Selling Better Together - Webinar with Work.com
 

Selling Better Together - Webinar with Work.com

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Better sales performance means learning how to align sales teams around key goals, motivate them to achieve those goals, and provide ongoing feedback and coaching along the way.

Better sales performance means learning how to align sales teams around key goals, motivate them to achieve those goals, and provide ongoing feedback and coaching along the way.

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Selling Better Together - Webinar with Work.com Selling Better Together - Webinar with Work.com Presentation Transcript

  • $$ Selling Better Together How to Ensure Scalable Revenue$ Growth
  • Housekeeping Notes:1 Webinar slides + video will be emailed to all2 Interact with us on Twitter: #SalesPerformance #SalesPerformance
  • Your Presenters: Nick Stein Mark Roberge Director of Marketing SVP Sales and Services @Workdotcom @HubSpot #SalesPerformance
  • Agenda• The Problem in Sales Organizations Today• What is the Answer?• Implementation - Coaching - Diagnosing Issues - Development• Additional Resources• Q&A
  • What is the Problem?
  • People Work Differently TodayNew Work Realities: • Connected • Open & Collaborative • Real-Time #SalesPerformance
  • But the Way You Manage People is 50 Years Old Bureaucracy Fast Networks Painful Reviews Real-time Feedback Paperwork Social Alignment Old Way New Way #SalesPerformance
  • You Are Not Getting the Most from Your People Not Misaligned Demotivated Performing $300B Lost ProductivitySource: Gallup, “Employee Engagement: A Leading Indicator of Financial Performance” #SalesPerformance
  • And You See the Impact on Your Business 70% of sales reps leave because of a poor relationship with their manager $1M is the average cost of losing one core sales repPathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. #SalesPerformance
  • What is the Answer?
  • Onboard Reps Faster Social GoalsSocial goals create clear milestones and allow new reps to: • Know the key plays in first 30-60-90 days • Connect with experts quickly • Celebrate first wins sooner #SalesPerformance
  • Grow Revenue Through Sales Alignment Social GoalsAlign sales teams, increase visibility and improve agility with social goals: • Public commitment ensures accountability • Connect individual and team sales goals to company mission • Set meaningful personal development and professional goals ACV Leads Company Mission Pipe Quota #SalesPerformance
  • Boost Sales Performance with Coaching Feedback & CoachingUse data to diagnose skill gaps and 1:1 coaching to fill them: • Focus reps on the right leads • Create more opportunities • Increase close rates #SalesPerformance
  • Increase Sales Discipline Feedback & CoachingDrive a high-performing sales culture with regular 1:1 coaching Ensure accurate Increase pipeline Improve forecasting data inputs predictably accuracy #SalesPerformance
  • Develop Engaged Reps Feedback & CoachingDrive sales rep performance with real-time feedback Feedback Feedback • Empower reps to request feedback when they need it • Apply today’s learnings to tomorrow’s sales call • Get a comprehensive feedback from managers, peers and customers #SalesPerformance
  • Amplify Winning Sales Behaviors ThanksRecognize great work when and where it happens: • Promote key sales skills and company values • Motivate reps to feel like they’re winning club every day • Share success stories across sales team #SalesPerformance
  • What Does Implementation Look Like?
  • 1 Coaching
  • My mission as a sales executive…Predictable,scalableRevenue growth #SalesPerformance
  • StrategyIf I can…1. Hire the same type of successful sales person2. Train the sales people in the same way3. Provide each sales person with the same quantity and quality of leads4. Have the sales people work the leads using the same process5. Develop leaders to execute the process…then I will achieve my goal. #SalesPerformance
  • Hold Sales Team Accountable to Effective Coaching 1st Day of Month 2nd Day of Month Sales Person / Manager Independent Director Meets with Manager Reviews  Review Skill/Development Morning  Think through qualitative performance Plans for each sales person  Review individual metrics  Think about Skill/Development Plan Manager Meets with Sales Person VP Meets with DirectorAfternoon  Discuss qualitative performance  Review Skill/Development  Review individual metrics Plans for each sales person  Co-Create Skill/Development Plan #SalesPerformance
