hello and welcome on this webinar about managing your KPIs now this webinar will not only talk about managing your KPIs but as well about how can you improve each of the KPIs we will be looking at later in this session now the ultimate objective of this webinar is to sensible eyes our partners and make them see how they can significantly improve their total audio or do revenue potential by making small changes very small changes that ask or the demand no budgetary investments there will be some time investment in there but again it's only small easy to implement and implemented changes now the five KPIs we will be looking at today are basically just common sense KPIs are the KPIs that every entrepreneur every line of business manager every company owner should have and should be looking at and should be measuring basically so my first KPI is about ok how many leads do i generate every month my KPI number two is about okay what is the conversion rate from elite in to an appointment so basically this KPI here will give me a clear indication on about okay what is my my performance of the telephone how good am i over the telephone or how good am i in putting forward a value proposition in a telephone conversation so so that I can catch interest - with whomever I'm talking with over the telephone so that he asked me to come over auto so that he accepts my demands for a meeting my KPI number three is about what is the conversion rate from an appointment into into a proposal so once I am there physically present in the room with that person or with these people yeah how good is my in creating interest creating enthusiasts what is the quality of my demo etc etc okay my KPI number four is about what is the conversion rate from a proposal into a contracts and then last but not least my fifth KPI is what is the average size of projects lately I added a six KPI there was the average pre-sales days we may need to have a look at that as well yeah but for the time being and we may come back after that on that point later but for the time being we will just focusing on these five kpi's now as I said earlier it's not only about okay what are these KPIs and what is your reality today but as well each of these KPIs will be looking ok how can you make slight improvements and then my whole point for this session is make you see how all these little slight improvements add together how they significantly increase double triple even your revenue potential with auto ok just for the sake of the example here yeah I will write down exactly the same number as is there before well let's let me first and come back on this point here before I move any further so what is basically it says here is that and I invite you to do the exercise for yourself of course but if this were your reality in other words if your average amount of leads generated every month is 4 and if your conversion rate from a lead-in to an appointment were 40% so basically you would be making 1. 6 appointments per month if that were the case and if my conversion rates from up or if your conversion rates from an appointment into a proposal were 60% if that's your reality today basically you would be making not even one proposal per month you're almost a proposal per month zero point nine ninety six and if the conversion rate from a proposal into a contract were forty percent so basically you would be sending making one prop one culture you would be signing one contract every three months as you see here on average camp since it's 0. 38 per month and basically the total conversion rate from the leads from right in the beginning from these four leads from a lead into a contract would be nine point sixty percent in that particular case now and if KPI number five your reality was that the average size of projects that you have our projects of fifteen thousand built total bills were a month well if that were your reality today well then your total all the revenue potential over the year would be sixty nine thousand euro now you can ask yourself about the question what is that enough and what and and also depending of the number of people that you have to pay in your company but in most of the cases the answer to that question would be no yeah that's definitely not enough so again and and and these are real life numbers it's not just random numbers that I've put in here so over the like yeah one and a half two years ago I did that exercise with 30 partners so and the averages that you see here is the averages that I got out of this couple handful 30 partners so and the the conclusion for most of the poems I have been talking about it was yes this is indeed not enough so we have to do something about it okay now and here is the point what we will be looking at them one by one but here is the point where I wanted to put that number now still 69 thousand 120 you know so I keep it there as a referral so we we remember later what was in them know what I'm gonna show you is exactly what I said in the beginning is how these very very small changes and I will on purpose I will make it very small and realistic so that you don't have the feeling that okay this is not realistic this is overblowing thing this is proj making projections based on nothing etc etc yeah so we're gonna keep it a prayer and and unrealistic okay now provided that the average leads of months that you would have would not be for but through a couple things techniques tricks that you can we will be discussing later that you this amount will go up from 4 to 7 well as you see it's not a big deal right so I'm not going from 4 to 15 or of things for the time being we keep it small from 4 to 7 and I think you can have the feeling about ok that's reasonable this is achievable okay now and provided that from a couple of techniques that we will be talking later as well you get a slightly better of the phone you get better in creating interest over the telephone and that the amount from lead into an appointment would go would go up well and up well we can reasonably say well this could go up from 40% to let's keep it again 55% yeah again not really really big changes ok now so basically if that were the case you are already making almost four appointments every month so that's already changed with what was there before now provide that attic conversion rate from an appointment into a proposal would go up again well 60% is quite a fair amount here yeah so we won't increase that number too much so therefore again keeping it realistic I'd put it at 65 okay no big deal now provided that the conversion rate from a proposal into a contract would go up as well because you applied things that we will be discussing later well and would go for 42 again 50% again and just for the sake of this example I will keep the average size