1	
  
2	
  
Receiving	
  the	
  
email	
  or	
  phone	
  
call	
  from	
  your	
  
boss	
  is	
  never	
  
pleasant….	
  
“All	
...
3	
  
Now,	
  you	
  have	
  to	
  make	
  the	
  rest	
  of	
  2013	
  	
  
with	
  the	
  sales	
  heads	
  you	
  have....
4	
  
GeKng	
  a	
  hiring	
  
freeze	
  from	
  
corporate	
  is	
  out	
  of	
  
your	
  control.	
  
What	
  you	
  do	...
5	
  
Sign	
  up	
  for	
  SBI’s	
  7th	
  annual	
  research	
  tour:	
  	
  	
  
	
  
“How	
  to	
  Make	
  Your	
  Numb...
6	
  
The	
  Hiring	
  Freeze	
  Survival	
  Guide	
  	
  
is	
  a	
  10	
  step	
  guide	
  you	
  can	
  	
  
implement	...
7	
  
In	
  the	
  guide,	
  you	
  will	
  learn:	
  
•  How	
  to	
  keep	
  the	
  people	
  
you	
  currently	
  have....
8	
  
Missing	
  as	
  li]le	
  as	
  5%	
  of	
  
your	
  budgeted	
  team	
  can	
  
cause	
  you	
  to	
  	
  
miss	
  ...
9	
  
There	
  are	
  10	
  best	
  prac,ces	
  Sales	
  VPs	
  have	
  
taken	
  to	
  ensure	
  this	
  doesn’t	
  happe...
10	
  
#1	
  -­‐	
  Sales	
  Manager/VP	
  	
  
field	
  sales	
  rides	
  
11	
  
•  Par,cipa,ng	
  with	
  your	
  
sales	
  reps	
  on	
  field	
  calls	
  
leads	
  to	
  increased	
  
revenue.	
...
12	
  
•  Keeping	
  your	
  current	
  team	
  is	
  
vitally	
  important.	
  	
  	
  
•  Sales	
  people	
  like	
  to	...
13	
  
Social	
  Selling:	
  
•  modern	
  prospec;ng	
  methodology	
  
that	
  fills	
  the	
  funnel	
  with	
  
opportu...
14	
  
15	
  
Storytelling	
  in	
  business…	
  
#4	
  –	
  Big	
  Deal	
  Strategy	
  Reviews	
  
	
  
•  Uncover	
  where	
  t...
16	
  
#5	
  -­‐	
  Virtual	
  Bench	
  Interviewing	
  	
  
•  The	
  best	
  Sales	
  VPs	
  are	
  ones	
  interviewing...
17	
  
Sign	
  up	
  for	
  SBI’s	
  7th	
  annual	
  research	
  tour:	
  	
  	
  
	
  
“How	
  to	
  Make	
  Your	
  Num...
18	
  
Get	
  tac;cal	
  with	
  5	
  best	
  prac;ces:	
  
	
  
1.  Get	
  the	
  Big	
  Deal	
  Reviews	
  on	
  the	
  ...
19	
  
A	
  hiring	
  freeze	
  is	
  out	
  of	
  your	
  control.	
  	
  	
  
But	
  don’t	
  let	
  it	
  affect	
  you....
20	
  
No	
  one	
  will	
  remember	
  what	
  
circumstances	
  lead	
  to	
  you	
  missing	
  
the	
  number.	
  	
  	...
21	
  
No	
  one	
  will	
  remember	
  what	
  
circumstances	
  lead	
  to	
  you	
  missing	
  
the	
  number.	
  	
  	...
22	
  
Sign	
  up	
  for	
  SBI’s	
  7th	
  annual	
  research	
  tour:	
  	
  	
  
	
  
“How	
  to	
  Make	
  Your	
  Num...
23	
  
Learn	
  More	
  
If	
  you	
  don’t	
  have	
  a	
  content	
  management	
  process	
  or	
  need	
  help	
  
op,...
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How to Make the Number with Less People

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Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?

