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#SalesSummit | @zorian
#SalesSummit | @zorian
The Science of Sales Management
Data-Driven Tips To Double Your Sales
#SalesSummit | @zorian
The Meaning of Sales Management?
#SalesSummit | @zorian
Build a Sales Machine using
a Repeatable and Scalable process
to drive Predictable Revenue
#SalesSummit | @zorian
#SalesSummit | @zorian
#SalesSummit | @zorian
$ Sales =
$ Average
Deal Size
% Hit
Rate
% Win
Rate
# Dials per
Day 240X X X X
#SalesSummit | @zorian
Be Consistent in
Hiring, Training & Process
#SalesSummit | @zorian
Engineer a Consistent Sales Process
#SalesSummit | @zorian
Selling Process as a Sales Funnel
Connecting
Meeting and Researching
Evaluating
Negotiating
Buyer S...
#SalesSummit | @zorian
$ Sales =
$ Average
Deal Size
% Hit
Rate
% Win
Rate
# Dials per
Day 240X X X X
#SalesSummit | @zorian
Are Your Sales Reps Effective?
SDRs Dials Connects Opps Deals Dial : Connect Dial : Opp Opp : Deal ...
#SalesSummit | @zorian
Pipeline Creation
#SalesSummit | @zorian
Sales Funnel and Win Rate
#SalesSummit | @zorian
Average Deal Size
#SalesSummit | @zorian
Sales Cycle Per Sales Rep
#SalesSummit | @zorian
Run Experiments, Measure and Fail Fast
#SalesSummit | @zorian
“If You Can’t Measure It, You Can’t Manage It”
- Peter Drucker
#SalesSummit | @zorian
2 FREE Sales Apps
#SalesSummit | @zorian
Image Source Credits:
• Beach Rocks: www.flickr.com/photos/vinothchandar/8178276684/
• Engineers: h...
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Zorian Rotenberg - The Science of Sales

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/zorian-rotenberg

Session Overview
Get actionable success strategies on how to manage sales using data to build a scalable, predictable, and repeatable revenue engine. You will learn what the world's top sales leaders do and what sales metrics they use to grow revenue faster and increase performance of their sales teams.

Publié dans : Business
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Zorian Rotenberg - The Science of Sales

  1. 1. #SalesSummit | @zorian
  2. 2. #SalesSummit | @zorian The Science of Sales Management Data-Driven Tips To Double Your Sales
  3. 3. #SalesSummit | @zorian The Meaning of Sales Management?
  4. 4. #SalesSummit | @zorian Build a Sales Machine using a Repeatable and Scalable process to drive Predictable Revenue
  5. 5. #SalesSummit | @zorian
  6. 6. #SalesSummit | @zorian
  7. 7. #SalesSummit | @zorian $ Sales = $ Average Deal Size % Hit Rate % Win Rate # Dials per Day 240X X X X
  8. 8. #SalesSummit | @zorian Be Consistent in Hiring, Training & Process
  9. 9. #SalesSummit | @zorian Engineer a Consistent Sales Process
  10. 10. #SalesSummit | @zorian Selling Process as a Sales Funnel Connecting Meeting and Researching Evaluating Negotiating Buyer Steps Identifying Qualifying and Validating Presenting Closing Seller Steps Making Decision Validating Fit SuspectOpportunity DealBuying 100 80 60 40 20 2,000
  11. 11. #SalesSummit | @zorian $ Sales = $ Average Deal Size % Hit Rate % Win Rate # Dials per Day 240X X X X
  12. 12. #SalesSummit | @zorian Are Your Sales Reps Effective? SDRs Dials Connects Opps Deals Dial : Connect Dial : Opp Opp : Deal Dial : Deal Steve Nash 3,844 333 11 1 12:1 349:1 11:1 3,844:1 Jeff Hornacek 4,285 339 15 2 13:1 286:1 8:1 2,143:1 Shawn Marion 2,911 251 27 4 12:1 108:1 7:1 728:1 Jared Dudley 3,973 342 20 6 12:1 199:1 3:1 662:1 Total 15,018 1,265 73 18 12:1 206:1 6:1 1,155:1 Hit Rate Win Rate# Dials
  13. 13. #SalesSummit | @zorian Pipeline Creation
  14. 14. #SalesSummit | @zorian Sales Funnel and Win Rate
  15. 15. #SalesSummit | @zorian Average Deal Size
  16. 16. #SalesSummit | @zorian Sales Cycle Per Sales Rep
  17. 17. #SalesSummit | @zorian Run Experiments, Measure and Fail Fast
  18. 18. #SalesSummit | @zorian “If You Can’t Measure It, You Can’t Manage It” - Peter Drucker
  19. 19. #SalesSummit | @zorian 2 FREE Sales Apps
  20. 20. #SalesSummit | @zorian Image Source Credits: • Beach Rocks: www.flickr.com/photos/vinothchandar/8178276684/ • Engineers: http://www.flickr.com/photos/seattlemunicipalarchives/4818952324/ • Toy Soldiers: www.flickr.com/photos/primadonna926/2257406235/ • Measuring tape: http://www.flickr.com/photos/aussiegall/286709039/ • Skier falling: http://www.flickr.com/photos/deniskochnev/8560028933/

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