of projects the same 15,000 well you can already see in here what happens yeah we already moved from 69,000 to 225,000 and by applying very very small improvements small changes now to the question how how can you achieve an increase let me control zeebee a couple of times so I get back to the beginning now let's look at the first KPI the average leads generated per month now when I had this discussion with these 30 partners in and and these 30 powers walk sort of complaining about having only four leads per month the first thing I did was telling them okay let's have a look at the read at your website and then I went over to their website and I was clicking whatever their website was I was clicking all around on their websites click-click click-click all over the place and at some point I had to ask them okay but where is your lead trigger I couldn't find any lead trigger right from their website of course everybody has the contact page yeah but as you know nobody uses it or that's not an lead generation page and so or not enough as a lead generation page so because this may be the foliage that you have per month on average here from that contact page but that's definitely not enough so again I saw no lead triggers on on their page now we consider via to do we consider ourselves as a best practice in the because we generate like 400 leads every day of course we have the authority of the editor etc etc but still it doesn't cost us a dime doesn't cost us a euro in marketing and still we generate that that amount now basically there are two to no even three simple things that you can do here very very simple things again with almost zero well on zero at all investments well some investment in time definitely but really minimal again first thing you can do yeah if I will go on your website and why not have on your website a big button somewhere or big scroller thing that says try me out on that exact page where you talk about demo and sorry about audio why not have a big button that say click and try or try me or whatever you you name it but and and and this is something you can do you can do it the hard way or you can do it the easy way or the hard way would be okay you have your own server running with your own demo instances etc etc that would be the hard way you can even make your life easier why not directing or redirecting right from that button people to the demo page yeah you are not lying you are providing exactly what they asked for there's for demo there is the demo you know now before they do so well before they navigate away basically from your website to our demo page if that's were the way that you would do it well then of course there would be that first lead generation page so you will ask for the name and address and telephone number at least name address telephone number and you can even expand it to a little bit more information you have the size of the company or and such and such but already these three will will do a lot yeah and so this is one thing again it's no big deal just go to your web page make created button that links to a lead generation page somewhere where the people need to identify themselves and then lead them to the auto demo that's one a second thing you can do is you may know the all do PDF books that we have now there are a little bit outdated in a sense that still talked about open ERP but I mean the basic principles of what these books tell are the same whether or not there are somehow linked to two versions of the software etc but still its main processes that are explained but one is is well the least linked to the version we are talking about and because there's no process and workflows and such involved in that is the one that talks about the comparison ASAP versus Auto so if you go on our web page and you look at documents or the documentation you will find that PDF book right there now this is of course a hot topic everybody likes to compare ASAP versus odoo or open you open yuppie so why not have on your web page again that nice banner that says free ebook here will do vs s AP it's a it's attractive it sounds interested and people will click on it somehow but before you deliver that PDF page of course you will have a you will first have had your your unique generation page yes that's the second thing you can do something else that you can do but this is then so that's a third points but and this is very dependent thing from well how present you are on social media and and the number of visits you have from your web page because of course you want you won't generate 30 leads per month by our web page if you have 20 visits you know so so therefore it's important that you put everything that we tell here today in this session that you you apply well adapt that or you apply your own reality with with the metrics that you have with things that you know yeah but still I think for leads I mean I I do hope that you you have more than than than four or five visits per month on on your webpage yeah so this should not be a problem here okay so yeah that was that my third point is what you can do as well it's like some partners do let me show you one example of a partner or the Axis powers for Belgian of France dot FR i think.
com maybe sorry no taxes. com let me just connect to a right network here sorry about that okay products is gone okay okay so this is a friendship but nevertheless if you look here so this is one of our partners go partner Belgian France now if we look at agenda here you will see that here functional demo or do v8 on February the 19th over two days they do compare as well but basically my point here is and from all taxes from my contacts with all taxes I know that while they do this on average once per month well at least once per month there are a couple months that they have two different sessions but also with a different topic one could be more one module more in particular but here is a general functional demo v8 now what I do know or what I do remember for my past conversations last year with uh taxes is that this by doing only this they were generating somewhere around 12:15 new leads every month now add this 12:15 and talking about these four and and well and there there is already that big difference here if I would make this sixty instead of four well you already see the impact on your audio revenue there or your potential of course yeah but for the time being we kept it as I said we kept it realistic we didn't go from four to sixteen we just did some small improvements 7/8 should be very fair to achieve now the thing is well if you just think about that again provided this video with your sorry reality for leads per month well try to imagine in your reality with the number of visits that you know do you have on your webpage okay