Today’s webinar: 6 Pillars of Sales Productivity T he drivers that maximize productivity in sales management. Brought to you by:

Today’s Presenter Bill Eckstrom Founder, President/CEO EcSELL Institute

Today’s Presenter Ken Rudin Founder, VP of Market Development LucidEra

Talent Identification & Acquisition Sales Methodology & Sales Skills Development Professional Development Planning Compensation/Recognition/Rewards Analytics The 6 Pillars A set of guiding ideologies that command the attention, development and activity of those in sales management. Source: EcSELL Institute

Talent Identification & Acquisition Sales Methodology & Skills Development Professional Development Planning Compensation/Recognition/Reward Analytics The 6 Pillars A set of guiding ideologies that command the attention, development and activity of those in sales management. Source: EcSELL Institute 65% believe there is nothing more that drives productivity in sales Source: EcSELL Institute

Talent Identification & Acquisition Sales Methodology & Sales Skills Development Professional Development Planning Compensation/Recognition/Reward Analytics Leadership and Management The 6 Pillars Source: EcSELL Institute It is how one leads and manages that will ultimately affect the success within each Pillar

Talent Identification & Acquisition Defined as: Proper identification and hiring of the right talent to meet and exceed sales department objectives Proper identification and acquisition leads to: Shorter ramp up times Increases sales Reduced turnover Talent Identification & Acquisition

Defined as:

Proper identification and hiring of the right talent to meet and exceed sales department objectives

Proper identification and acquisition

leads to:

Shorter ramp up times

Increases sales

Reduced turnover

Talent Plus Case Study Changing the selection method and interviewing process lead to: - 10% increase in revenue - 50% reduction in turnover Results within a single year! Source: Talent Plus

Caliper Research: Costs on average $60K per person turned. 40 producers X 20% average turnover = 8 turns per year 8 turns X 60K = $480,000 in loss/yr Reduction in turnover rate to 10% saves $240,000!

Talent Identification & Acquisition EcSELL Institute Research indicates: 67% Sales managers rate this Pillar as “ extremely strong ” when referring to impact on sales production. Source: EcSELL Institute

Talent Identification & Acquisition EcSELL Institute Research indicates: 67% Sales managers rate this Pillar as “ extremely strong ” when referring to impact on sales production. Source: EcSELL Institute Only 7% rate their Sales Managers skills sets as “extremely strong” in this area

What you can do: Take control of all aspects of identifying and acquiring the right sales talent

Take control of all aspects of identifying and acquiring the right sales talent

What you can do: Take control of all aspects of identifying and acquiring the right sales talent Identify your top internal recruiter(s) in the sales department and make them accountable for filling positions

Take control of all aspects of identifying and acquiring the right sales talent

Identify your top internal recruiter(s) in the sales department and make them accountable for filling positions

What you can do: Take control of all aspects of identifying and acquiring the right sales talent Identify your top internal recruiter(s) in the sales department and make them accountable for filling sales positions Make sure all sales managers have a list of potential recruits

Take control of all aspects of identifying and acquiring the right sales talent

Identify your top internal recruiter(s) in the sales department and make them accountable for filling sales positions

Make sure all sales managers have a list of potential recruits

What you can do: Take control of all aspects of identifying and acquiring the right sales talent Identify your top internal recruiters in the sales department and make them accountable for filling sales positions Make sure all sales managers have a list of potential recruits Develop a partnership with a company that specializes in finding the right sales talent

Take control of all aspects of identifying and acquiring the right sales talent

Identify your top internal recruiters in the sales department and make them accountable for filling sales positions

Make sure all sales managers have a list of potential recruits

Develop a partnership with a company that specializes in finding the right sales talent

What you can do: Take control of all aspects of identifying and acquiring the right sales talent Identify your top internal recruiter(s) in the sales department and make them accountable for filling sales positions Make sure all sales managers have a list of potential recruits Develop a partnership with a company that specializes in finding the right sales talent. Compare with others

Take control of all aspects of identifying and acquiring the right sales talent

Identify your top internal recruiter(s) in the sales department and make them accountable for filling sales positions

Make sure all sales managers have a list of potential recruits

Develop a partnership with a company that specializes in finding the right sales talent.

Compare with others

What you can do: Take control of all aspects of identifying and acquiring the right sales talent Identify your top internal recruiter(s) in the sales department and make them accountable for filling sales positions Make sure all sales managers have a list of potential recruits Develop a partnership with a company that specializes in finding the right sales talent. Compare with others Measure your outcomes Average time territories are vacant Turnover rate Time to quota

Take control of all aspects of identifying and acquiring the right sales talent

Identify your top internal recruiter(s) in the sales department and make them accountable for filling sales positions

Make sure all sales managers have a list of potential recruits

Develop a partnership with a company that specializes in finding the right sales talent.

