sales

execution on the results you need

• Repeat success by coaching and training your sales force based on

proven performance


Who Is the TAS Group?

Integrated on demand solution

suite to manage the lifecycle of

the sales professional to

maximize sales effectiveness


The TAS group is a software company that

uniquely combines two disciplines:

1. Intelligent Software Automation

2. Deep Sales Methodology Expertise

We deliver sustainable value to our customers through our

Dealmaker Solution

The only automated intelligent predictive sales performance

solution in the market

sma webcast measuring sales coaching success: …€¦ · callidus' innovative solutions for...

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