Performance Enhancement for Sales & Project Management - Overview of RainMaker –

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Performance Enhancementfor Sales Project
Management- Overview of RainMaker
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Agenda

• Current Status
• Introductions
• Overview of RainMaker capabilities
• Product Overview of RainMaker
• Summary - Next Steps

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Replicate Rainmakers

• What do top-producers or Rainmakers do well?
• 1. Qualify Sales Opportunities
• 2. Manage Qualified Opportunities to Closure
• 3. Communicate effectively with Decision Makers

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1. Qualify -- 2. ManageQuality Proximity
Revenue Predictability
Markets

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3. Communicate EffectivelyBuyer Views
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Real-Time Sales Guidance

• Rules-based guide through best practices
• 7x24 Analysis of Opportunities
• Each Opportunity is analyzed to determine if the
  Rainmakers best practices are being followed
• Sales rep is provided with prompts and
  suggestions to improve their likelihood of winning

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Revenue by Phase All Solutions
Drill-Down
NOTE Highlighted cells illustrate the following
conditions CAP Score of 50 or less DRM No
ATB No.
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Sales Cycle Analysis by Step
For a Win, Selling Solution X
Days to complete each sales step (Example
start to completion of 1a 4 days)
Days from the completion of each sales
step to the close date? End of 1a to Close 74
Days
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Profiles in Action
Winning Profile
89 Winning In 23 Days

• Predictability
• True Probability of Close based on statistics

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Sales Coaching

• Compare progress through the sale with the
  Rainmaker to identify coaching areas for each rep

Potential Coaching Areas
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Operational-ize Sales Project Management Process

• Best Sales / Project Management Practices
• Identify and capture Clients Best Practices
• Automate and deliver to entire sales force
• Incorporate existing sales and project mgmt
  materials
• Track, Measure and Analyze Sales Project Cycle
• By Account Manager, Solution, Market, Competitor
• Single Forecast based on statistical history
• Capable of managing multiple sales processes

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What RainMaker will Deliver to Account Managers

• Best Practices of top producers
• How to pick the best opportunities to pursue
• What are the fastest, most effective steps to
• Close a sale
• Manage a Project
• Real-time Sales Mentor
• Rules engine provides reps with guidance to
  improve their position in each sale based on best
  practices
• Quarterback Game Plan
• Team based sales assign and track assignments
• Simplified Forecasting
• Centralized Pipeline / Forecast based on Client
  metrics

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What RainMaker will Deliver toSales Management

• Improve Sales Productivity
• Objective qualification scores Account Managers
  pursue opportunities with highest likelihood of
  success
• Best practices for action steps to complete sales
  process and manage the project
• Improve Forecast Account Plan Accuracy
• Based on Clients best practice metrics and sales
  methodology
• More accurate time line to closure for each
  opportunity
• Sales Performance Analysis and Coaching
• Analyze each opportunity for each rep vs. best
  practices

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RainMaker Position

• Best practice sales methodology
• Interface with SFA
• No duplicate data entry
• Real time sales guidance
• Where can you make adjustments to improve
  likelihood of success
• Enhanced Revenue Predictability
• Using Clients metrics

Sales Methodology
SFA / CRM
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Maximize Client Yield