Sales Management Association Webcast Pipeline Management Practices in High Growth Firms

Transcription

1 #PipelineMgt Sales Management Association Webcast Pipeline Management Practices in High Growth Firms 15 July 2014 Presented by Copyright 2014 The Sales Management Association.

2 About The Sales Management Association 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: The Sales Management Association. All rights reserved. Slide 2

3 Today s Panelists #PipelineMgt 2014 The Sales Management Association. All rights reserved. Slide 3

4 Sales Management Association Webcast Pipeline Management Practices in High Growth Firms 15 July 2014 Presented by Copyright 2014 The Sales Management Association.

5 Agenda The Research The Insights and Observations

6 Research Partnership Late

7 The Basics: 62 Companies 100% B2B 27% 73% U.S. Interna?onal 37% 39% > $1 billion $250 mil - $ 1 bil 24% <$250 million Source: VPP / SMA 2013 Survey

8 The Measure of Success Year- to- Year Change in Revenue 47% Average = % 21% 2% 3% 6% 5% Dras>cally Decreased Stayed The Same Dras>cally Increased Source: VPP / SMA 2013 Survey n=62

9 No Surprise Sales Pipelines Are In Focus Expected Frequency of Pipeline Mee>ngs 11% 5% 72 % Several Times per Week 17% 16% 51% Weekly Several Times per Month Monthly Less than Monthly Source: VPP / SMA 2013 Survey n=62

10 And They Receive a Lot of Attention Dura>on of Each Pipeline Mee>ng 10% 54% 36% Average = 53 minutes 30 Minutes or Less Minutes 90 Minutes or More Source: VPP / SMA 2013 Survey n=62 n=65

11 So We Must Be Good at It, Right? Effec>veness at Managing the Pipeline 43% 44% Ineffec?ve Neutral Effec?ve 13% Source: VPP / SMA 2013 Survey n=62

12 No Surprise It Pays to Be Effective 6 +15% Rela?ve Revenue Growth Ineffec?ve Effec?ve Source: VPP / SMA 2013 Survey n=62

13 The Question We Came Here to Answer What Can We Actually Do Differently?

14 But Wait Who Is Vantage Point Again? Focus On Sales Management Thought Leadership through Research McGraw- Hill

15 Why You Might Like Us Sales Methodology Neutral ü SPIN Selling ü ü Miller Heiman Challenger Sale ü ü Richardson ü Home Grown ü Holden TAS We Simplify I can remember when it felt like I was constantly on fire. Now I have a be9er grasp on which ac<vi<es will lead us to the results we need."

16 Things You Might Recognize

17 The Research What We Examined Manager-Rep Interactions Frequency of pipeline discussions Length of meetings Number of deals discussed Time per deal 1:1 vs. group Pipeline Management System Sales process design (opportunity management) Number and nature of pipeline metrics Pipeline size targets Sales manager training

18 A Poll!

19 The Mighty Sales Process! 6 +18% Rela?ve Revenue Growth Informal Formal Source: VPP / SMA 2013 Survey n=62

20 The Backbone of Pipeline Management Stage 1 Stage 2 Stage 3 Stage 4 Stage X Unique to Each Organiza?on

21 Clear Definitions for What Goes in Each Stage What goes in here? What goes in here? What goes in here? What goes in here? What goes in here? What goes in here?

22 Here We Go Again!

23 Give It the Effort It Deserves 6 +11% Rela?ve Revenue Growth < 3 hours per month 3+ hours per month Source: VPP / SMA 2013 Survey n=62

24 Sales Management Rhythm Pipeline Meeting Sun Mon Tue Wed Thu Fri Sat Sales Call Team Meeting Cross-Function Call Field Travel Forecast Update One-on-One Performance Reviews

25 Inspection vs. Coaching Inspec>on Coaching Backward looking Focuses on gathering facts Assesses seller s compliance Low value for seller Forward looking Focuses on gathering seller s perspec?ve Assesses seller s decisions- making High value for seller

26 One Last Chance!

27 Train Em Up! 6 +9% Rela?ve Revenue Growth Untrained Trained Source: VPP / SMA 2013 Survey n=62

28 Where Intuition Fails Which is be)er? BIG PIPELINE -- or -- small pipeline

29 Where Enthusiasm Overwhelms Reality Where can a manager have the biggest impact on rep performance? HELP QUALIFY THE DEAL -- or -- HELP CLOSE THE DEAL

30 Where Reporting Trumps Improvement What should be the primary focus of pipeline mee9ngs? THE DATA -- or -- THE REP 2014 Vantage Point Slide Performance 30

31 In Short Define the Pipeline Stage 1 Stage 2 Stage 3 Stage 4 Stage X +18% Enable the Enablers +9% Just Do It +11%

32 Bonus Insight The 8 All-Stars +28% Rela?ve Revenue Growth Others All 3 Best Prac?ces Source: VPP / SMA 2013 Survey n=62

33 Want More? Coming to an Inbox Near You Ü THE PERFECT PIPELINE Coming to a City (possibly) Near You July SAN FRANCISCO October 7-8 ATLANTA

34 Questions and Discussion #PipelineMgt 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 . Feel free to submit more questions if you d like an offline response The Sales Management Association. All rights reserved. Slide 34

35 Thank You. Copyright 2014 The Sales Management Association

36 These Slides Are For SMA Staff Use Create a business card graphic for a presenter. Here s how: 1. You ll need the information we requested from them in slide 9 above. 2. Create one card per presenter. 3. Replace the name, title, organization name, (if submitted) in one of the graphics at right with that of the presenter s. Jason Jordan Vice President Vantage Point Performance jjordan@vantagepointperformance.com 2014 Yourco, Inc. Used with permission by The Sales Management Association. All rights reserved. Slide 36