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Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
Ralph Barsi - How to Motivate Your Sales Team
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Ralph Barsi - How to Motivate Your Sales Team

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/ralph-barsi …

Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/ralph-barsi

Session Overview
Today’s salespeople have it tough. Prospects rarely answer the phone, have no time for email, and consider salespeople among the last people to call back. Finally, when prospects do want to buy, they get 70% of the way on their own through references and research.

Feel like giving up? Well, that’s what most salespeople do. There’s one thing that separates the winners from the rest of the pack. Motivation.

In this session, Inside Sales leader, Ralph Barsi, will share how the most productive, effective salespeople battle back, step on the gas, and drive forward!

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  • [Could You Be Loved? By Bob Marley]
  • The second component of my motivation strategy is to think outcome first and process second.One thing I refuse to do is LOWER the goal. Instead, I revisit the process.So, for Sales Development teams at most companies, they either handle INBOUND leads that come from Marketing efforts, or handle OUTBOUND prospecting. My team does both.On the inbound side:SLA, checks and balances throughout the top of the funnel
  • Number Three is to know your purpose…and understand, as best as you can, what drives the individuals on your team, as well.This is my family. My wife and I will celebrate our 18-year wedding anniversary this year. Our three boys are growing at lightning speed. My oldest starts high school in the fall, which blows me away. This is really why I get out of bed every day. My wife and I work very hard to ensure our boys become men that lead, inspire, and encourage others.
  • Each of us needs all of us, all of us need each of us
  • Transcript

    • 1. #SalesSummit | @rbarsi
    • 2. #SalesSummit | @rbarsi HOW TO MOTIVATE THE HELL OUT OF YOUR TEAM RALPH BARSI Senior Director, Sales Development ACHIEVERS #salessummit | @rbarsi
    • 3. #SalesSummit | @rbarsi ACHIEVERS’ GROWING SALES DEVELOPMENT TEAM* #salessummit | @rbarsi *Chock-full of potential, happy, motivated, successful.
    • 4. #SalesSummit | @rbarsi HOW TO MANAGE THE EBB AND FLOW OF MOTIVATION Raise your standards Think outcome first, process second Know the purpose (yours and the team’s) Take ridiculous action Feed the fire #salessummit | @rbarsi
    • 5. #SalesSummit | @rbarsi#salessummit | @rbarsi WHAT BUMS PEOPLE OUT AT WORK 70% don’t feel valued by their employer 64% leave due to lack of recognition People leave managers, not companies Sales cycles can last up to 2 years It can take 6 hours of prospecting to get one appointment Sources: US Department of Labor, Gallup, LeapJob, Ovation Sales Group
    • 6. #SalesSummit | @rbarsi#salessummit | @rbarsi WHAT INSPIRES PEOPLE TO WORK Serving the needs of prospects and customers Making progress (progress = happiness) Contributing value to the team / company goal Building friendships / relationships, feeling part of a team Being recognized / appreciated for their efforts Sources: Adam Grant, Tony Robbins, Dan Ariely
    • 7. #SalesSummit | @rbarsi#salessummit | @rbarsi TO GIVE ANYTHING LESS THAN YOUR BEST IS TO SACRIFICE THE GIFT Steve Prefontaine RAISE YOUR STANDARDS Lead by example. Serve. Commit to success
    • 8. #SalesSummit | @rbarsi THINK OUTCOME FIRST, PROCESS SECOND HIT THE GOAL* INBOUND OUTBOUND Fill the funnel with quality leads Comply with an SLA (accept/reject leads) Provide CRM Intelligence & technologies Transparent activity metrics, dashboards Continuous coaching, training, education Introduce, reinforce sales methodologies Distribute sales playbooks Develop airtight weekly cadence Collaborate, sell with AE’s in the field Increase each SDR’s brand and image #salessummit | @rbarsi *Never lower it. Instead, modify and maximize the approach.
    • 9. #SalesSummit | @rbarsi KNOW THE PURPOSE (YOURS AND THE TEAM’S) #salessummit | @rbarsi The Barsi Family
    • 10. #SalesSummit | @rbarsi TAKE RIDICULOUS ACTION VISUALIZATION You’ve already hit the goal A film crew is documenting your story Conduct “Blue Angels” meditations Treat people like “what they’ll become” There is no finish line DAILY ACTIVITY Brief team meeting every Monday Bi-weekly 1:1’s (outside the office) SDR Power Hours, blitzes Frequent Lunch ‘n’ learns (owned by reps) Occasional SPIFFs #salessummit | @rbarsi
    • 11. #SalesSummit | @rbarsi FEED THE FIRE Dan Pink Dan Ariely Andy Puddicombe Simon Sinek Tim Ferriss Mel Robbins Matt Cutts Rita F. Pierson Seth Godin Scott Geller “Dream” “Why Do We Fall?” “Live Your Dream & Master Life” “Fight the Enemy Within” “How Bad Do You Want It?” “The Story of Rick and Dick Hoyt” “Life and Overcoming Depression” “Billy Mills 10,000 Meter Gold Medal” #motivation #salessummit | @rbarsi
    • 12. #SalesSummit | @rbarsi NOW GO MOTIVATE THE HELL OUT OF YOUR TEAM #salessummit | @rbarsi Images: Acclaim Images, Fré Sonneveld, Craig Garner, Nike Running, Edward Dullard, Cynthia Smalley RALPH BARSI Senior Director, Sales Development ACHIEVERS

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