Welcome to Forecast 2016!
Introduction
A center of knowledge for forward thinking sales leaders
Our Forecast Mission
How?
1. An annual sales conference
How?
2. The Sales Science Academy
Exploring the Science of Sales
Using scientific methods to collect and analyze sales data in order to scale sales in a rapid and predictable fashion
The Science of Sales
The time is now!
Three Drivers
GREAT APPS DRIVING
ADOPTION
NEW DATA TECHNOLOGIES
MARKET DYNAMICS
The $1,000,000 question:
Measuring Sales
If you wanted to increase sales by 25% next quarter, what would you need to do?
Analyze your historical sales data
Measuring Sales
Luckily, sales can be easily described mathematically
Measuring Sales
It starts with the traditional sales funnel
Measuring Sales
OPPORTUNITIES * WIN RATE % * DEAL SIZE = REVENUE
Medical Devices
Measuring Sales
Manufacturing
42%
14%What happened here?
WIN RATE
Analyzing Root Causes
There could be many reasons
Different team handling manufacturing leads
Intense competition with niche playersProduct Market Fit
Past successes in the industry
Different buyer
Analyzing Root Causes
This list can get quite long…But it’s finite!!!
Dozens of dimensions to analyze!
Measuring Sales
Industry
Business Size
Geography
Channel
Rep
CompetitorTime to callDecision
Maker
Current systems
Quantifiable and Actionable Insights
Putting it All Together
Sales Formula
DimensionsRoot
Causes
How can we make that happen?
How?
A breakthrough in sales
analytics
A new way for collecting
and analyzing data
A new role within the
sales team
NEW SOFTWARENEW METHODOLOGY NEW ROLE
A New Methodology
Collecting structured data
A New Methodology
Codifying sales (genome)
A New Methodology
Inventing the sales scientific method
A New Methodology
Total sales
Time to close
Stage duration
Win rate
Number of emails
Number of meetings
Funnel conversions
Demo converion rate
Number of calls
Total deals won
Lead to opp conversion
Sales by source
Introducing a new set of metrics
Measuring Sales
Introducing: the Sales Scientist
What do sales scientists do?
The Sales Scientist’s Goal
Maximize revenue through scientific analysis of sales data and the generation of actionable and quantifiable insights
The Sales Scientist’s Goal
What Do They Do?
Collect structured data
Three primary responsibilities:
Analyze data in real time
Generate meaningful
insights
A New Set of Capabilities
Sales
TechnologyStatistical Analysis
Customer Facing
Already out there?
The challenge is immense and way to complex for humans to perform over excel
New Technology
Neither can old school platforms handle that
4 Billion!Measuring Sales
This is why the science of sales will require a breakthrough technology
New Technology
New Technology
Modern Data Platform
Codified Methodology
Insights Engine
VIDEOtalk about the follow ups
Becoming a super hero
New Technology
Now What?
How?
Get customers on the
platform
Accelerate the
codification of sales
Establish the role as a
new type of sales
professional
NEW SOFTWARENEW METHODOLOGY NEW ROLE
We’re just getting startedWe’re just getting started