SMA Webcast
Five Moneyball Metrics Sales Executives Can’t Ignore 13 June 2012 Presented by
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Today’s Presenter: Welcome Chris!
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Five Moneyball Metrics Sales Executives Can't Ignore Chris Wintermeyer Senior Director of Enterprise Solutions
Moneyball Moneyball isn’t just a great baseball story.
It’s a great business story.
Moneyball Beane’s big challenges.
Moneyball
A new game plan.
Moneyball Results speak for themselves.
Moneyball
What we can learn from Beane.
1: Share of Wallet What is the percentage of estimated budget won in deals?
2: New Logos How many net new wins did you get?
3: Profit Per Customer Visit What is the average amount of profit earned during a customer visit (onsite, online or over the phone)?
4: Acquisition Cost How profitable are your deals?
5: Revenue Leakage
How much revenue has been lost due to giveaways and discounts?
We’re just getting started... • • • • •
• • • • • •
Pipeline Velocity Average Selling Price Acquisition Cost Winning Percentage Most Neglected Opportunities New Logos # of Opportunities by Stage Attach Rate Revenue Leakage Customer Lifecycle Sales Cycle Time
• Lifetime Value of a Customer • Average Impressions to Close • Share of Wallet • Lead-to-Opportunity Ratio • Sales Rep Scorecard • Percentage of Repeat Business • Profit Per Customer Visit • Average New Hire Ramp-Up Time • Compensation Plan
What should I be looking at?
• Business • Content • Technology
Pie is great and all, but... • Technology should be intuitive and flexible • Rapid deployment – and value – is critical • There’s more to life than pie charts
Meet Domo
Domo bring all your sales data and key metrics — pipeline, forecasts, close rates and more — as well as all of your other corporate data sources together in one place in real time. (No, seriously.)
www.domo.com/moneyball
Questions: How Long to Implement?
How long do these solutions take to implement?
Š 2012 The Sales Management Association. All rights reserved.
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Questions: Customer Profitability Metrics
Is “profit-per-visit” the same as “profit-percustomertransaction?” © 2012 The Sales Management Association. All rights reserved.
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Questions: Challenges With Customer Focused Metrics
What are the challenges in implementing customer-focused metrics? Š 2012 The Sales Management Association. All rights reserved.
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Questions: Recurring Revenue Metrics
How do metrics apply to business with recurring revenue streams?
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Questions: Integrating Disparate Data Sources
Can you integrate data from different systems, like accounting and salesforce.com? Š 2012 The Sales Management Association. All rights reserved.
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Questions: What’s Your Favorite Chart?
What is your favorite sales performance chart?
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Questions: Pipeline Metrics and Forecasting
How do you measure pipeline activity? How do you address forecasting? Š 2012 The Sales Management Association. All rights reserved.
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Questions: Sales Effectiveness, Productivity, and ROI
Do the best sales organizations also get the best ROI? (like Moneyball?)
Š 2012 The Sales Management Association. All rights reserved.
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Thank You.
Š Copyright 2012 The Sales Management Association