B2B sales productivity trends presentation. Identifies top 3 factors companies should pay attention to increase their revenues.

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Sales Productivity Trends
Featured Presenter
Dr. Richard Rocco
Assistant Professor
DePaul University
Center for Sales Leadership

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Rich Rocco| DePaul University
• Assistant Professor
• Teaches inside sales and
sales strategy and
technology courses
• Conducts sales
effectiveness research
• Center for Sales
Leadership
• 20+ years of sales &
marketing experience

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Dr. Rich Rocco – Assistant Professor
DePaul
Center for Sales Leadership

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About the Center for Sales Leadership
One of the largest university sales
programs in the world is at DePaul
University (Chicago):
• 25,000 students at DePaul University
• 800-1000 students taking a sales
class/quarter
• 200-250 annual sales graduates
• 22 sales faculty
• 13 distinct sales classes
• 10+ years of leadership in sales education
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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Sales Effectiveness & Productivity
What are the top drivers of selling effectiveness for
organizations to increase productivity and
performance?
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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Best In Class Perspective
Trending into 2015 we consistently see:
3key drivers…
Of sales effectiveness which have the most
significant impact on sales productivity and
performance…..
Impacting Both
Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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3 Key Drivers
#1
Defining & Developing Competencies
#2
Managing Turnover
#3
Defined Sales Process + Technology
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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#1 Defining & Developing Competencies
What does this relate to?
Hiring +Training…
Both for on-boarding of new sales reps + ongoing
sales development training…..
Have you defined and/or updated your sales
competency model across sales roles?
& Coaching…
Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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#1 Defining & Developing Competencies
How often do you receive or provide coaching?
½ day coaching per
week…
Spending the time can yield significant gains…..
1.5-2x productivity
Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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#2 Managing Turnover
What is your average annual turnover?
28% average
turnover…
While some level of turnover is acceptable per
one’s specific industry sector…..higher levels can
be costly…
$114,000
Re-Hiring Costs &
Lost Productivity
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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#3 Defined Sales Process + Technology
Do you have a formal sales process?
<50% follow one
<35% can describe it
Developing and following a defined sales process
distinguishes best-in-class from their peers …
Process + Technology
aligned how your
customer buys
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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#3 Defined Sales Process + Technology
“You cannot
manage what you
do not measure”
- Peter Drucker
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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#3 Your Sales Process + Technology
Managing Your Pipeline and Sales Operations:
Alignment of sales
process and technologies
with key KPI’s
Further distinguishes best-in-class companies from
their peers in increasing productivity and sales
performance…
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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Thoughts for you in 2015?
• Defining and developing your key sales
competencies – connecting with your
hiring, training, and coaching initiatives
• Driving and evolving a disciplined sales
process and pipeline management
with…
• Leading enabling tools and technology
aligned to support your KPI’s
• And yes, more coaching…
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister

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Thank you for your time
Looking for more information about our sales
program, research, training, and corporate
partner community?
Read my co-authored Harvard Business Review
article on “Teaching Sales”
https://hbr.org/2012/07/teaching-sales
Email me:
rrocco1@depaul.edu
Visit us at:
www.salesleadershipcenter.com
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
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