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August, 2010
SAP Customers Support Sales-Effective Processes and Technologies with Enhanced Data Analysis
In a number of recent Aberdeen research studies focused on sales Analyst Insight effectiveness, the importance of providing both sales and corporate leaders Aberdeen's Insights provide with real-time, customizable intelligence about their business has repeatedly the analyst perspective of the proven to be a Best-in-Class attribute. Combining a number of research as drawn from an contemporary technology tools with strong analytical capabilities helps aggregated view of the these top performers achieve better business results; this Analyst Insight research surveys, interviews, addresses the trends among SAP's customers in adopting these practices. and data analysis. Research Background Across multiple Aberdeen research data sets, Best-in-Class organizations The Sales Intelligence Best-in-Class have demonstrated a significant emphasis on providing sales leaders with better information in order to make better decisions. In the February 2010 In December 2009 and report, Sales Intelligence: Preparing for Smarter Selling, for example, top January 2010, Aberdeen performers were twice as likely as Laggards (67% vs. 33%) to deploy surveyed 528 end-user dashboards and other visualization tools that allowed Customer organizations to understand Relationship Management (CRM) views to incorporate key prospect and how the top performers among them used sales customer data. Ninety-three (93) of the study's 528 survey respondents intelligence to improve indicated that SAP is their CRM provider, and their performance, as corporate performance. The indicated in Figure 1, was stronger than that of other companies across a metrics used to define the number Key Performance Indicators (KPIs). Best-in-Class (top 20%), Industry Average (middle Figure 1: SAP Customers' Performance 50%) and Laggard (bottom 6600%% SSAAPP ccuussttoommeerrss AAllll ootthheerrss 30%) among these teams 6600%% showed that the top 5500%% performers achieved: 5500%% 4466%% ? 52% of sales reps currently 4422%%ee 4400%% achieve annual quota, vs. ggaatt 44% and 26% for Industry nneecc 3300%% Average and Laggard firms. rree 2255%%PP tt 2211%%nn ? 9% average annual eerr 2200%%rr improvement (decrease) in uuCC the time spent by sales 1100%% reps searching for relevant company/contact 00%% information, vs. a 1% TTeeaamm RReeppss LLeeaadd decrease and a 5% aattttaaiinnmmeenntt aacchhiieevviinngg ccoonnvveerrssiioonnooff qquuoottaa qquuoottaa rraattee nn == 552288 Source: Aberdeen Group, February 2010 © 2010 Aberdeen Group. Telephone: 617 854 5200 www.aberdeen.com Fax: 617 723 7897 SAP Customers Support Sales-Effective Processes and Technologies with Enhanced Data Analysis Page 2
In the June 2010 report, Sales Forecasting: Analytics to the Rescue!, SAP CRM The Sales Forecasting Best-users were 23% more likely than firms not using their solution (49% vs. in-Class 40%) to deploy sales analytics solutions, which in turn were proven by In April and May 2010, previous research for Optimizing Lead-To-Win: Shrinking the Sales Cycle and Aberdeen surveyed 422 end-Focusing Closers on Sealing More Deals (May, 2010) to yield measurable users to understand how the improvements in key selling metrics (Figure 2). top performers among them deployed sales analytics and Figure 2: Sales Forecasting Deployment Yields Improved forecasting solutions to Performance improve sales effectiveness. The Best-in-Class yielded: UUsseerrss ooff ssaalleess ffoorreeccaassttiinngg ttoooollss AAllll ootthheerrss ? 12.6% average annual 7700%% increase in overall team 6622%% attainment of sales quota, 6600%% 5577%% vs. 0.3% and a 7.9% 5511%% 5500%% decrease for Industry 5500%%ee Average and Laggard firms. ggaatt 4411%%nnee 4400%% 3366%% ? 83% average forecast ccrree accuracy, vs. 77% and 44% PP tt 3300%% for Industry Average and nneerr Laggard firms. rruu 2200%%CC ? 9.1% average annual 1100%% increase in gross revenue per sales rep, vs. no 00%% change and a 4.8% CCuussttoommeerr rreenneewwaall TTeeaamm aattttaaiinnmmeenntt ooff RReeppss aacchhiieevviinngg decrease for Industry rraattee qquuoottaa qquuoottaa Average and Laggard firms.
nn == 447722 Source: Aberdeen Group, May 2010
Who Needs a Crystal Ball? Sales teams have long deployed CRM and Sales Force Automation (SFA) solutions to support a v... [download for more]
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