Sales Transformation Roadshow - Playa Vista

Learn how you can digitally transform your sales team to reduce turnover and increase productivity / ROI.

Transcript

1. Sales Transformation Roadshow Google Playa Vista May 24, 2019 Los Angeles - New York - Boston - Chicago - Atlanta - Austin - Orange County
2. Business Case for Sales Transformation with Google + CRM + VoIP + Data
3. Google Cloud AI G Suite Communications CRM Chromebooks
4. Traditional Cost to Staff a Sales Team 19 Months Average Sales Person Tenure 10+ Months Ramp up Time to Hit Sales Numbers 57% Reps Miss Hitting Quota
5. Traditional Cost to Staff a Sales Team Base salary $48k Bonus $7k Profit sharing $3k Commission $15k Subtotal $73k Benefits / Healthcare ~20% Total Cost / Salesperson $88k / year
6. Traditional Hiring Process 94.7 Days Average to Hire New Sales Employee $50k / Year Average Internal HR Recruiter Salary 3 Months Opportunity Cost
7. Traditional Training Process Requires additional resources including: ➔ Sales Management Involvement ➔ Current Sales Team Assisting ➔ Travel for Seminars / Training Sessions ➔ Participating with Sales Cycles as an Observer
8. Traditional Training Process 6 - 9 Months Average to Onboard New Sales Employee $25k Average per Salesperson During Ramp Up 3 - 6 Months Opportunity Cost — Lost Sales
9. Traditional Equipment & Sales Tools Laptop + Apps $1,300 to $1,900 Phone (Landline + Mobile) $480 Software CRM License $3600 Other Overhead Apps $1,000 IT Support to Implement / Train $500 Total Cost Per New Hire Annually $3,000 to $7,000
10. Traditional Office Space Costs Open Space Workstations 60 to 110 ft2 Sales Manager Office 150 to 250 ft2 Lunch/Break Room 75 ft2 + 25 ft2 per seat Work Room 125 to 200 ft2 Conference Room 50 ft2 + 25 ft2 per seat Halls/Corridors 20 - 30% of usable area
11. Traditional Office Space Costs ➔ Examples of cost per sq. ft. ◆ $1.74 ft2 / month in Atlanta ◆ $3.32 ft2 / month in Los Angeles ◆ $6.16 ft2 / month in New York City ➔ Average 1,000 ft2 for 2 People ➔ 300 ft2 per person thereafter
12. Traditional Office Space Costs $10,800 / Year Average Cost for Office Space per Salesperson $8,000 / Year Additional Spend (Utilities, Supplies, Parking)
13. Traditional IT Support Cost (Shadow IT) ➔ Purchase, Configure and Maintain Equipment ➔ Support Associated Systems and Applications ➔ Upfront Investment + Time + Resources ➔ Average Salesperson IT Cost: ◆ Estimated 15 hours upfront— $$$ ◆ Estimated 5 hours ongoing — $$$
14. Traditional IT Support Cost $25 - $32 / Hour Average IT Hourly Rate $500 Average IT Cost to Onboard a New Salesperson
15. Traditional Cost to Staff Sales Org Description Year 1 Year 2 Year 3 Salary $88,000 $88,000 $88,000 Recruiter Fee / HR costs $10,000 Training $25,000 Equipment $2,000 Office, Facility & IT Support Costs $20,000 $20,000 $20,000 Total Hard Costs / Year $145,000 $108,000 $108,000
16. Traditional Cost to Staff Sales Org $360,000 Total Lifetime Investment in a Salesperson $120,000 Average Annual Spend per Salesperson
17. Traditional Model Recap + ROI $360k Total Invested to to hire, train and provide an office $876k Generated Sales based on 3-5x expected quota $516k / 143% Return on Investment over a period of 3 years (48% YoY) ➔ The model that most companies rely on to operate and justify their continued deployment
18. Inefficiency + Opportunity Cost ➔ Loss of revenue when salesperson leaves, position is open, and replacements are trained ➔ Time spent working with typical CRM applications not necessary and reduces productivity ➔ Software adoption doesn’t meet target objectives due to lack of support, tracking or training
19. Opportunity Cost Lost Revenue During New Hire Process 3 Months Average Time Spent Hiring New Employee 3 - 6 Months Average Time on Training and Ramp Up -$165,000 / Year Estimated Lost Revenue from Hiring & Ramp Up
20. Opportunity Cost Removing Inefficiency from the Sales Process 2 - 3 Min Average Time for Employee to Log an Activity 20+ Hours Average Time Spent per Month -$50,000 / Year Lost Revenue from Reduced Productivity
21. Traditional Cost to Staff Sales Org (Revised) Description Year 1 Year 2 Year 3 Salary $88,000 $88,000 $88,000 Recruiter Fee / HR costs $10,000 Training $25,000 Equipment $2,000 Office, Facility & IT Support Costs $20,000 $20,000 $20,000 Subtotal Hard Costs / Year $145,000 $108,000 $108,000
