more meaningful performance...
TRANSCRIPT
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
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
• 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
• 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
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.
• 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.
Weekly Management Report – Executive Summary
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• Summarizes opportunities closing this month by FCST
category
• Compares This Week vs. Last Week
Weekly Management Report – Rep Summary
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• Rep level detail
• Calculates shift in pipeline value
• Summary view for manger/rep discussions
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
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
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
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
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
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
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.)
• 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
Copyright © 2010 The Sales Management Association. All rights reserved.
• 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
Copyright © 2010 The Sales Management Association. All rights reserved.
© 2010 The Sales Management Association . All Rights Reserved.
Discussion