Compare with others

Measure your outcomes

Average time territories are vacant

Turnover rate

Time to quota

Planning Defined as: The ability to create documents that encompass all that is vital to success in a sales organization Mapping your goals and strategy is critical to success. Planning

Defined as:

The ability to create documents

that encompass all that is vital to

success in a sales organization

Mapping your goals and strategy

is critical to success.

Stanford University Study 5X more likely to achieve something if it is written down! 500% increase! Source: Stanford University

EcSELL Institute Research indicates: 10% Consider their sales management team as “ extremely strong ” in the area of PLANNING 51% Consider their sales management team as “ neutral to very weak ” in the area of PLANNING

University of Waterloo, Canada Research Experience Territory Individual ability $ $$ $$$ Stretch Goal! A stretch goal that is tiered with attached bonuses and set according to individual ability outperforms single stretch goals. Source: University of Waterloo, Canada October 2006

University of Waterloo, Canada Research Experience Territory Individual ability $ $$ $$$ Stretch Goal! A stretch goal that is tiered with attached bonuses and set according to individual ability outperforms single stretch goals. Source: University of Waterloo, Toronto, Canada October 2006 The tiered goal participants outperformed the single stretch goal in each period measured, despite the fact the single stretch goal was 14% lower!

University of Waterloo, Toronto Canada Research Experience Territory Individual ability $ $$ $$$ Stretch Goal! A stretch goal that is tiered with attached bonuses and set according to individual ability outperforms single stretch goals. Source: University of Waterloo, Toronto, Canada October 2006 Individually tailored stretch goals , with attainment tiers , may be a more effective means of motivating higher efforts and performance.

What you can do… Obtain sales and territory plans from colleagues in other organizations/industries

Obtain sales and territory plans from colleagues in other organizations/industries

What you can do… Obtain sales and territory plans from colleagues in other organizations/industries Create and share annual sales plans with all those in sales management

Obtain sales and territory plans from colleagues in other organizations/industries

Create and share annual sales plans with all those in sales management

What you can do… Obtain sales and territory plans from colleagues in other organizations/industries Create and share annual sales plans with all those in sales management All those involved in sales management and production should create a plan

Obtain sales and territory plans from colleagues in other organizations/industries

Create and share annual sales plans with all those in sales management

All those involved in sales management and production should create a plan

What you can do… Obtain sales and territory plans from colleagues in other organizations/industries Create and share annual sales plans with all those in sales management All those involved in sales management and production should create a plan Have sales management plans encompass all the Pillars

Obtain sales and territory plans from colleagues in other organizations/industries

Create and share annual sales plans with all those in sales management

All those involved in sales management and production should create a plan

Have sales management plans encompass all the Pillars

What you can do… Obtain sales and territory plans from colleagues in other organizations/industries Create and share annual sales plans with all those in sales management All those involved in sales management and production should create a plan Have sales management plans encompass all the Pillars Consider customizing goals to the individual’s ability

Obtain sales and territory plans from colleagues in other organizations/industries

Create and share annual sales plans with all those in sales management

All those involved in sales management and production should create a plan

Have sales management plans encompass all the Pillars

Consider customizing goals to the individual’s ability

What you can do… Obtain sales and territory plans from colleagues in other organizations/industries Create and share annual sales plans with all those in sales management All those involved in sales management and production should create a plan for their respective territory Have sales management plans encompass all the Pillars Consider customizing goals to the individual’s ability Be selective in what you are changing/adding. Let metrics direct change

Obtain sales and territory plans from colleagues in other organizations/industries

Create and share annual sales plans with all those in sales management

All those involved in sales management and production should create a plan for their respective territory

Have sales management plans encompass all the Pillars

Consider customizing goals to the individual’s ability

Be selective in what you are changing/adding. Let metrics direct change

Professional Development Defined as: Meeting the individual needs of those in the sales department in order to increase productivity and retention of your team. Professional Development

Professional Development Ask yourself: Do you know all those who aspire to other positions? Do you know what producers will make great mangers or leaders? Do you have programming in place to grow those skills? Do you provide programming to further develop the skills of your sales managers? Professional Development

CSO Insights Research Less than 10% of companies have programming in place to develop the skills of their sales mangers. 10% have programming Source: CSO Insights