  • Diagnosing2 Issues
  • Diagnose the Skill Issue: Start at the Top Each Color Represents a Different Sales Rep* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
  • Diagnose: Prospecting Issues CAUSES OF PROSPECTING ISSUES o Over-investment in unqualified opportunities o Time management issues o Lack of personal goals o Call reluctance Each Color Represents a Different Sales Rep* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
  • Diagnose: Conversion to Opportunity Issues CAUSES OF OPPORTUNITY ISSUES o Prospecting depth o Prospecting personalization o Building trust on the connect Each Color Represents a Different Sales Rep* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
  • Diagnose: Conversion to Customer Issues CAUSES OF CLOSE RATE ISSUES  Developing sense of urgency  Getting beyond surface pain  Reaching the authority Each Color Represents a Different Sales Rep* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
  • Diagnose: “Peel Back the Onion” on Metrics for MoreInsight Lead-Worked-to-Connect Ratio Connect-to-Demo Ratio * Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
  • 3 Development
  • Co-Creating the Skill/Development PlanONE-ON-ONE AGENDAo Self assess qualitative performanceo Self assess quantitative performanceo Agree on a skill to work on – prefer oneo Co-create a development plano Schedule the plan #SalesPerformance
  • Development: Common Tactics We UseCOMMON DEVELOPMENT TACTICSo Group and 1-on-1 film reviewso Role playing / modelingo Prospecting call observationso Call prep and post mortem discussionso Pipeline reviews with specific content checko Daily reporting on specific content/activity #SalesPerformance
  • Development: Overcoming Activity Motivation Issu #SalesPerformance
  • Development: Overcoming Call Depth IssuesLTV / COCA Attempt # #SalesPerformance
  • Development: Overcoming Trust DevelopmentIssues Always Be Helping #SalesPerformance
  • Development: Overcoming Sense of Urgency Issues WHAT TO LOOK FOR FROM SALES PERSON o Trust with prospect is a pre-requisite o 3rd level pain through the “3 Whys” o Pain is quantified and implicated o What happens to the prospect if they delay purchase? #SalesPerformance
  • Understand theprofessional andpersonal GOALS ofyour people andexplore synergieswith the HubSpotmission.” 37
  • Development: Motivation through Explicit Goal Setting SMART Goal Framework Types of Goals (S)pecific Performance (M)easurable Professional (A)ttainable Financial (R)ealistic Personal (T)imely #SalesPerformance
  • Motivate Your Extended Sales Team Social RewardsTangible rewards from Amazon.com allow you to: • Celebrate big wins throughout your entire company • Reward people outside your compensation structure • Track and report reward activity Marketing Product Sales Sales Engineer Support #SalesPerformance
  • Give Reps the Tools to Close Social Goals ThanksCreate specific goals and custom badges to drive ongoing training and certification: • Reps always have up-to-date and consistent product knowledge • Accelerate learning and mastery of new skills • Accurate view of sales skills that lets you target coaching #SalesPerformance
  • Spend More Time Selling Performance SummariesWrite performance summaries in half the time: VS. • Performance data captured in one place • No more email scavenger hunts • Provide structured feedback when it matters • Go beyond the numbers to develop winning behaviors #SalesPerformance
  • Build the Most Competitive Sales Teams Calibration Get a complete and accurate view of your sales talent: • Look across your entire team to identify top performers • Facilitate productive conversations to promote key talent • Build a foundation of talent for future growthTop Performers #SalesPerformance
  • Additional4 Resources
  • Two Great Books on Today’s Topic #SalesPerformance
  • Two Great Ebooks for You: http://bit.ly/Aligning- http://bit.ly/Unified- SM SM #SalesPerformance
  • Find out how Get yourHubSpot can help customyou take yourinbound marketing demoto the next level. today.WWW.HUBSPOT.COM/DEMO
  • Improve Sales Performance with Work.com View a demo at work.com/demo Sales Team Goals Better Employee Performance Align Motivate Perform +10x +200% +75% Improvement in Increase in Increase in satisfaction understanding of goals recognition given with performance cycleSource: Work.com Customer Survey #SalesPerformance
  • ThankYou!
  • Q&A