22. Traditional Cost to Staff Sales Org (Revised) Subtotal Hard Costs / Year $145,000 $108,000 $108,000 Opportunity Costs Year 1 Year 2 Year 3 Lost Revenues During Ramp up of Hiring New Staff (6 Mos) $165,000 Lost Revenues Due to Systems Inefficiency $50,000 $50,000 $50,000 Total Costs / Year $360,000 $158,000 $158,000
23. Traditional Model ROI (Revised) $675k Total Invested to to hire, train and provide an office $876k Generated Sales based on 3-5x expected quota $200k / 30% Return on Investment over a period of 3 years (10% YoY) ➔ When opportunity costs are factored in, we see significant reductions in ROI
24. An Alternative Approach
25. An Alternative Approach ➔ Remote Working results in less office space, reducing overhead, rent, utility and parking costs ➔ Streamlined IT costs resulting in reduced training time, resources, and downtime ➔ Utilizing a cloud-based deployment models and use of a dedicated service provider accelerate issue resolution ➔ Equipment options are less expensive with Chromebooks; integration and configuration processes virtually eliminated
26. An Alternative Approach — ROI Description Year 1 Year 2 Year 3 Salary $88,000 $88,000 $88,000 Recruiter Fee / HR costs $10,000 Training $25,000 Equipment $1,000 Office, Facility & IT Support Costs $10,000 $10,000 $10,000 Subtotal Hard Costs / Year $134,000 $98,000 $98,000
27. An Alternative Approach — ROI Subtotal Hard Costs $134,000 $98,000 $98,000 Opportunity Costs Year 1 Year 2 Year 3 Lost Revenues During Ramp up of Hiring New Staff (6 Mos) $165,000 Lost Revenues Due to Systems Inefficiency $0 $0 $0 Total Costs / Year $299,000 $98,000 $98,000
28. An Alternative Approach — ROI $495k Total Invested to to hire and train $876k Generated Sales based on 3-5x expected quota $380k / 72% Return on Investment over a period of 3 years (24% YoY) $675k Total Invested to to hire, train and provide an office $876k Generated Sales based on 3-5x expected quota $200k / 30% Return on Investment over a period of 3 years (10% YoY)
29. Building a Beautiful Operational Sales Model
30. Google Cloud AI G Suite VoIP Telephony CRM Chromebooks
31. Prodoscore Vision of a Fully Integrated Sales Stack Email Collaboration Suite Emails, Calendar, & Docs published to CRM Unified Communications Call automatically logged and captured to CRM CRM Data centrally stored and accurate activity reports Simple Easy Actionable AnalyticsTM
32. Everything You Need to Increase Productivity in One Simple Dashboard
33. A Simple Score to Measure, and Rapidly Improve Employee Productivity
34. Correlations Powered by Google Cloud AI Natural Language Processing
35. Uncover How Employees Use Provided Tools SMS
36. Visualize Usage and Ensure Return on Your IT Investments
37. Technological and Cultural Transformation with Google Cloud
38. VoIP Telephony CRM G Suite Chromebooks Google Cloud AI
39. Connect: Reach your colleagues, wherever they are. Create: Everything you need to bring your project to life. Access: Store files and find what you need. Instantly. Control: Manage users, devices and data securely and easily. Evolve the enterprise
40. Project Everest Campaign City Ideas Projec t Everes t Campa ign City Ideas Real Time Collaboration Teams work better together, wherever they are
41. Remote teams work just as well as if they were face to face A constant stream of communications Hangouts Chat Whiteboard re-imagined for the Cloud Jamboard G Suite Work from Anywhere, on Any Device
42. Security Is Everyone’s Job! Security checkup provides self-service ability to audit one’s account However, many organizations haven’t promoted these tools to their users Ongoing security training for phishing attacks, preventing malware infection, and reporting spam/phishing
43. 2-Factor Authentication Phishing continues to affect the industry “The FBI's lack of two-factor security alone may be the reason why systems were breached.” Google 2-Step Verification adoption is lower than expected ➔ Friction in enrollment ➔ Mobile device requirement ➔ User training ➔ Opportunity cost of being hacked vs the price of security keys SSO SAML 2.0 ➔ Doesn’t leverage Google authentication features, such as log-in challenges, 2SV, Security Keys, and so on One-Time-Passwords are more secure than just passwords, but Security Keys are even better
44. Google Chrome Speed Simplicity Security Shareability Powerful, affordable and easy-to-manage professional-performance devices for business.
