M A N A G I N G Y O U R S A L E S P I P E L I N E T O H I T Y O U R R E V E N U E TA R G E T S !

N I K O L A U S K I M L A

H O W T O O V E R C O M E U N R E A L I S T I C TA R G E T S & F O R E C A S T S

C E O P I P E L I N E R S A L E S I N C .

!!

W W W. N I K O L A U S K I M L A . C O M

N I K O L A U S K I M L A

Transactional Sale

Consulting Sale

Enterprise Sale

CSO Insights 2014 Key Trend Analysis

M A N A G E M E N T I S T R A N S F O R M I N G R E S O U R C E S I N T O VA L U E

You no longer need Red Bull and late-night pizza to get what you want.

“Good management turns into what really counts: results”

R E A L - T I M E A N A LY T I C S C H A N G E T H E W AY Y O U M A N A G E F O R E C A S T S

Don’t let your quarterly numbers hinge on subjective assumptions or instincts!

“Understand your pipeline at any given time & place.”

A L I G N I N G S A L E S W I T H T H E G O - T O - M A R K E T S T R AT E G Y

“The most effective sales managers use GTM strategies to measure the health of their pipeline and how your

sales force fills it with the right mix of opportunities.”

A P I C T U R E S P E A K S 6 0 , 0 0 0 X FA S T E R T H A N A N Y W O R D O R D ATA

Eliminate complexity when explaining your sales data: “Only through visualization can you persuade your

audience, connect & convince them.”

V I S U A L I Z AT I O N : “ Y O U D O N ’ T N E E D A N Y M A N U A L W O R K A N Y L O N G E R T O G E T W H AT Y O U W A N T ! ”

• Eliminate friction by using the universal language—Visual

• Build a foundation of understanding & relevance

• Ditch the explaining mode, so you can make fast & direct decisions

5 P R I N C I P L E S

L E A R N F R O M T H E PA S TP R I N C I P L E # 1

A N A LY Z E T H E T E A M & S A L E S P R O C E S S B Y S T U D Y I N G PA S T D ATA

You have to know about the productivity of your Sales organization & the Sales process: “How effective is your

team at winning opportunities over time?”

S TA G E V E L O C I T Y P R O D U C E S A B E T T E R F O R E C A S T A N D W I N R AT E

“Stage velocity”is a visual display of how deals move through the sales lifecycle. Identify dead deals &

patterns and correct course.

F O C U S I N G O N R E S U LT SP R I N C I P L E # 2

T H E R E A R E N O S H O R T- C U T S T O G O O D S E L L I N G P R A C T I C E S

Effective sales managers live and die by forecasts. “Historic data gives confidence and minimizes risk &

accurate predictions will close deals.”

E F F E C T I V E R E S O U R C E M A N A G E M E N T T H R O U G H E A R LY S TA G E F O C U S

Focusing on early stages can prevent the unproductive firefighting of late stage opportunities.

“Identify quickly and progress efficiently through all stages.”

G R O W T H P L A N N I N GP R I N C I P L E # 3

A C C O U N T G R O W T H I S A N O N G O I N G M I S S I O N , N O T A 1 - T I M E E V E N T

Effective sales organizations more frequently rock account planning and value the process for launching effective strategies for growth.

T U R N I N G O P P O R T U N I T I E S I N T O S T R AT E G I C A C C O U N T S

You need to build highly valuable relationships. “Address customer problems with insight, educate with new

ideas or perspectives and collaborate with them.”

E X C E L L E N C E C O A C H I N GP R I N C I P L E # 4

C O A C H I N G I S T H E K E Y E N A B L E R T O G R E AT P E R F O R M A N C E

As a Sales Manager you are a coach and a mentor. “You have to be predictable and dependable

to bring outstanding sales results.”

S A L E S M A N A G E M E N T S H O U L D PA R T N E R — A S C O A C H A N D M E N T O R

Put your SALES REPS into the driver’s seat. “Avoid stepping in at a late stage, rather commit

to practice and reinforcement.”

S TAY P O S I T I V EP R I N C I P L E # 5

I N A N E T W O R K S O C I E T Y, P O S I T I V E I N P U T S M U LT I P LY E X P O N E N T I A L LY

In every problem there’s a hidden opportunity. “Your have a choice to see the benefit and coach

the sales team to leverage it.”

I D E N T I F Y P O S I T I V E A N D N E G AT I V E T R E N D S A N D H E L P T O F O C U S

The challenge for Sales Management is to pave the way. “Visualize the closing of opportunities in realistic actions and clear deliverables.”

– A L B E R T E I N S T E I N

“We can’t solve problems by using the same kind of thinking we used when we created them.”