Download - State Of Sales Fall 2015
STATE OF SALESFall 2015 Alumni BreakfastOct 16, 2015
Intro Class: 40% increase projected
AY 12-13 AY 13-14 AY 14-15 Proj AY 15-160
50
100
150
200
250
300
350
400
SummerSpringFall
“Boot Camp:” Over 100% Increase
Advanced0
102030405060708090
AY 12-13 AY 13-14 AY 14-15 Proj AY 15-16
Corporate: Over 100% Increase
Fall 2013 Spring 2014 Fall 2014 Spring 20150
10
20
30
40
50
60
70
Companies
Corporate Development Endowments
AY 12-13 AY 13-14 AY 14-15 AY 15-16 2020 Goal0
200,000
400,000
600,000
800,000
1,000,000
1,200,000
Cumulative Endowment Funds
Rookie Preview
• Expect over 110 undergrad participants• Expect 20 graduate participants
• First ever Challenger Model Competition• Products: Salesforce.com, Sales Navigator, and
NetSuite
We welcome your engagement
Sales Growth in DFW Market
A31%
B23%
C8%
D15%
O23%
Over 12,000 New Sales Jobs Com-ing
Related information• Seeing early signs of ramp up failure• Seeing early signs of salary/OTE inflation
• Most companies entering the market seem to be using backward, not forward looking data on compensation
• Data is based on in bound numbers from Center requests in the past 6 months
Student and Alumni take Away
• Dallas is growing as a hub location city for inside sales
• More job opportunities and higher compensation
• Companies will be poaching existing talent
• Companies will have to budget for relocation packages or signing bonuses to be competitive
State of Sales: Nationally
This is not your older Sibling’s Sales environment!
Get ready for a whole new world!
State of Sales: NationallyTrend #1:
The lines between sales and digital marketing are blurring. For best in class companies, the line is gone.
• Increase in Sales Enablement Headcount• Increase in Sales Operations Headcount• More marketing automation and sales digitization
State of Sales: NationallyTrend #2:
Social Selling is the new buzz across the land!
• Reduction in cold call prospecting• Increase in bad social tactics• The change is real, but the rules are being defined• Strategic Social Selling is not the same as Social Marketing Redux
State of Sales: NationallyTrend #3:
The Game Changing Technology:
• Appointment Assisting Tools: +20%• Mobile Tools (SalesForceIQ): + 10 to 20%
• Sales Navigator• Predictive Models• Video coaching
State of Sales: NationallyTrend #4:
Do you know your numbers?
• Social Selling Index Score.• Social Proximity Score
• Reputation Score
How are we preparing current students?
• Marketing Automation in the program as of 2 years ago• MBA Course: Digital Sales Strategy last year!
• Sales Tools are used in the program• Sales Events and in class
• Social Selling• LInkedin exercise will be updated with emphasis on SSI• Methods will be researched and implemented over the next 2 semesters
Increase our Center’s Contribution?
• DFW Sales compensation/growth survey (Q1,2016)
• Sales Executive Round Table in (2016)
• Initiate Sales Research related to trends (Q4, 2015)
• Hold Social Sales Summit in (Q1,2016)