How to Increase Sales by 10 Percent

Increasing Sales by 10% Sales Reps Only Have So Much Time Available To Sell But Time Spent Actively Selling Is Decreasing 1998 2013 1720 47% 35% SELLING HOURS PER YEAR 215 AMOUNT OF 1-ON-1 SELLING SELLING DAYS PER YEAR TIME WITH PROSPECTS SOURCE: CSO INSIGHTS What Are Sales Reps Busy Doing? IN AN AVERAGE WEEK, SALES PROFESSIONALS SPEND: 2.3 Hours Searching For Marketing Collateral 5.8 Hours Searching For Customer Related Information 6.4 Hours Creating Presentations 25.5 Hours Left To Sell In A 40 Hour Work Week SOURCE: IDC In short, they spend nearly 40% of their potential selling time in sales preparation activities that could be done better by automated systems and improved processes. SOURCE: CMO COUNCIL Reps Need More Time To Sell SO INCREASE SALES EFFICIENCY EXAMPLE: Impact Success Of Sales Reps By 10% AVERAGE DEAL SIZE: $250K TOP SELLERS [$2 MILLION QUOTA] 10% ENTRY-LEVEL MID-LEVEL [$1 MILLION QUOTA] 10% [$500 THOUSAND QUOTA] DECREASE TIME TO CLOSE FROM 6 TO 4 MONTHS INCREASE IN DEAL SIZE INCREASE IN DEAL SIZE INCREMENTAL REVENUE INCREMENTAL REVENUE INCREMENTAL REVENUE O$200K O$100K O$250K TOTAL FOR 1 REP IN EACH CATEGORY IS $550K That 10% Efficiency Increase Translates To: ANNUAL SALES REVENUE INCREMENTAL REVENUE (with a 10% Improvement in Sales Efficiency ) $50M $14M $100M $28M $250M $70M $500M $140M $1B $280M SOURCE: NANCY NARDIN So How Can This Be Done? Better Transfer of Tribal Knowledge & Best Practices I Automatically capture and leverage what top sales reps send prospects at each stage in sales cycle Automatically recommend the best assets to send based on opportunity characteristics & data from closed deals Deliver the Right Assets at the Right Time |Must be quick, easy, at rep's fingertips I Enable selling however, wherever (i.e. desktop, laptop, mobile) Better Competitive Differentiation Your response time must be FASTER, with **** BETTER MESSAGING than the other guy Significantly reduce ramp up time of less skilled, knowledgeable sales reps > Get them into the field faster! Sales Technology Increase your "Sales IQ" Sales process acceleration is the KEY to Spend more time with "engaged" prospects Prioritize your most impactful assets Increasing Revenue Tracking and analytics to know when to when to fllow up, with what message and with the proper resource relinnovation © 2014 RO|Innov ation, Inc.