what your sales reps won't tell you: sfpc 2014
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2014 Sales Force Productivity Conference
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15-17 September, Atlanta, Georgia
Sales Force Productivity
Conference 2014
What Your Reps Will Never Tell YouDavid KerrCOOTinderBox
2014 Sales Force Productivity Conference
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David KerrCOO
TinderBox
2014 Sales Force Productivity Conference
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Agenda
• By the numbers
• Data age – measure everything
• What your reps will never tell you
• CSO study
• SMA research
• Tools & Problems
• CRM is back office
• User Centric & Prospect Engagement
• What your reps will never tell you
• Trends in sales effectiveness
• Best-in-class sales organization practices
2014 Sales Force Productivity Conference
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719-266-2837
2014 Sales Force Productivity Conference
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By the Numbers
5,000,000+
200,000+
25,000,000+
50%
25%
35%-50%
70%
2014 Sales Force Productivity Conference
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Are we measuring the right things?
2014 Sales Force Productivity Conference
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What Your Reps Will Never Tell You
• Bad news
• Accurate stage forecasting
• Authentic activity
• Prospect engagement
• Where their time is spent
• What they need to close more business
• Opportunity legitimacy
• True path to quota
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OOPS!
2014 Sales Force Productivity Conference
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Sales Management’s Biggest Problems
• Closing Deals in the Expected Timeframe
• Prioritizing Opportunities
• Competitive Differentiation
• Understanding the Customer’s Buying Process
• Aligning Your Solution with Customer Problems
• Generating Accurate / Effective Proposals
--CSO Insights 2013
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How Sales Reps Spend Their Time
• Reps spend less than 36% of their time actually selling
• Nearly 40% of their time on admin & post-sale tasks
• Lost revenue through sales process inefficiency
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Top 3 Areas to Increase Sales Effectiveness
1. Improve immature sales methodologies and processes
2. Increase the ability to attract, retain and grow sales talent
3. Drive tangible business outcomes from sales technology
--CSO Insights 2013
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Effectively Measuring the Sales Process
29%
38%
62%
Importance Effectiveness Ability to Measure
29%
Ability to Measure
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Measuring Sales Process Effectiveness
Salesperson productivity
Selling activity “quality”
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Drowning in a sea of technology opportunity
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Prospect Engagement
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Being User Centric is Disruptive
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Challenge
Transparency & Collaboration
Listen, coach and inspire sales team
Selling is a team sport
User Centric Technology
Focus on sales team and prospect not management
Prospect Engagement
Use technology and techniques that provide for collaboration
Adoption
Focus on user centric technologies and process
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Q and A
Please remember to speak intothe microphone – we’re recording!
2014 Sales Force Productivity Conference
Thank you!
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15-17 September, Atlanta, Georgia
Sales Force Productivity
Conference 2014
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