what could a combination of these three what that could be in terms of regeneration yeah if you had a demo a big button saying free demo here another big button saying a free ebook PDF ebook here I said P versus open ear piece audio and a total one that where you would announce on whatever social media that you providing a demo there well you can try the demo once or twice if you see that it doesn't attract people and that you are spending a lot of time with maybe one person in the room etc okay you know that you have to give up on that but at least you've tried it and and even at one or two leads that you only create two months from doing that could already be the difference you're looking for here in this first KPI okay so here I would definitely say as an action point for you do it yeah so this is something you can do as from tomorrow and that will take you one hour to two to put there to implement and and you're already improving okay now my second KPI now again and then from talking with these bonuses and trying to analyze how that comes yeah why is that because 40 percent is already a fair amount here I mean over the averages that I've been talking with I had partners reporting to me like 20 percent 30 percent etc these are very low averages of of course now there is basically only one reason for that because the only tool you have the only interaction you have with the other person is a telephone yeah so there is no Rob sorry there is of course verbal communication I mean there's no body language involved you may have as much charisma as you as you as you want but it doesn't show over the telephone you so everything has to be in this set that one sentence or these couple sentences that you use your voice you're at 2,000 and and basically the content of what you're saying right up front remember that cliche about okay having only one chance to make a first good impression while that's exactly what happens over the telephone yeah if you if you mess it up right from the first sentence you are done yeah and then everything when you say after that first sentence will be unhurt yeah and listed add already the ear collapse the ear closes so so you you have to find the right words just to write from the start from the first words of your sentence to to keep that ear open yeah and to to to to create that interest and and keep people listening at you because you are different yeah and that's the hope the whole point I want to make here you are different now because what you have to understand as well and especially I know that a lot of our partners have that technical background not that much that sales background and therefore they see the telephone as a hurdle as a very uncomfortable sales tool which it is actually yeah it is it is if you're not used to it and even experienced salespeople or a lot of experienced salespeople they don't like to work with the telephone because that's not the selling style their cell from the body language the charisma the smile on their face the enthusiasm they show etc all these things that they can not show or not show as good or all the tools they have they cannot use over the telephone ya know so we have to understand people in companies are decision-makers in companies they have a couple telephone of course every single day from a guy trying to sell them something or trying to have them an appointment with them to show them something they have that couple times per day now especially an even worse if we would talk about an IT manager an IT manager he has like 15 calls every day with and they and it's not only about the 15 calls but it's these 15 calls they all start the same way basically everybody starts with hello my name is Sandro I'm working for that company I would like to have an opportunity to meet you because blah blah blah blah blah and what comes after that is basically they're saying because I think I have a pro on the front product yeah that may be that may interest you but already they take the first part of that of that sentence hello my name is this one I'm working for that company I would like to have an opportunity to meet you because blah blah blah but it's it's wrong yeah I mean it's not wrong as such it's a correct phrase grammatically spoken and but it's just that it doesn't create interest because exactly the same sentence just with another name and it has been heard five times already today and ten times yesterday and ten times the day before yeah so from the first thing the air already collapses and he's already not listening or is already bored so there is one thing one sentence that I used in the person that helped has helped me at least two to two to have a different conversation about triggering a different conversation so a different trigger creates a different results yeah and instead of having the trigger and this one from that company I would like to have an opportunity to meet you yeah I used a completely different phrase the phrase that I was using is was hello my name is Sandro from auto well you and I haven't talked before but the reason why I'm calling you is because over the last six months I have been talking with people in your position and and basically in your position I was then referring to their position as a and each HR manager of an IT manager whatever there were but listen to the difference of introduction phrase yeah and then what comes after comes after but already this is already a world of difference it's up it's only other words but I did this only these other words make a world of difference between hello and this one from that company I would like to have an opportunity to meet you and and here you have now the sentence hello my name is sunroof but you still present yourself of course my name is Sandra from auto well the reason why I'm calling you is because of the last six months I have been talking with people in your position yeah and and then you can continue so here he's he keeps tim listening yeah from that point well you do reference calling basically i didn't mention that before but what you also will need to do is you you need to prepare a reference that you know that or do has well either best case it is your own reference of course and it's something that you do you did and that you can refer to if not if you don't have references yet you can refer you wouldn't be lying if you would say that although this did this or that you are just representing oh do or you're just a spokesperson for although in that case yeah but you're not lying and so and and let me take a very concrete example here if you know that you or auto has helped an HR sorry a services company or an HR manager at a services company dealing with their timesheets yeah they had a timesheet issue so they they had a lot of consultants on the road