how to win your biggest sales battles in 2016 · 2. industry standards for sales forecasting...

Travis Patterson, CRO, Aviso Gerhard Gschwandtner, CEO Selling Power January 12, 2016

How to Win Your Biggest Sales Battles in 2016

1. The new paradigm for sales success in 2016 2. Industry standards for sales forecasting accuracy 3. The 3 commitments of high performing sales teams 4. How to get sales teams to break through established ceilings 5. How to optimize the forecasting process 6. How to get better sales intelligence to close deals faster 7. How to view your pipeline in real time

Agenda:

©Copyright 2016 Aviso

The Success of a sales team is not just what they do, but how they do it and what tools they use to achieve their goals

3

Mindset Skills-set Tool-set

©Copyright 2015 Aviso 4

The New Sales Success Paradigm

Mindset Skills-Set

Aviso Confidential

Forecasting Drives Every Critical Sales Process

5

Weekly calls, 1-1’s, QBR’s, War

Rooms

What changed, when, why, early warnings, course corrections

Deals to focus on, PlaybooksKey to revenue

growth and making/exceeding plan

Forecasting | in

cent

ive

co

mpensation | gross margin analysis

qu

o tas | te rr i to ry o pt i m ization | sale

s pl

anni

ng

|

Aviso Confidential

Optimized Forecasting

6

http://callproof.com/2015/07/14/21-sales-statistics-sales-manager/https://www.salesforce.com/blog/2013/08/sales-managers-performance.html

http://www.mckinsey.com/insights/marketing_sales/three_trends_in_business-to-business_sales

‣ Drastically reduce time and effort to roll up a forecast

2.5 hours/week/manager spent doing sales forecasts

‣ Improve win rates ‣ Reduce sales cycles ‣ Increase average selling price

13% lift in quota attainment with predictive analytics applied to forecast

45% of sales execs need help figuring out which accounts to prioritize12% increase in revenue growth driven by early-warning systems

http://callproof.com/2015/07/14/21-sales-statistics-sales-manager/

https://www.salesforce.com/blog/2013/08/sales-managers-performance.html

http://www.mckinsey.com/insights/marketing_sales/three_trends_in_business-to-business_sales

Aviso Confidential 7

Total Forecast | Existing Pipe Forecast | New Pipe Forecast

$12M

$24M

$36M

$48M

$60M

$72M

09/29 10/06 10/13 10/20 10/27

$40,000,000

Flexible Forecast Automation A highly configurable forecasting application that: ‣ Adapts to existing business processes ‣ Provides unprecedented visibility into pipeline ‣ Is always on, with real-time updates/sync with any CRM

Proven Data Science Platform = High Accuracy An unbiased data driven forecast that: ‣ Analyzes CRM, ERP, email & calendar activity & custom data ‣ Predicts when deals will close by amount and date ‣ Provides early warning indicators to get plan back on track

Aviso Insights

Aviso Confidential

How It Works

8

CRM EMAIL ERP CUSTOM DATACALENDAR

Analyze Your Data

Build an unbiased, tailored and bottoms-up forecast

12

3REAL-TIME

FORECAST

DEAL

PRIORITIZATION

UPGRADES &

DOWNGRADES

EARLY WARNING

ALERTS

ULTIMATE

VISIBILITY

Deliver Actionable Insights

____________Aviso Data Science Delivers Actionable

Insights from your Data

Aviso Confidential

Dashboard

9

Aviso Confidential

Early Warning Signs

10

Aviso Confidential

What Changed in my pipeline

11


The Sales Forecast is one of the most important pieces of the puzzle of a sales operation

12

Mindset Skills-set

Tool-set

The win rate on forecasted deals is 45.7% (CSO Insights)


High Performing sales teams are more committed

13

The three Commitments

Success Others Self


Commitment to success

14

High optimism No-limit thinking

Continuous innovationHigh frustration tolerance


“I set apparently unachievable

challenges and learn

how to rise above them.”

Commitment to Success

No-limit thinking


Commitment to SuccessNo-limit thinking

“By applying the visualization practices and my positive mindset and belief in my abilities, I got a hole-in-one on the very first hole.”

Christine Hanks Sales Associate

Meeting One


Commitment to SuccessNo-limit thinking

At age 16 Sara Blakely listened to Dr. Wayne Dyer’s program “How to be a no-limit Person over 400 times. Today she is worth over $1.1 billion



No-limit thinking

In 1949 the graduating class of a Life Insurance Company

decided to go on an all-night sales binge from 7 pm - 4 am.

They made 227 calls, delivered 125 presentations and closed

61 sales.



No-limit thinking

Challenge your salespeople to imagine a goal that’s 3 x or 5 x

bigger than their plan



“Perpetual optimism is a force

multiplier” -Colin Powell

High Optimism



High frustration tolerance

“In enduring not getting what I want today, I

often win tomorrow.”



Continuous innovation

“Our industry does not respect tradition – it

only respects innovation.”

- Satya Nadella, CEO Microsoft




“We created a ‘wall of dreams’ where our salespeople posted

pictures of their greatest dreams. This helped us create the best quarter in the history

of the company”

Chad Burmeister, VP SalesRing Central



Dream Team Board




“We eliminated scoreboards and created a “Victory Plan”

instead and achieved a spectacular increase

in sales.”

John Turner VP Sales,

Trinet


Commitment to others

26

Empathy Respect

Feedback Support


Commitment to Others

Empathy

Bill McDermott turned the lowest performing

territory (Puerto Rico) into the # 1 territory in the

country in 12 months. He showed empathy for his

team’s dreams.



Respect

Show respect to the other person’s

opinion. Never say “you’re

wrong”.



Support

“Imagine how our culture, how our lives, will change when we begin

valuing go-givers as much as we

value go-getters.” -Arianna Huffington



Feedback

“We all need people who give us

feedback, that’s how

we improve.” -Bill Gates



Great coaches show empathy and respect, and they offer support and feedback to help people grow

Sales organizations that offer a high quality sales coaching program can increase sales by 19%

of the middle 60% of the sales team


Commitment to self

32

Healthy living Authenticity

Positive focus Resilience

Commitment to Self


Healthy Living

Create a healthy lifestyle including rest, recreation, exercise, a balanced diet and positive relationships.

Commitment to Self


Authenticity

“What we’re all striving for

is authenticity, a spirit-to-spirit

connection.”

- Oprah Winfrey

Commitment to Self


Positive Focus

“The key to success is to

focus our conscious mind

on things we desire, not

things we fear.”

Commitment to Self


Resilience

“You can change how you

feel by changing the

way you think.” - Zig Ziglar


C.A.R.E. about the three Commitments 1. Create 2. Affirm 3. Renew 4. Execute


Celebrate success

Reinvent your Mindset

Every day


Q&A

More information? Email [email protected]

mailto:[email protected]

how to win your biggest sales battles in 2016 · 2. industry standards for sales forecasting...

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