There is gap between what sales managers perceive and what science shows! 38% Believe that Professional Development has a “ very strong” impact on productivity Source: EcSELL Institute “ Professional Development has a strong correlation to retention and productivity” Source: Curt Coffman

What you can do… Understand your team’s professional goals--document

Understand your team’s professional goals--document

What you can do… Understand your team’s professional goals--document Provide C/E for all levels within the sales organization

Understand your team’s professional goals--document

Provide C/E for all levels within the sales organization

What you can do… Understand your team’s professional goals--document Provide C/E for all levels within the sales organization Develop a culture that shows C/E is not a single annual event

Understand your team’s professional goals--document

Provide C/E for all levels within the sales organization

Develop a culture that shows C/E is not a single annual event

What you can do… Understand your team’s professional goals--document Provide C/E for all levels within the sales organization Develop a culture that shows C/E is not a single annual event Limit C/E to only that which leads to increased production

Understand your team’s professional goals--document

Provide C/E for all levels within the sales organization

Develop a culture that shows C/E is not a single annual event

Limit C/E to only that which leads to increased production

What you can do… Understand your team’s professional goals--document Provide C/E for all levels within the sales organization Develop a culture that shows C/E is not a single annual event Limit C/E to only that which leads to increased production Compare with others

Understand your team’s professional goals--document

Provide C/E for all levels within the sales organization

Develop a culture that shows C/E is not a single annual event

Limit C/E to only that which leads to increased production

Compare with others

What you can do… Understand your team’s professional goals--document Provide C/E for all levels within the sales organization Develop a culture that shows C/E is not a single annual event Limit C/E to only that which leads to increased production Compare with others Provide feedback on what you can prove to be their development needs

Understand your team’s professional goals--document

Provide C/E for all levels within the sales organization

Develop a culture that shows C/E is not a single annual event

Limit C/E to only that which leads to increased production

Compare with others

Provide feedback on what you can prove to be their development needs

Compensation, Recognition & Rewards Defined as: The understanding and design of programs that not only drive and incent the proper behaviors, but also meet the evolving demographic and psychographic needs of your sales department. Compensation/Recognition/Rewards

EcSELL Institute Research indicates: 87% Respondents believe “ very strongly or strongly ” that the right Compensation/Recognition/Reward has a direct impact on sales productivity 47% Respondents believe that their sales management team is “ very strong or strong” in this area Source: EcSELL Institute Research, 2009

What you can do… Use common sense – align incentives to behaviors and objectives

Use common sense – align incentives to behaviors and objectives

What you can do… Use common sense – align incentives to behaviors and objectives Make sure the sales team has an understanding of how plans work

Use common sense – align incentives to behaviors and objectives

Make sure the sales team has an understanding of how plans work

What you can do… Use common sense – align incentives to behaviors and objectives Make sure the sales team has a complete understanding of how plans work Annual review – 72% change sales compensation programs annually

Use common sense – align incentives to behaviors and objectives

Make sure the sales team has a complete understanding of how plans work

Annual review – 72% change sales compensation programs annually

What you can do… Use common sense – align incentives to behaviors and objectives Make sure the sales team has a complete understanding of how plans work Annual review – 72% change sales compensation programs annually Compare with others

Use common sense – align incentives to behaviors and objectives

Make sure the sales team has a complete understanding of how plans work

Annual review – 72% change sales compensation programs annually

Compare with others

What you can do… Use common sense – align incentives to behaviors and objectives Make sure the sales team has a complete understanding of how plans work Annual review – 72% change sales compensation programs annually Compare with others Graphically show each of them how they can achieve income objectives and provide monthly statements on progress

Use common sense – align incentives to behaviors and objectives

Make sure the sales team has a complete understanding of how plans work

Annual review – 72% change sales compensation programs annually

Compare with others

Graphically show each of them how they can achieve income objectives and provide monthly statements on progress

Sales Methodology and Sales Skill Development Methodology defined as “ how you sell ” Sales Skills defined as “ how well you perform the methods ” Prospecting Needs analysis Presentation aptitude Proposals development Recognize the need to partner with other departments Sales Methodology & Sales Skill Development

Methodology defined as “ how you sell ”

Sales Skills defined as “ how well

you perform the methods ”

Prospecting

Needs analysis

Presentation aptitude

Proposals development

Recognize the need to partner

with other departments

Sales Methodology and Sales Skill Development Methodology defined as “ how you sell ” Sales Skills defined as “ how well you perform the methods ” Prospecting Needs analysis Presentation aptitude Proposals development Recognize the need to partner with other departments Just because they can do it doesn’t mean they are good at it. Train and measure!

