How to Win Your Biggest Sales Battles in 2016 · 2. Industry standards for sales forecasting...
Transcript of How to Win Your Biggest Sales Battles in 2016 · 2. Industry standards for sales forecasting...
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Travis Patterson, CRO, Aviso Gerhard Gschwandtner, CEO Selling Power January 12, 2016
How to Win Your Biggest Sales Battles in 2016
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1. The new paradigm for sales success in 2016 2. Industry standards for sales forecasting accuracy 3. The 3 commitments of high performing sales teams 4. How to get sales teams to break through established ceilings 5. How to optimize the forecasting process 6. How to get better sales intelligence to close deals faster 7. How to view your pipeline in real time
Agenda:
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©Copyright 2016 Aviso
The Success of a sales team is not just what they do, but how they do it and what tools they use to achieve their goals
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Mindset Skills-set Tool-set
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©Copyright 2015 Aviso 4
The New Sales Success Paradigm
Mindset Skills-Set
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Aviso Confidential
Forecasting Drives Every Critical Sales Process
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Weekly calls, 1-1’s, QBR’s, War
Rooms
What changed, when, why, early warnings, course corrections
Deals to focus on, PlaybooksKey to revenue
growth and making/exceeding plan
Forecasting | in
cent
ive
co
mpensation | gross margin analysis
qu
o tas | te rr i to ry o pt i m ization | sale
s pl
anni
ng
|
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Aviso Confidential
Optimized Forecasting
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http://callproof.com/2015/07/14/21-sales-statistics-sales-manager/https://www.salesforce.com/blog/2013/08/sales-managers-performance.html
http://www.mckinsey.com/insights/marketing_sales/three_trends_in_business-to-business_sales
‣ Drastically reduce time and effort to roll up a forecast
2.5 hours/week/manager spent doing sales forecasts
‣ Improve win rates ‣ Reduce sales cycles ‣ Increase average selling price
13% lift in quota attainment with predictive analytics applied to forecast
45% of sales execs need help figuring out which accounts to prioritize12% increase in revenue growth driven by early-warning systems
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Aviso Confidential 7
Total Forecast | Existing Pipe Forecast | New Pipe Forecast
$12M
$24M
$36M
$48M
$60M
$72M
09/29 10/06 10/13 10/20 10/27
$40,000,000
Flexible Forecast Automation A highly configurable forecasting application that: ‣ Adapts to existing business processes ‣ Provides unprecedented visibility into pipeline ‣ Is always on, with real-time updates/sync with any CRM
Proven Data Science Platform = High Accuracy An unbiased data driven forecast that: ‣ Analyzes CRM, ERP, email & calendar activity & custom data ‣ Predicts when deals will close by amount and date ‣ Provides early warning indicators to get plan back on track
Aviso Insights
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Aviso Confidential
How It Works
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CRM EMAIL ERP CUSTOM DATACALENDAR
Analyze Your Data
Build an unbiased, tailored and bottoms-up forecast
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3REAL-TIME
FORECAST
DEAL
PRIORITIZATION
UPGRADES &
DOWNGRADES
EARLY WARNING
ALERTS
ULTIMATE
VISIBILITY
Deliver Actionable Insights
____________Aviso Data Science Delivers Actionable
Insights from your Data
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Aviso Confidential
Dashboard
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Aviso Confidential
Early Warning Signs
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Aviso Confidential
What Changed in my pipeline
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©Copyright 2016 Aviso
The Sales Forecast is one of the most important pieces of the puzzle of a sales operation
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Mindset Skills-set
Tool-set
The win rate on forecasted deals is 45.7% (CSO Insights)
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©Copyright 2016 Aviso
High Performing sales teams are more committed
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The three Commitments
Success Others Self
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©Copyright 2016 Aviso
Commitment to success
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High optimism No-limit thinking
Continuous innovationHigh frustration tolerance
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©Copyright 2016 Aviso 15
“I set apparently unachievable
challenges and learn
how to rise above them.”
