Sales Funnel Management Got New Game The Secrets of Funnel Management

							Got New Game?
The Secrets of Funnel Management in a 2.0 World

        Track: Sales/Sales Operations Executives

                   Ken Rudin, LucidEra
                   Mark Sellers, Breakthrough Sales Performance
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looking statements, except as required by law.
Mark Sellers
        CEO
Breakthrough Sales Performance

                Our Focus:

                Helping you Achieve your Sales Quota

                We‟re out to show you how the sales funnel –
                designed the right way and backed with the
                right process – is the best tool you have to hit
                your quota.
VPs of Sales Want RESULTS!

  Reps hitting quota!


  Reps being productive


  New customers
What They Need

  THE OLD GAME             THE NEW GAME
  Funnel free for all      One funnel for all
  Funnel afterthought      Funnel process
  ABC!                     Building healthy funnels
  Bad data                 Good funnel data
  Visibility               On demand diagnostics
  Gotcha! conversations    Diagnostic and planning
                             conversations
New Game Pillars

  A buying process funnel model


  Business process investment and commitment to funnel
   management


  Reinforced by analysis
Sales Call              Deal
 Metrics               Metrics




             Funnel
             Metrics
Traditional Funnel: Selling Activity Focus

                   Prospect


                    Qualify


                    Make
                Presentations

                    Submit
                   Proposal

                    Close


                Monitor Results
With Good Funnel Data…

  Diagnosis („funnel ability‟) is meaningful


  Action plans are more effective


  Achieving quota is more likely
Ensuring Good Funnel Data Throughout the Year

   Scheduled „Inspections‟ – Funnel Audits


   Focus on the Conversation
The Path to Execution: The 8-Step Process
Recommended Next Steps

  Look at your funnel and ask yourself:
    1) How confident are you in the data you‟re looking at?
    2) How are you validating the accuracy of that data?
    3) Are you willing to bet your quota on that accuracy?


  For sales managers:
    1) Schedule a funnel session with every rep
    2) Review the funnel location of every deal
    3) Challenge them to prove that the BuyCycle stage has been
       met, by the customer
                 Ken Rudin
Founder & VP Market Development
               Top 5 Sales Goals This Year

              1. Increase Revenues
              2. Increase Sales Effectiveness
              3. Increase Market Share
              4. Optimize Lead Generation
              5. Improve Customer Loyalty




“ Optimizing direct and indirectpriorities for the past two years.
                                 sales capabilities has been among
    the top four CEO strategic                                     ”
        CRM Alone is Only Half of the Solution

                                                    One-dimensional CRM &
“ Buyers recognize thatis
actionable information
                                                   Excel reports do not deliver
                                                     critical revenue trends
 the elusive but greatest
  value they gain from
                                         Unpredictable revenues
 customer management                      and missed forecasts
 tools and technologies.     ”
                                  Lack of time, budget and
                                       resources for
                                   “business intelligence”



            The Customer Management Market Sizing Report, 2007–2012, June 2008
Analytics: The Critical Second Half of CRM

  “ Inyears, we often findbenchmarked over the past few
       the projects we've
                           that CRM systems give sales
     managers numbers – but what they want is insight. ”
The Shift to SaaS is Helping…


1) Simplicity


2) Focused Applications


3) Platform Power


4) Customer Success
But Do You Have the Right Metrics?

The Old Way…            The New Way…



      .406                               Batting
                                        Average
                                            +
                                          Walks
                                            +
                                        Sacrifices
                                            +
                                       Hit By Pitch

      Batting Average      On-Base %
But Do You Have the Right Metrics?

The Old Way…




         .406
Sales 2.0 Metrics That Matter
                           Total Sales
The New Way…               Total Pipeline
                           Count of Lead Companies
                           Lead to Oppty Conversion
                           Avg Days from Lead to Oppty
                           Avg Age of Open Oppty’s
                           Avg Days from Lead to Close
                           Avg Oppty Amount
                           Avg # of Oppty’s
Sales Rep Scorecards       Lead to Close Conversion


      Sales Rep A
      Sales Rep B
      Sales Rep C
      Sales Rep D
      Sales Rep E
      Sales Rep F
 New Sales Pipeline Metrics That Matter

 Pipeline Size Changes due to
   – New opportunities added
       • Amount added this period, and % of overall pipeline
   – Opportunities pushed out or pulled in
   – Opportunities that grew or shrank
 Pipeline Velocity
   – Time to convert a lead to an opportunity
   – Conversion rates from stage to stage
   – Pipeline velocity by stage
   – Sales cycle times by type of deal
The Sales Metrics That Matter

 Pipeline
   – It‟s not just the # of deals, it‟s
     how they‟re moving
   – Total value vs. velocity

 People
   – It‟s not just how they‟ve done, it‟s
     how they‟re going to do
   – Quota vs. scorecard

 Process
   – It‟s not just having a process, it‟s
     making sure it‟s followed
   – Data entry vs data accuracy
The LucidEra Pipeline Healthcheck™          Drop by
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 Getting the Metrics that Matter Quickly    426
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QUESTION & ANSWER SESSION
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           Mark Sellers
           CEO




           Ken Rudin
           Founder,
           VP Market Devt