Sales Productivity

1

• Sales Productivity
• Services for IT Companies

ROI Management Presentation
2
About TSL

• Founded in March 1999 by
• David English ( Formerly at IBM, USA)
• Mike Kelly ( Formerly at IONA Technologies,
  Ireland)
• Investors BDO Simpson Xavier and Enterprise
  Ireland
• USA EMEA Operations
• 55 Staff
• Multi lingual ( 7 languages )
• Blue Chip client base(7 / 20 Top Technology
  Corporations).
• Focused on helping IT companies sell.

3
Our Clients
4
ROI Management The Goals

• Close any obvious sources of ROI leakage
• e.g. leads not followed up, long term leads not
  nurtured.
• Identify and test other potential sources of
  leakage
• e.g. focusing on weak segments working with
  weak channel partners.
• Report on current ROI.
• Benchmark this against industry standard ROI.
• Identify areas for potential improvement.
• Continuously tighten up the process.
• Ultimately, continually increase the ROI.

5
ROIM Tracking Performance Productivity
PRODUCTIVITY
TRACKING
PERFORMANCE
6
Closed Loop Management

• Mainly focused on the Tracking element only.
• Tracks Nurtures Leads
• Tracks overall lead value
• Reports on lead status
• Doesnt go far enough into the sales cycle.
• Ignores Performance and Productivity elements
  of ROI.
• No in-built methodology to improve performance
  over time.
• Often just glorified spreadsheets.

7
ROI Management Lead and ROI Focused

• Tracking
• Tracks and nurtures leads
• Tracks overall and sponsor lead value
• Reports on lead status
• Performance
• Identifies which reps channel partners are
  performing.
• Evaluates performance against industry standard
  benchmarks.
• Productivity
• Identifies segments where leads are coming from.
• Identifies why you win or lose deals.
• Identifies sources of leakage of ROI.
• Proposes potential solutions to these problems.
• Consistently finds ways to improve sales and
  marketing productivity.

8
Sales Pipeline Value
Factoring
Sales Activity

Cold Sales Prospecting Activity
Probability to Close
LEAD GEN
Suspects Cold targets
0
20
Money Authority Need They are doing something
Qualified Selling Activity
40
ROIM
Verified Contender Fit Jointly Engaged in Sales
Process
60
Competitive Selling Activity Differentiation of
product offering
80
Proposal Acceptance Compelling Business Case
100
Signed Contracts
9
Best Practice in ROI Management

• TSL has specialised in this area longer than most
  other companies in EMEA.
• TSL both develops and learns best practice in
  this area by working with so many of the top
  technology companies.
• Many of the earliest practices come from our
  Boston office. The US still has the most
  developed market for this area.
• Only TSL can bring all of these benefits to your
  company generating best practice for you. With
  TSL you get tomorrows paper today!

10
Enterprise Prospecting Solutions for IT Companies
10 High Street
Soane Point TSL House
Boston, MA 02110
6-8 Market Place Burrin Street,
USA.
Reading, RG1 2EG Carlow, Ireland
877 258 7703
0800 085 4005 1800 200 499
www.tsleads.com
 
11
SAMPLE REPORTS
12
Segment Analysis

• Leads are coming from Directors of Operations
  and Customer Service
• at larger companies.
• Drop Segments 1 and 3 for next Quarter.

Return to Slide
13
Channel Partner Analysis
Return to Slide