Commitment to Success
No-limit thinking
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©Copyright 2016 Aviso 16
Commitment to SuccessNo-limit thinking
“By applying the visualization practices and my positive mindset and belief in my abilities, I got a hole-in-one on the very first hole.”
Christine Hanks Sales Associate
Meeting One
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©Copyright 2016 Aviso 17
Commitment to SuccessNo-limit thinking
At age 16 Sara Blakely listened to Dr. Wayne Dyer’s program “How to be a no-limit Person over 400 times. Today she is worth over $1.1 billion
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©Copyright 2016 Aviso 18
Commitment to Success
No-limit thinking
In 1949 the graduating class of a Life Insurance Company
decided to go on an all-night sales binge from 7 pm - 4 am.
They made 227 calls, delivered 125 presentations and closed
61 sales.
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©Copyright 2016 Aviso 19
Commitment to Success
No-limit thinking
Challenge your salespeople to imagine a goal that’s 3 x or 5 x
bigger than their plan
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©Copyright 2016 Aviso 20
Commitment to Success
“Perpetual optimism is a force
multiplier” -Colin Powell
High Optimism
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©Copyright 2016 Aviso 21
Commitment to Success
High frustration tolerance
“In enduring not getting what I want today, I
often win tomorrow.”
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©Copyright 2016 Aviso 22
Commitment to Success
Continuous innovation
“Our industry does not respect tradition – it
only respects innovation.”
- Satya Nadella, CEO Microsoft
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©Copyright 2016 Aviso 23
Commitment to Success
Continuous innovation
“We created a ‘wall of dreams’ where our salespeople posted
pictures of their greatest dreams. This helped us create the best quarter in the history
of the company”
Chad Burmeister, VP SalesRing Central
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©Copyright 2016 Aviso 24
Commitment to Success
Dream Team Board
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©Copyright 2016 Aviso 25
Commitment to Success
Continuous innovation
“We eliminated scoreboards and created a “Victory Plan”
instead and achieved a spectacular increase
in sales.”
John Turner VP Sales,
Trinet
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©Copyright 2016 Aviso
Commitment to others
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Empathy Respect
Feedback Support
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©Copyright 2016 Aviso 27
Commitment to Others
Empathy
Bill McDermott turned the lowest performing
territory (Puerto Rico) into the # 1 territory in the
country in 12 months. He showed empathy for his
team’s dreams.
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©Copyright 2016 Aviso 28
Commitment to Others
Respect
Show respect to the other person’s
opinion. Never say “you’re
wrong”.
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Commitment to Others
©Copyright 2016 Aviso 29
Support
“Imagine how our culture, how our lives, will change when we begin
valuing go-givers as much as we
value go-getters.” -Arianna Huffington
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Commitment to Others
©Copyright 2016 Aviso 30
Feedback
“We all need people who give us
feedback, that’s how
we improve.” -Bill Gates
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Commitment to Others
©Copyright 2016 Aviso 31
Great coaches show empathy and respect, and they offer support and feedback to help people grow
Sales organizations that offer a high quality sales coaching program can increase sales by 19%
of the middle 60% of the sales team
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©Copyright 2016 Aviso
Commitment to self
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Healthy living Authenticity
Positive focus Resilience
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Commitment to Self
©Copyright 2016 Aviso 33
Healthy Living
Create a healthy lifestyle including rest, recreation, exercise, a balanced diet and positive relationships.
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Commitment to Self
©Copyright 2016 Aviso 34
Authenticity
“What we’re all striving for
is authenticity, a spirit-to-spirit
connection.”
- Oprah Winfrey
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Commitment to Self
©Copyright 2016 Aviso 35
Positive Focus
“The key to success is to
focus our conscious mind
on things we desire, not
things we fear.”
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Commitment to Self
©Copyright 2016 Aviso 36
Resilience
“You can change how you
feel by changing the
way you think.” - Zig Ziglar
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©Copyright 2016 Aviso 37
C.A.R.E. about the three Commitments 1. Create 2. Affirm 3. Renew 4. Execute
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©Copyright 2016 Aviso 38
Celebrate success
Reinvent your Mindset
Every day