Five Moneyball Metrics Sales Executives Cannot Ignore

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SMA Webcast

Five Moneyball Metrics Sales Executives Can’t Ignore 13 June 2012 Presented by

© Copyright 2012 The Sales Management Association.


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: www.salesmanagement.org Š 2012 The Sales Management Association. All rights reserved.

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Today’s Presenter: Welcome Chris!

Š 2012 The Sales Management Association. All rights reserved.

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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?

Š 2012 The Sales Management Association. All rights reserved.

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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?

Š 2012 The Sales Management Association. All rights reserved.

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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


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