45. Google Chromebooks — Speed Speed Boots in seconds Fast out the box Faster over time Optimized for the hardware Designed for the cloud
46. Google Chromebooks — Simplicity Simplicity Chrome sync All your data backed up Easy to manage and deploy Easy to share and replace
47. Google Chromebooks — Security Security Verified boot TPM chip Encryption Sandboxing Automatic Updates
48. Google Chromebooks — Shareability Shareability Cloud-based profiles Easy to share Public Session Choice
49. Google Chromebooks — Productivity Browser: Support employee mobility with browser sync across devices and manage extensions to give users the right tools Managed Google Play: Deploy private and public mobile applications via the Google Play store (beta) to managed Chrome devices Virtualization: Application or workspace Virtualization through enterprise partners
51. Redefining Communications with Vonage Business
52. Google Cloud AI CRM G Suite Chromebooks VoIP Telephony
53. Unified Communications Programmable Communications Contact Center Vonage Global Carrier Network Public Cloud Infrastructure
54. Click to Dial directly from CRM
55. Screen Pop Out in Google Chrome
56. Log Sales Activity to CRM
57. Automatic Call Logging
58. Robust Mobile App
59. Bring Innovation to Your Business with CRM
60. Google Cloud AI G Suite Chromebooks VoIP Telephony CRM
61. Seamlessly Connect Deep integration of Salesforce Work Smarter More powerful employee intelligence with G Suite integrations and Prodoscore
62. Industry: Communications Country: United States Challenge The cloud communications provider sought a productivity solution that would bolster collaboration and easily work alongside internal resources including Salesforce. Collaboration & Productivity: Creating a productivity ecosystem G Suite is used for daily work and is compatible with Salesforce, productivity manager Prodoscore, and other apps. Vonage uses in-app behavioral data to quantify productivity and integrates Cloud Natural Language to measure the effectiveness of sales messaging. Creates 20% increase in staff productivity by introducing visibility through G Suite Simplifies management visibility of daily activity to help ensure consistent G Suite adoption and use Builds team confidence with Cloud Natural Language to focus on sales opportunities and consistent messaging "Using Cloud Natural Language, we can understand what sales reps are saying, doing, and promoting much faster and clearly than before, which helps people and teams perform better." Reggie Scales, SVP Mid Market and Enterprise Sales, Vonage In partnership with:
63. G Suite CRM Integration Gmail Add Ons Gmail contextually surfaces apps based on messages you receive
64. Automatic Logging to Salesforce
65. Salesforce Sidebar directly in your inbox
66. Email Tracking & Read Receipts
67. + ➔ Sales activity from G Suite and Sales Cloud will be available in Prodoscore for use of coaching, proactive management and employee retention ➔ Sales Employee data from Prodoscore will be visible in the Cloud reporting UI ➔ Employee profiles created in Prodoscore will be available in the cloud and via email ➔ Sales Employee activity from G Suite and Sales Cloud will be available in Prodoscore for use in measuring employee productivity + +
68. Your Complete Services Solution with UpCurve Cloud
69. Google Cloud AI G Suite Chromebooks VoIP Telephony CRM
70. Deliver the Right Technology Solutions at the Right Time
71. Seamless Integration Between All Your Business Apps
72. Help Businesses Align Technical Support & Business Strategy
73. Brings It All Together