Don't Just Analyze, Energize!

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Don’t Just Analyze, Energize! Amit Bendov CEO, SiSense @banditmove

Transcript of Don't Just Analyze, Energize!

Don’t Just Analyze, Energize!

Amit Bendov

CEO, SiSense

@banditmove

Goal Target PaceRace Plan

26.2/4 = 6.55 mph

Goal Target PaceRace Plan

Sensors Adjust PaceLag/Lead

IronMan Pacing In Business

• Challenging Goals

• Analytics

• On going feedback

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60

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Jan Feb Mar Apr May Jun

Monthly Sales ($K)

EOQ Rush Syndrome

• Underestimating the challenge

• Breathless sprint to finish line

• Not developing next quarter’s deals

• Vicious Circle

• Burn-out only a matter of time

Sales Team Pacing Example

• $200K Quarterly Target

• 10K Average deal size

Sales Team Pacing Example

• 20 deals to close

• Add 20% buffer, aim for 24

• Target Pace: 2 deals/week

Linear Game Plan

Week 1 2 3 4 5 6 7 8 9 10 11 12

Target 2 2 2 2 2 2 2 2 2 2 2 2

Real World Game Plan

Week 1 2 3 4 5 6 7 8 9 10 11 12

Target 3 2 2 2 2 2 2 2 3 3 1 0

Hitting the Road

Week 1 2 3 4 5 6 7 8 9 10 11 12

Target 0 3 3 3 2 2 2 2 3 3 1 0QTD Sales 0

Multi Dimensional Plan

Week 1 2 3 4 5 6 7 8 9 10 11 12

Target 0 3 3 3 2 2 2 2 3 3 1 0

Opp Needed 12 12 12 8 8 8 8 12 12 4 0QTD Sales 0

Win Rate = 25%

Multi Dimensional Plan

Win Rate = 20%

Week 1 2 3 4 5 6 7 8 9 10 11 12

Target 0 3 3 3 2 2 2 2 3 3 1 0

Opp Needed 15 15 15 10 10 10 10 15 15 5 0

System Setup

CRM

Analytics

Spreadsheet

Sales

KPI

Plan

System Setup

CRM

Analytics

Spreadsheet

Sales

KPI

Plan

Tailwinds!