timesheets were sent in different formats or and and not consolidated etc etc resulting in at the end of the month customers not being invoiced on time so loss of revenue within a given month etc etc well this type of classic problems yeah so if if we did such a project project and actually we we did well then you you're prospection call or your your reference call would be exactly that and your sentence would then go like this hello my name is Sandra from I'll do well you and I haven't talked before but the reason why I ink on you is because over the last year I have been talking with other HR managers in companies simple similar to yours now the issue that they have been reporting me was their difficulty of managing their timesheets effectively resulting for example in loss of revenue invoices not single time and etc etc well I'm pretty sure that you do recognize these these problems since since you are well an HR manager as well in in a services company as well now my question is well how did you solve that problem and and if not if you would be interested to hear how we have been solving that problem for your peers so that's basically the story I'm telling it to you a little bit like I mean and structural like this but typically you would prepare your call you would have a script etc etc I'm just giving you a random example here yeah but this would then be the type of conversation that you would have so you would first have a better introduction phrase that keeps interest open and then you would refer to something that has been done because you assume somehow or you suspect him to recognize the problem and have that same problem okay so this is KPN how you could possibly improve your KPI number two my conversion from our leads through a telephone call into an appointment yeah getting me interested off to say okay come over I want to know about it okay so this is then how you could can then improve this from 40 percent from - well 50 55 60 maybe even 70 percent who knows then comes KPI number three from a conversion rate from an appointment into a proposal so you are there and you have to create interest and interest enough well not only interest with interest and enthusiasm and you also have to provide a clear understanding that the problem they have been reporting to you well this is the answer to that problem and once that is understood and then everybody agrees on that then you that's where you can move forward to a proposal oh that's where you will be asked for a proposal now when it comes to proposal basically the answer on the API number three and four there is one answer for that and that answer is gap analysis it's as simple as that why first of all let's look at the appointment structure so we add or do all our salespeople at although they all always keep the same appointment or the same meeting structure basically there are three elements in them first element is a conversation a qualification conversation where we ask all the valid questions and with so to make sure that we clearly identify the pain that we clearly understand the cost of that pain etc etc yeah so and once we have a clear understanding of what what their pain is what I want and what answer they are looking for okay then comes the second part that's the demo we always show the software or do is no slight we're all do is software the software can be shown so and it's true the software that we are always create already the software of all the demo part is already 50% of the enthusiasm because from the demo it's where they will see that it's flexible its user-friendly it's easy to implement it's modular etc etc so that's part number two and then part number three we always end the meeting with showing the gap analysis or showing what it stands for whether they ask it or not we do it yeah because we well if they don't ask it is it simply means that you didn't create interest because that would mean that they then at some point during the meeting then then don't ask you okay this was interesting how much does it costs Oh what is the next step could be yet another question a typical question now to the first question how much does it cost the the answer is I don't know what is the impact on our organization I don't know how big is the fit with my business I don't know you know so we never know unless the answer is always I don't know unless and and it's unless we had the opportunity to perform a gap analysis and it's true that gap analysis that you will have all the answers on your questions are basically on the on the first question you have how much does it cost well I will only only answer through a gap analysis because what I could do like many others do I could give you like a an estimation based on I don't know what couple parameters that you're giving me and some rule of thump assumptions and such and such well that's basically what you ought to do as well Microsoft will do that and and business one guys will do that and the Salesforce guys will do that etc everybody does that but you also it's also you know important that you understand that this is only an estimation and most of them are even bad estimations you from this estimation you you think you know what the budget is you think you know what the impact is and then it's 70% more than you expected that's not what we do yeah we don't write to make that type of estimations with we prefer to provide a correct answer right you know right from the start what you're going for in terms of impacts cost timeline etc etc so and and why is that improving the conversion rate from an appointment in a proposal why would that increase that because simply by from my own experience by if you show the gap analysis and it the gap analysis well explained or the value of the gap analysis is well explained but it just cells and and from my own own experience as an account manager and as a sales manager at auto from the couple times or from each time that I had the opportunity to go along with a partner to a prospect visit or I did some prospection myself well and where I have been showing the gap analysis seven out of ten times I had a spontaneous reaction from the room like that's what we need yeah that's what we're looking for so again it sells show it explain it well explain the value show the difference with the old proposes they may have on the table tell them we are not talking about the same proposal proposals they have on the table our proposals where they whoever the editor is they have been defining the rules of the game they are defining what's included in the proposal I was not it's a box of Pandora now there are it's full of surprises you gonna want something it's it will not be in there yeah change whicker's change your case change request and that's not our proposal mr.
