The document covers the things that a sales leader should have set-up for their sales team and reps. The presentation includes:
Goals and Expectation
Product and Value Prop
Target Accounts and Personas
Path to Sales Success
Creating Scripts
Active Learning and Role Playing
Objections and Competition
CRM
Communication Plan
Onboarding
2. www.vapartners.ca @markeelliott @vapartners
Agenda
• Goals and Expectation
• Product and Value Prop
• Target Accounts and Personas
• Path to Sales Success
• Creating Scripts
• Active Learning and Role Playing
• Objections and Competition
• CRM
• Communication Plan
• Onboarding
5. www.vapartners.ca @markeelliott @vapartners
Target Accounts and Personas
• Who are you selling
to?
• Horizontal or Vertical?
• Partner or end user?
• Account list
• What contacts within
organizations?
• Could be multiple
targets with the same
account
• Personas are helpful
6. www.vapartners.ca @markeelliott @vapartners
Path to Sales Success
• What are the steps in the
sales cycle
• How does it align with the
buyers journey
• Map out the specific steps
• Ensure that the supporting
information is available
• What other team members are
there
7. www.vapartners.ca @markeelliott @vapartners
Active Learning and Role Playing
• Give them parts of
activities to do in an
interactive manner
• Break apart the sales
cycle
• Role play
• Calls
• Demos
• Presentations
• Practice makes perfect
https://www.youtube.com/watch?v=Jexb2Q5lO8U
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Objections and Competition
• What are common
objections?
• How do you overcome
them?
• Great for role playing
• Who are your main
competitors?
• What are your
strengths and
weaknesses?
12. www.vapartners.ca @markeelliott @vapartners
Onboarding
• By prepared
• Plan out the first week
• Involve team
managers
• Switch it up
• Use active learning
• Check in with your
reps
• Sales enablement
software
• Don’t forget the
Managers Handbook