AMESTODAGEN
2015
Bedre salgsresultater med Visual Analytics
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Einar Gynnild
[email protected]
• BUSINESS ANALYZE INTRO
• TRENDER – STATE OF SALES &
CSO INDEX
• SALES – A NUMBERS GAME
• MANAGING THE SALES
BUSINESS
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Business Analyze AS
VISJON
VI GJØR VÅRE KUNDERS HVERDAG
ENKLERE OG MER OVERSIKTLIG.
MISJON
VI UTVIKLER PROGRAMVARE SOM MÅLER OG VISER KUNDENES VIRKSOMHET,
OG GIR SVAR PÅ SPØRSMÅLET: «HVORDAN GÅR DET?»
Vi lever i en verden hvor kunnskap og rask reaksjonsevne er
avgjørende, samtidig som vi bruker stadig mer tid på å skaffe oss
oversikt og innsikt fra systemer som flyter over av informasjon.
Innhenting, sammenstilling og rapportering av relevante data er ofte
vanskelig og tidkrevende, blir fort utdatert og må spres på en måte
som gjør at alle har samme versjon og forståelse av innholdet.
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Hvordan går det?
Visual analytics
Business Analyze samler,
analyserer og presenterer
data fra en eller flere datakilder, på en måte som alle
forstår, og som alle kan
bruke.
 Selger løsninger gjennom nasjonale og internasjonale
partnere, samt direkte.
 Over 300 europeiske kunder på tvers av bransjer, og innenfor
privat og offentlig sektor.
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Business Analyze AS
The “2015 State of Sales” survey asked more than 2,300 global
sales leaders about their priorities, challenges, metrics, and
strategies for the year. Here’s a quick look at the current state of
sales.
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Trender
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State of sales - Executive summary
 Data analysis helps sales teams make more informed decisions and
find improvement opportunities. The best sales teams not only
collect customer data, they also analyze and act upon that data to
make more informed, behaviorbased decisions that fuel customer
success.
 High-Performing Sales Teams Are 3.5x More Likely to Use Sales
Analytics than Underperforming Teams
 Across teams at all levels, we’ll see a 58% increase in sales
analytics use from 2015 to 2016. Smart selling, fueled by
technologies like predictive analytics, starts piquing sales teams’
interest and is expected to jump 77% among high performers in the
next 12–18 months.
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Analytics Becomes a Dominant Sales Tool
 TOP 3 Sales objectives
– Aquire new customers
– Grow the value of existing customers
– Create deeper customer relationships
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Defining success for todays sales leaders
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Chief Sales Officer Insights
CSO Insights recently released
the results of their yearly Sales
Performance Optimization (SPO)
survey. They again surveyed over
1,000 companies worldwide to
assess the challenges facing their
sales teams, why those problems
exist, and more importantly what
are they going to do to overcome
those issues.
As part of the study, they asked
the participating sales executives
to share their top three goals for
this year. The figure summarizes
the responses thery received:
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- Capture New Accounts
- Increase Sales Effectiveness
- Increase penetration into accounts
 HVA ER ALLE MEST OPPTATT AV?
 VEKST!
– Gjennom salg til NYE og EKSISTERENDE KUNDER
– Så effektivt som mulig
 Top metrics
– New customers (#, Revenue and Recurring Revenue)
– Existing customers (#, Revenue and Recurring Revenue)
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Konklusjon fra begge undersøkelser
Data analysis
Sales Analytics
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Dashboards
Marketing Analytics
Service Analytics
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Hvordan kan Visual Analytics hjelpe?
Management reporting
Survey Analytics
Leader Analytics
Salgstype: Nye Kunder
BUDGET
3.500’
318’
CALLS
5
133
32/u
MEETINGS
2
27
6/u
OFFERS
WINRATE
80’
30
1.061’ - 13
LEADTIME
3
PIPELINE
3.182’ - 40
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VEKST?
WINRATE
+5%
Utgjør 583.000 som tilsvarer 17% vekst per
selger med samme aktivitetsnivå og
snittordre
30
ORDERS
+5%
Utgjør isolert % satsen direkte (175’), mens
kombinert med økningen over: 788’/22,5%
CALLS
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MEETINGS
LEADTIME
CAPTURE
RATIO
BASE
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Know your numbers
NDEX
WHAT IS YOUR SCORE?
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Alle salgsprosesser som ikke er rent
ordre-mottak bør registreres.
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Managing the sales business - QQS
D I A G N O S E
Analyze pipeline
Identify skill issue
Ordinary
Analyze case
Coach skill issue
Exceptions
Coach case
C O A C H
Best practice sharing
Follow up
Methology & systems modifications
Business development ideas
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Managing the sales business
CASES
 Anticipated decsion date overdue
 To early in process to reach
anticipated decision date based on
average leadtime
 Anctipated decision date moved more
than x times in the final stage
 No follow up acitivity booked
 Stalled? - Case been in the same
stage for x% longer then phase
average # days
 .......
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Managing the sales business
SKILLS
 Activity level
 Meeting / Pipline ratio
 Refill in pipline
 Case progression & Closing
 Avg order size
 Sales profile
 Forecast accuracy
 CRM Adoption
 ........
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Forecasting selger
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Kvartalet totalt sett...
Total forecast
Avdelingsforecast
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Avdelingsforecast
Selgerforecast
Selgerforecast
Selgerforecast
Selgerforecast
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Komplett forecasting for hele organisasjonen
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Pipeline i perspektiv
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Drill down til – Hva skjedde egentlig i mai?
Einar Gynnild
[email protected]
•
•
•
TRENDER – STATE OF SALES &
CSO INDEX
SALES – A NUMBERS GAME
MANAGING THE SALES BUSINESS
TAKK FOR OPPMERKSOMHETEN!