Achieving High Performance Sales Accenture s Unique Approach

1
Achieving High Performance Sales

• Accentures Unique Approach for Enterprise Sales
  Transformation

Eric Gist, Accenture Saideep Raj, Accenture Beth
Boettcher, Accenture
2
Agenda

• Perspective on Software-as-a-Service Market
• Characteristics of a High Performing Sales Force
• Sales Transformation Framework
• The High Performance Sales Journey
• Accenture/Salesforce.com Go-to-Market Relationship

3
Perspective on Software-as-a-Service Market

• Software Value is Shifting Move from features
  and function to customer experience
• New Go-to-Market Approaches There is a need to
  accelerate capabilities to support new
  business/sales strategies
• Costly Triggers Create Demand Upgrades rarely
  provide incremental capabilities that justify the
  investment
• Exorbitant Costs of Keeping the Lights On
  Upgrades and support resources exceed customer
  expectations

4
Characteristics of a High Performing Sales Force
Leverage Customer Analytics and Insight to
Deliver Customer-Specific Solutions and
Interactions
Sell Solutions Based on Deep Understanding of
Customer Needs and Business Objectives

Accelerate Desired Sales Competencies, Behaviors,
and Motivation
Integrate and Enhance Performance of Partner
Channel Network
Deliver Enhanced Sales Support/Operations Cost
Effectively by Utilizing Alternative Sourcing
Strategies
Enable Real-time Management Visibility and
Resource Alignment
5
Sales Transformation Framework
Marketing Strategy Support
Sales Strategy Organization
Customer Insight
Customer
6
Implications for salesforce.com
The Most Successful Sales Performance Programs
Re-invest a Portion of the TCO Savings to Deliver
Customer Insight
Marketing Strategy Support
Insight Into Action

• Target Accounts
• Propensity to Buy/ Defect Models
• Reach and Frequency
• Upsell/Cross Sell
• Account Alerts
• Sales Process Advisor

• Customer and Partner Segmentation
• Offering Model
• Channel Mix
• Marketing Collateral
• Campaigns/Leads
• New Product Launch

Applications and Tools
Sales Strategy Organization
Customer Insight

• Sales Automation
• Sales/Partner Portal
• Incentive Management
• Sales Mgt. Dashboard
• Emerging technology (handheld, wireless, tablets)
• Analytics and Modeling
• Collaboration Tools
• PRM

• Channel Size Structure
• Territory Re-alignment
• Roles Responsibilities
• Sales Methodology
• Compensation Strategy Design

Customer
Processes and Metrics
Change Management

• Sales Force/Partner Recruitment
• Learning
• Knowledge Management
• Performance Management
• Incentive Compensation

• Account Planning
• Lead/Opportunity Mgt.
• Forecasting
• Order Management
• Post Sales Support
• Performance Metrics

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Implications for salesforce.com
Marketing Strategy Support
Insight Into Action

• Target Accounts
• Propensity to Buy/ Defect Models
• Reach and Frequency
• Upsell/Cross Sell
• Account Alerts
• Sales Process Advisor

• Customer and Partner Segmentation
• Offering Model
• Channel Mix
• Marketing Collateral
• Campaigns/Leads
• New Product Launch

Produce Higher Quality with Less Testing
Applications and Tools
Sales Strategy Organization
Customer Insight

• Sales Automation
• Sales/Partner Portal
• Incentive Management
• Sales Mgt. Dashboard
• Emerging technology (handheld, wireless, tablets)
• Analytics and Modeling
• Collaboration Tools
• PRM

• Channel Size Structure
• Territory Re-alignment
• Roles Responsibilities
• Sales Methodology
• Compensation Strategy Design

Customer
Processes and Metrics
Change Management

• Sales Force/Partner Recruitment
• Learning
• Knowledge Management
• Performance Management
• Incentive Compensation

• Account Planning
• Lead/Opportunity Mgt.
• Forecasting
• Order Management
• Post Sales Support
• Performance Metrics

8
Implications for salesforce.com
Marketing Strategy Support
Insight Into Action

• Target Accounts
• Propensity to Buy/ Defect Models
• Reach and Frequency
• Upsell/Cross Sell
• Account Alerts
• Sales Process Advisor

• Customer and Partner Segmentation
• Offering Model
• Channel Mix
• Marketing Collateral
• Campaigns/Leads
• New Product Launch

Applications and Tools
Sales Strategy Organization
Customer Insight

• Sales Automation
• Sales/Partner Portal
• Incentive Management
• Sales Mgt. Dashboard
• Emerging technology (handheld, wireless, tablets)
• Analytics and Modeling
• Collaboration Tools
• PRM

• Channel Size Structure
• Territory Re-alignment
• Roles Responsibilities
• Sales Methodology
• Compensation Strategy Design

Customer
Produce Better Sales Process Design Focus on
Behavioral Leading Indicators Exploit
salesforce.coms Ability to Track Metrics
Quickly Course Correct
Processes and Metrics
Change Management

• Sales Force/Partner Recruitment
• Learning
• Knowledge Management
• Performance Management
• Incentive Compensation

• Account Planning
• Lead/Opportunity Mgt.
• Forecasting
• Order Management
• Post Sales Support
• Performance Metrics

9
Implications for salesforce.com
Marketing Strategy Support
Insight Into Action

• Target Accounts
• Propensity to Buy/ Defect Models
• Reach and Frequency
• Upsell/Cross Sell
• Account Alerts
• Sales Process Advisor

• Customer and Partner Segmentation
• Offering Model
• Channel Mix
• Marketing Collateral
• Campaigns/Leads
• New Product Launch

Applications and Tools
Sales Strategy Organization
Customer Insight

• Sales Automation
• Sales/Partner Portal
• Incentive Management
• Sales Mgt. Dashboard
• Emerging technology (handheld, wireless, tablets)
• Analytics and Modeling
• Collaboration Tools
• PRM

• Channel Size Structure
• Territory Re-alignment
• Roles Responsibilities
• Sales Methodology
• Compensation Strategy Design

Customer
Processes and Metrics
Change Management

• Sales Force/Partner Recruitment
• Learning
• Knowledge Management
• Performance Management
• Incentive Compensation

• Account Planning
• Lead/Opportunity Mgt.
• Forecasting
• Order Management
• Post Sales Support
• Performance Metrics

Risk of the Application Outpacing the
Organizations Ability to Absorb Change
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The High Performance Sales Journey

High Performance Sales

Measurable Sales Performance Improvements

Quality Application Usage Adoption
Performance Value
Timeline

• Quality of accounts, contacts, activities, and
  opportunities
• Time spent preparing for sales calls
• Number of calls to Help Desk for support

• Sales rep time to proficiency
• of time spent on customer-facing activities
• Average of sales calls per sale
• Hours spent on admin tasks
• Key account coverage

• Lead to close ratio
• Competitive win ratio
• Winloss ratio
• increase of unit sales per month

Sample Metrics
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Accenture/salesforce.com Go-to-Market Relationship

• Focus on Enterprise Sales Transformation
• Salesforce.com Resource Ramp Plan
• Software-as-a-Service Business Integration
  Methodology
• Organizational Alignment