Methodology defined as “ how you sell ”

Sales Skills defined as “ how well

you perform the methods ”

Prospecting

Needs analysis

Presentation aptitude

Proposals development

Recognize the need to partner

with other departments

Harvard Business Review research: The New Science of Sales Productivity Source: Harvard Business Review

Source: Harvard Business Review Breaking producer results down further: Top quartile 6% increase Second quartile 59% increase Third quartile 77% increase Bottom quartile 149% increase Source: Harvard Business Review Harvard Business Review research:

Source: Harvard Business Review Another study showed similar results: Top quartile 2% increase Second quartile 33% increase Third quartile 54% increase Bottom quartile 44% increase Source: Harvard Business Review Harvard Business Review research:

What you can do: Dedicate C/E time to developing product/market knowledge and sales skills

Dedicate C/E time to developing product/market knowledge and sales skills

What you can do: Dedicate C/E time each week developing product/market knowledge and sales skills Figure out if there are other needs (negotiation skills, time management etc.)

Dedicate C/E time each week developing product/market knowledge and sales skills

Figure out if there are other needs (negotiation skills, time management etc.)

What you can do: Dedicate C/E time each week developing product/market knowledge and sales skills Figure out if there are other needs (negotiation skills, time management etc.) Analyze your sales methods annually

Dedicate C/E time each week developing product/market knowledge and sales skills

Figure out if there are other needs (negotiation skills, time management etc.)

Analyze your sales methods annually

What you can do: Dedicate C/E time each week developing product/market knowledge and sales skills Figure out if there are other needs (negotiation skills, time management etc.) Analyze your sales methods annually Learn what sales methods and sales skill improvement models are being used by others

Dedicate C/E time each week developing product/market knowledge and sales skills

Figure out if there are other needs (negotiation skills, time management etc.)

Analyze your sales methods annually

Learn what sales methods and sales skill improvement models are being used by others

What you can do: Dedicate C/E time each week developing product/market knowledge and sales skills Figure out if there are other needs (negotiation skills, time management etc.) Analyze your sales methods annually Learn what sales methods and sales skill improvement models are being used by others Have a review program with defined and expected sales skill sets that can be measured

Dedicate C/E time each week developing product/market knowledge and sales skills

Figure out if there are other needs (negotiation skills, time management etc.)

Analyze your sales methods annually

Learn what sales methods and sales skill improvement models are being used by others

Have a review program with defined and expected sales skill sets that can be measured

Leadership / Management “ What ultimately determines the levels of success you achieve correlates directly to the leadership skills and management acumen of those in sales management.” Bill Eckstrom, Founder EcSELL Institute Leadership and Management

EcSELL Institute Research indicates: “ Sales managers believe their ability to lead and manage has the second largest impact on production ( after Talent ID and Acquisition ).” Less than 10% Put resources against improving leadership and management skills 15% Consider their teams “ extremely strong ”

Gallup Organization Research 80,000 managers and 1 million employees interviewed “ The biggest reason associates stay, quit, are productive or not productive is due to the relationship they have with their direct manager.” Source: First Break All The Rules: What the World’s Greatest Managers Do Differently Curt Coffman and Marcus Buckingham, Gallup

Gallup Organization Research 80,000 managers and 1 million employees interviewed “ The biggest reason associates stay, quit, are productive or not productive is due to the relationship they have with their direct manager.” Source: First Break All The Rules: What the World’s Greatest Managers Do Differently Curt Coffman and Marcus Buckingham, Gallup “ The ability to build organic growth and the future viability of any organization will be in the hands of their sales managers.” Curt Coffman

Dr. Mary Ulh-Bien Howard Hawks Chair in Business Ethics and Leadership and Director of the Global Leadership Institute EcSELL Institute Summit topic: “ Leading for Innovation, Learning, And Adaptability in Sales” July 28-29, Half Moon Bay, CA

Caliper Corp. Research 172 sales managers across 50 industries were identified as “ the best leaders ” 7 Personality Characteristics: Work with a high sense of urgency Assertive Possess a high degree of ego drive Possess a high degree of ego strength Risk takers Innovative Empathetic Source: Caliper Corp.

