Nancy Nardin- Moneyball for Sales

Nancy NardinPresident & FounderSmart Selling Tools

Moneyball for Sales: How to Re-engineer the Sales Number's Game

DiscoverOrg

P: [email protected]

CONTACT US:

2011, 2012, 2013

With Henry Schuck CEO, DiscoverOrg

Copywrite Smart Selling Tools © 2014

http://www.discoverorg.com/

Are we fooling ourselves?

Moneyball for Sales: April Fools

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CONTACT:P: [email protected]



Are we fooling ourselves?

Moneyball for Sales: April Fools Spring Training

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• The biggest problem with the numbers game we can’t afford to ignore

• How to engineer your own winning streak like the Oakland A’s did in “Moneyball”

• Ideas for execution – actionable steps you can take immediately without blowing your budget.

Moneyball for Sales: The Art of Winning an Unfair Game

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Moneyball: Collective Wisdom is often subjective and flawed.

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CONTACT:

1. Deep Desire to do things differently

2. Low Budgets necessitated change*

3. Time was NOW: Amateur Draft


*The 3 lost players would earn almost as much as the entire Oakland A’s team salary.

Billy BeaneOf the Oakland A’s



The biggest problem: For the Oakland A’s

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A New Way of Thinking:

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“Your goal shouldn’t be to buy players, it should be to buy wins.”

Quote from Moneyball



Why Change? Why a new number’s game is needed

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Bigger Targets: Less certain of achievement

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Even though only 58% of sales reps made quota



Sales Time Allocation: What’s wrong with this picture?

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Sales Capacity:What happens to revenue when you increase selling time

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35% (2.8 hours)

50% (4 hours) Increase of 1.2 hrs/day= 15 points = 150K+

8 hours per day

A slight increase in efficiency results in an EVEN GREATER INCREASE in revenue.

1Million X 1.428 = $1,428,000

= 42.8% increase



The biggest problem: with the number’s game

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“We take fifty guys and we celebrate if two of them make it.”

Billy Bean

“If you make 60 phone calls, you can celebrate if one of them makes it to a closed deal.”

Sales Manager, at Old School Technologies

Why is a 1.7% return considered a Success?


Wasted effort is considered a normal part of the process!



Eliminating Waste: In the Sales Process

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If reps spend 35% of their time communicating with prospects…

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Not communicating with prospects

Communicating with prospects

How is the remaining 65% of their time spent?

How much of what we do is “Muda?”



The biggest problem: with the number’s game

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Only 2% of cold calls result in an appointment. Source: Leapjob

The average salesperson makes 8 dials per hour and prospects for 6.25 hours to make 1

appointment. Source: Gartner Group

42% of sales reps feel they do not have the right information before making a sales call.

Source: Lattice Engines/CSO Insights




Non-Selling Tasks: Most Critical to Sales Outcomes

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Converting leads into prospects

Deciding who to call

Making Contact Attempts

Deciding what to say

Preparing post sales-call follow-up

Finding the right contacts

Locating Resources

Prioritizing Lead follow-up

Convert prospects into opportunity

Deciding what to do next

Scheduling sales calls

Pre-call research

Creating presentations

Creating follow-up information

Creating & Sending emails

Identifying key decision makers

Proving ROI and Value

Finding/sending relevant evidentiary support

Convert opportunities into won deals

Proposal/quote creation

Proposal follow-up

Proving ROI and Value

Negotiations

Getting internal approvals

Obtaining/chasing signature



Non-Selling Tasks: Less Critical to sale outcomes

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Administrative/Operational

Creating & updating forecasts

Responding to internal email

Submitting Expense Reports

Logging call results

Locating resources and information

Internal meetings

Scheduling resources



Re-Engineering the Game: Ala Moneyball

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Traditional approaches are flawed

Buyer’s resist engaging until late in the purchase

Quota’s continue to rise

Number’s game is rife with waste

Demand more activity

Efficiency leads to more selling time & more revenue



Aiming for Outcomes: Identify what matters most

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It’s called Baseball not bat-ball It’s called Selling not phoning



Identify Success Factors: Old and New

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BaseBall SalesTraditional Modern

Power HittersExtra BasesFoot SpeedFielding Ability

Plate DisciplineWalksOn-Bases

Traditional Modern

Activity levelDialing for $$Getting apptMore meetings

Right personRight timeRight MessageRight SignalsEliminate or reduce all else



Ideas for Execution: Steps to take now

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Administrative/OperationalCreating & updating forecastsResponding to internal emailSubmitting Expense ReportsLogging call resultsLocating resources and informationInternal meetingsScheduling resources

Increase Efficiencies #1 Don’t use CRM!

Presentations Call logging Field Visits Complex Selling Pitches

• Scan a business card and send collateral instantly.

• See when a viewer looks at content

• Auto log task

• Launch presos

• Interactive content

• Person contacted

• Purpose of call

• Result

• Follow up date & time

• Issues

• Competitive info

• Order entry in real time.

• Automated stocktakes that sync stock data

• Built in territory optimisation

• Built-in diary tracks reps’ visits and calls

• Win/Loss Analysis

• Active Pipeline Alerts

• Sales Process

• Stalled Deal Alerts

• Automated Forecasts

• Smart Prospecting




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Administrative/OperationalCreating & updating forecastsResponding to internal emailSubmitting Expense ReportsLogging call resultsLocating resources and informationInternal meetingsScheduling resources

Increase Efficiencies #2 Tackle eMail!

Scheduling Appts

Prospect Follow-up

eMail Creation

Info Seeking




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#3 Recruit the Right Prospects!

Modern

Right personRight timeRight MessageRight SignalsEliminate or reduce all else

• Know who has authority

• Understand where they fit in the org

• Know what tech they have in place

• Understand their key initiatives



Moneyball for Sales: What it takes.

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CONTACT:

1. Deep Desire to do things differently

2. An Impetus for change

3. A reason to do it NOW




Nancy NardinPresident & FounderSmart Selling Tools



CONTACT US:

2011, 2012, 2013

With Henry Schuck CEO, DiscoverOrg


Q & A


Nancy Nardin- Moneyball for Sales

Sales

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