building effective salesforce for growth

1© 2016 All Rights Reserved of Andrew Liew Weida and Qicstart

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Enable Sales excellenceBuilding Effective Salesforce for Growth


Qicstart2. Problem statements

In your own words:“We need a plan of how to best grow the company to the next level”

“Ideally we need to a team to drive sales for us, we do not have the skills and understanding to effectively sell”

“ Although we are doing well, we want to avoid missing out of the future opportunities.”

“We want to move from Seed to Series A and we need help to sell.”

2

The key challenges faced by any organization are centered around (1) the lack of capabilities to build an effective salesforce, (2) limited understanding in building a lean salesforce, (3) no talent to drive sales.


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Outline

Sales Facts

What are the various salesforce models?

Which techniques work?

Why Channel Partnership?


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Large deals return much more $ per unit of effort

Source: Insightsquare


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There’s a cost to larger deal.

Source: Insightsquare


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What’s the various sales model?

Source: Matrix Partners


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The key is balancing the cost and revenue

Source: Matrix Partners


QicstartWhich techniques fits which salesforce?


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SaaS Sales Process with complex products


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Sales Cycle: Different Period for Different Salesforce

Average Salesforce Channel Salesforce Effective Salesforce

ACV Sales Cycle in working days

no. of calendar months

Sales Cycle in working days


Sales Cycle in working days


<$5K 80.2 4 60.15 3 40.1 2

$5 - $10K 124.4 6 93.3 5 62.2 3

$10 - $50K 168.2 8 126.15 6 84.1 4

$50 - $100K 233.2 12 174.9 9 116.6 6

$100K ++ 339.2 17 254.4 13 169.6 8.5

n=305

Source: Redpoint Ventures, Salesforce*Given: the tools and the salesforce is conditioned [well trained, compensated, operated.]


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Sales Enablement

Source: Redpoint Ventures

1. 24 hours inquiry response2. 1-5 working days technical support3. Onsite technical support for >$500K deal availability4. Open marketing material support: Consortium

Branding5. White paper contribution in your specific product.6. Release management updates7. Technical Knowledge portal : to train the trainer for

clients.8. Product Feedback Enhancement support


QicstartWhat is the optimal tech configuration for which salesforce?

There are more than 100++ point solutions of which only the best combination unlock sales operation performance for the salesforce.


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Compensation Plan has to be customized


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Andrew LiewC

ool!

Let’s

rock

! 10,000++

2,000++

Name: Andrew Liew WeidaTitle: Analytics + Innovation + Technology Role: (1) Subject matter expert; (2) client

management

Brief Profile:• Andrew is a experienced technology entrepreneur with over 10 years of

experience, having cofounded 4 startups and being the early employee executives of 2 startups. He specialized in Technology industry, particularly within the HR, SaaS, Analytics and On Demand Marketplace segment. Andrew has worked extensively across 8 countries and assisted numerous clients in advising how technology can scale their operations, how to reduce risk in implementing technology and the potential impact of tech to companies top line.

• Startup experience – over 5 years of CXO work for tech startups & tech enabled companies in areas of financial management, HR management, digital product management

• Financial Analytics- creating data sourcing map to build data driven simulations for MNCs in the banking, Private and Public service sectors for increasing revenue , reducing cost and reducing risk management.

• Reward Design –working with Remuneration committee of MNCs to ensure financial feasibility of compensation design to ensure market competitiveness and internal harmony.

Education:• PhD candidate (Analytics)@ ANU• Master (Economics) (Admission with scholarship)@ ANU• Master (Finance) (1/400, Valedictorian)@ Usyd • BSc (2.5/4 years, fastest graduating student in faculty history) @NUS• AB leadership@ Korea University

• UIUX HBF• Externalities

assessment• Analytics

• Reward management

• Tech based Cash flow Modelling

• Fundraising• Digital Product

Management• Salesforce

Effectiveness

Key Competencies:

Relevant Work experience:

Team

Director


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The End

building effective salesforce for growth

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