172 sales managers across 50 industries were identified as “ the best leaders ”

7 Personality Characteristics:

Work with a high sense of urgency

Assertive

Possess a high degree of ego drive

Possess a high degree of ego strength

Risk takers

Innovative

Empathetic

Caliper Corp. Research 172 sales managers across 50 industries were identified as “ the best leaders ” 7 Personality Characteristics: Work with a high sense of urgency Assertive Possess a high degree of ego drive Risk takers Innovative Empathetic Source: Caliper Corp. Great leaders believe 40% of their talent is innate, the other 60% was developed Source: Caliper

172 sales managers across 50 industries were identified as “ the best leaders ”

7 Personality Characteristics:

Work with a high sense of urgency

Assertive

Possess a high degree of ego drive

Risk takers

Innovative

Empathetic

Caliper Corp. Research 172 sales managers across 50 industries were identified as “ the best leaders ” 7 Personality Characteristics: Work with a high sense of urgency Assertive Possess a high degree of ego drive Risk takers Innovative Empathetic Source: Caliper Corp. “ One of the distinguishing characteristics of a great, enduring organization is that they put a lot of thought into the development of leadership.” Jim Collins, Built To Last

172 sales managers across 50 industries were identified as “ the best leaders ”

7 Personality Characteristics:

Work with a high sense of urgency

Assertive

Possess a high degree of ego drive

Risk takers

Innovative

Empathetic

What can you do… Read Coffman’s book

Read Coffman’s book

What can you do… Read Coffman’s book Consider asking your sales team the Q 12 http://gmj.gallup.com/content/811/Feedback-Real.aspx

Read Coffman’s book

Consider asking your sales team the Q 12 http://gmj.gallup.com/content/811/Feedback-Real.aspx

What can you do… Read Coffman’s book Consider asking your sales team the Q 12 Use assessments to distinguish between great leaders and great managers

Read Coffman’s book

Consider asking your sales team the Q 12

Use assessments to distinguish between great leaders and great managers

What can you do… Read Coffman’s book Consider asking your sales team the Q 12 Use assessments to distinguish between great leaders and great managers Put resources against C/E for your sales producers and sales managers

Read Coffman’s book

Consider asking your sales team the Q 12

Use assessments to distinguish between great leaders and great managers

Put resources against C/E for your sales producers and sales managers

EcSELL Institute is a leading provider of continuing education and development for sales managers. Our goal at EcSELL Institute is to help sales executives and their sales management team make smarter, more deliberate decisions by providing them with educational and development tools specific to the activities over which sales managers have (or should have) control and influence over.

Analytics: The Critical Second Half of CRM In the projects we've benchmarked over the past few years, we often find that CRM systems give sales managers numbers – but what they want is insight. “ ”

Do You Have the Right Metrics? Batting Average .406 The Old Way… On-Base % Batting Average + Walks + Sacrifices + Hit By Pitch The New Way…

Do You Have the Right Metrics? .406 The Old Way…

The Sales 2.0 Metrics That Matter Total Sales Total Pipeline Count of Lead Companies Lead to Oppty Conversion Avg Days from Lead to Oppty Avg Age of Open Oppty’s Avg Days from Lead to Close Avg Oppty Amount Avg # of Oppty’s Lead to Close Conversion The New Way… Sales Rep Scorecards Sales Rep A Sales Rep B Sales Rep C Sales Rep D Sales Rep E Sales Rep F

Total Sales

Total Pipeline

Count of Lead Companies

Lead to Oppty Conversion

Avg Days from Lead to Oppty

Avg Age of Open Oppty’s

Avg Days from Lead to Close

Avg Oppty Amount

Avg # of Oppty’s

Lead to Close Conversion

Ensure You’re Tracking the Metrics that Matter Your Sales Pipeline It’s not just the # of deals, it’s how they’re moving Total value vs. velocity Your Sales People It’s not just how they’ve done, it’s how they’re going to do Quota vs. scorecard Your Sales Process It’s not just having a process, it’s making sure it’s followed Data entry versus data accuracy

Your Sales Pipeline

It’s not just the # of deals, it’s how they’re moving

Total value vs. velocity

Your Sales People

It’s not just how they’ve done, it’s how they’re going to do

Quota vs. scorecard

Your Sales Process

It’s not just having a process, it’s making sure it’s followed

Data entry versus data accuracy

The LucidEra Pipeline Healthcheck™ Get the Right Metrics and Actionable Insight in 48 Hours www.lucidera.com/healthcheck LucidEra was able to quickly quantify the impact that on-demand business intelligence can have on our business. ” “

Get the Right Metrics and Actionable Insight in 48 Hours

Q&A EcSELL Institute www.ecsellinstitute.com 402-261-6948 LucidEra www.lucidera.com www.lucidera.com/blog www.twitter.com/lucidera