sales management association webcast talent...
TRANSCRIPT
© Copyright 2015 The Sales Management Association.
Sales Management Association Webcast
24 June 2015
Presented by
Talent Analytics: The Sales Leader’s
New Competitive Edge
About The Sales Management Association
Slide 2© 2015 The Sales Management Association. All rights reserved.
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.
Learn More: www.salesmanagement.org
Today’s Speakers
Slide 3© 2015 The Sales Management Association. All rights reserved.
#SalesLeader
© Copyright 2015 The Sales Management Association.
Sales Management Association Webcast
24 June 2015
Presented by
Talent Analytics: The Sales Leader’s
New Competitive Edge
52015 © Sales Performance International
The Sales Productivity Challenge for Sales and HR leaders
Why?
“86% of CSO’s expect to miss
their 2015 revenue targets”
62015 © Sales Performance International
Low Sales Productivity
Source: (Accenture)
7 - 12 Months Average Ramp-up Time(Sales Benchmark Index)
50% of new sales hires are a poor fit (Schmidt & Hunter)
X X X
Current Talent Talent Acquisition
70%
“Frozen
Middle”15% - Low
Performers
15% - Top
Performers
72015 © Sales Performance International
Productivity Improvers, or Overload?
Incentive
Compensation
CRM
Marketing
Automation
Gamification
Training &
Coaching
Social Media
Marketing
Analytics
Business
Intelligence
Proposals
Dialers
Benchmarking
Configuration
Meetings
Territory Alignment
Contract
Development
Marketing
Automation
Gamification
Training &
Coaching
Social Media
Learning
Platforms
Business
Intelligence
Globalization
Dialers
Information
Research
Meetings
Implementation
Procurement
Sales
Training
Sales
AnalyticsBusiness
AnalyticsCloud
Apps
Notifiers
Mobile
ApplicationsSales
Analytics
Content
Development
Call Tracking
Data
Territory Alignment Account Management
Software
Sales
Analytics
Content
Platforms
Sales
Coaching
Assessments
Sales
Tools
TechnologySubscriptions
CRM
Configuration
82015 © Sales Performance International
Poll: What is your company investing in to
improve sales productivity?
o CRM / Sales Technology
o Business Intelligence
o Marketing / Sales Automation
o Training / Coaching
o Content Platforms
92015 © Sales Performance International
It’s Not Working!
“90% of sales training
has no lasting impact
after 120 days.” ES Research
“Sales quotas have risen nearly
33%, yet the percentage of reps
making their quota has fallen by
25%.” The Bridge Group
“Out of 100,000 salespeople,
4% sold 90% of the goods.” Harvard University Study
“Sales turnover across
industries averages 25%
annually.” CSO Insights
102015 © Sales Performance International
Guesswork Facts
112015 © Sales Performance International
TALENT ANALYTICS:THE SALES LEADER’S NEW COMPETITIVE EDGE
122015 © Sales Performance International
SUCCESS STORY
IMPROVED PRODUCTIVITY AT THE 4TH
LARGEST SOFTWARE COMPANY IN WORLD
The Impact: +26.1% in Sales Productivity
“The industry was growing, we were not…”
132015 © Sales Performance International
The Old Way
Limited Data + Limited Analytics = Guesswork
Personality
Data Only
Highlights a
Fraction of
Performance
Indicators
<17% of Sales Leaders
Use Analytics
142015 © Sales Performance International
The New WayTalent Analytics statistically pinpoint differentiators of High-Performers
Personality
Knowledge
Behavior Pipeline Business Results
Better Data + Talent Analytics = Facts
152015 © Sales Performance International
The New WayBetter Data, Sooner
The Competitive Edge
Fact-based Talent Decision-Making…Sooner!
162015 © Sales Performance International
The Practical Approach
Track Development
Progress Towards “Good”
Align Talent Hiring
with “Good”
Define what “Good”
Looks Like
Assess Existing Talent
Based on “Good”
172015 © Sales Performance International
20%-30% Sales Productivity Increase
$2M
$2.5M
60%
75%
$100M
$125M
Rev
/Rep
Quota
/Rep
Co.
Rev.
182015 © Sales Performance International
Poll: What could impact your sales productivity
in the next 6-12 months
o Hiring new sales reps?
o Deploying sales training?
o Launching new products?
o Pending merger or acquisition?
o Selling broader portfolio?
Choose all that apply
192015 © Sales Performance International
Sales Talent Optimization Checklist
Do you know what differentiates top
performers at your company?
Do you know which sales candidates
are your future top-performers?
Do you know where to target
development to maximize the impact
on your business outcomes?
Do you know the ROI of your
development investments?
202015 © Sales Performance International
SPI’s Approach to Increase Sales Productivity
212015 © Sales Performance International
Learn More…
White Paper Series on Talent Optimization:Global.spisales.com/TalentOptimization
222015 © Sales Performance International
• 1,100,000+ alumni
• 600+ global clients
• 175+ certified professionals
• 50+ countries
• 14+ languages
• 50+ industries served
• 27+ years in business
Recognition for
Sales Talent
Analytics
Solution
9th
Consecutive
Year
Optimize Global Sales Performance.
Accelerate Revenue Growth.
5th
Consecutive
Year
Questions and Discussion
Slide 23© 2015 The Sales Management Association. All rights reserved.
Enter your questions in the
“Questions” box on the right
hand side of the webinar
application window.
Did we run out of time before we got to your
question? Presenters can follow-up with you via
email. Feel free to submit more questions if
you’d like an offline response.
#SalesLeader
Questions and Discussion
Slide 24© 2015 The Sales Management Association. All rights reserved.
What most often surprises
companies that implement this
kind of talent management
approach for the first time?
#SalesLeader
Questions and Discussion
Slide 25© 2015 The Sales Management Association. All rights reserved.
What hard behavior data, other
than results vs quota can you
capture? How much selling
time vs non-selling time?
#SalesLeader
Questions and Discussion
Slide 26© 2015 The Sales Management Association. All rights reserved.
Please elaborate on how you identify the attributes
of the best sales people? Is it through interviews,
observation, or just data? Can you give some
specific examples of the kinds of characteristics
that are identified in this step?
#SalesLeader
Questions and Discussion
Slide 27© 2015 The Sales Management Association. All rights reserved.
Can you give some specific
examples of the kinds of
characteristics that are identified in
this step?
#SalesLeader
Questions and Discussion
Slide 28© 2015 The Sales Management Association. All rights reserved.
I’ve been in transition currently and have taken several of these
assessments over the last two months. Many times I find myself
oscillating on an answer because either both options are
extremely applicable or both options are completely off base.
How do the effects of several answers like this effect the
outcome and how are these seemingly obtuse questions tied
back to behaviors?
#SalesLeader
Questions and Discussion
Slide 29© 2015 The Sales Management Association. All rights reserved.
Does this approach apply equally well to
Sales Managers and Sales People. What
are any unique issues related to manager
talent optimization that are important?
#SalesLeader
© Copyright 2015 The Sales Management Association
Thank You.