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How to Make the Number with Less People

  1. 1. 1  
  2. 2. 2   Receiving  the   email  or  phone   call  from  your   boss  is  never   pleasant….   “All  hiring  is  on  hold   un;l  further  no;ce.”  
  3. 3. 3   Now,  you  have  to  make  the  rest  of  2013     with  the  sales  heads  you  have.   You  MUST     make  the  number   with  less  than     a  full  team.  
  4. 4. 4   GeKng  a  hiring   freeze  from   corporate  is  out  of   your  control.   What  you  do  about  it   is  not.  
  5. 5. 5   Sign  up  for  SBI’s  7th  annual  research  tour:         “How  to  Make  Your  Number  in  2014:     A  Sales  Strategy  You  Can  Execute”   It  is  an  onsite  session  with  you  and  your  leaders.     By  par,cipa,ng,  you  also  receive  our     Hiring  Freeze  Survival  Guide  
  6. 6. 6   The  Hiring  Freeze  Survival  Guide     is  a  10  step  guide  you  can     implement  NOW     to  sell  more  with  less  people.    
  7. 7. 7   In  the  guide,  you  will  learn:   •  How  to  keep  the  people   you  currently  have.       •  It  will  also  help  you   answer  the  ques;on…    “Do  I  need  a    reten%on  plan  or                          do  I  need  a                                produc%vity  driver?”   •  How  to  make  the  number  with  your  remaining   sales  people    
  8. 8. 8   Missing  as  li]le  as  5%  of   your  budgeted  team  can   cause  you  to     miss  the  quota?   Did  you  know…  
  9. 9. 9   There  are  10  best  prac,ces  Sales  VPs  have   taken  to  ensure  this  doesn’t  happen.           The  following  are  the  top  5  of  10:  
  10. 10. 10   #1  -­‐  Sales  Manager/VP     field  sales  rides  
  11. 11. 11   •  Par,cipa,ng  with  your   sales  reps  on  field  calls   leads  to  increased   revenue.     •  By  increasing  the   frequency  you  ride  in  the   field,  you  will  sell  more   business.       •  It  allows  you  the  opportunity  to  coach  and  develop   the  sales  rep  further.   •  When  an  execu,ve  meets  early  in  the  buying  process,   win  rates  can  improve  up  to  80%.        
  12. 12. 12   •  Keeping  your  current  team  is   vitally  important.       •  Sales  people  like  to  be   included  in  a  team   environment.       •  Involving  other  team  members   in  deal  strategy  discussions.   •  Establish  a  fun  atmosphere   with  good  feedback  channels   #2  –  Team  Culture  Building  
  13. 13. 13   Social  Selling:   •  modern  prospec;ng  methodology   that  fills  the  funnel  with   opportuni;es.             Training  your  sales  team  how  to   social  sell  will  immediately  improve   your  sales  pipeline.           #3  -­‐  Social  Selling  Emphasis      
  14. 14. 14  
  15. 15. 15   Storytelling  in  business…   #4  –  Big  Deal  Strategy  Reviews     •  Uncover  where  they   are  in  the  buying   process.   •  Figure  out  who  is  on   the  Buying  Decision   Team  (BDT)   •  Discuss  and  strategize  how  to  neutralize  the  compe,,on,   especially  the  compe,tor  “Do  Nothing”.     •  Fill  the  pipeline  with  these  big  deals  now  and  work  the   Big  Deal  Strategy  Process      
  16. 16. 16   #5  -­‐  Virtual  Bench  Interviewing     •  The  best  Sales  VPs  are  ones  interviewing  during  the  no  hire  period.       •  They  are  always  looking  to  not  only  fill  open  posi,ons,  but  upgrade.     •  Prepare  candidates  knowing  they  won’t  be  hired  for  a  certain  ,me.       •  If  you  find  one  you  like,  nurture  them.       •  This  enables  you  to  get  someone  on  board  shortly  aYer  the  freeze  is   liYed.  
  17. 17. 17   Sign  up  for  SBI’s  7th  annual  research  tour:         “How  to  Make  Your  Number  in  2014:     A  Sales  Strategy  You  Can  Execute”   It  is  an  onsite  session  with  you  and  your  leaders.     By  par,cipa,ng,  you  also  receive  our     Hiring  Freeze  Survival  Guide  
  18. 18. 18   Get  tac;cal  with  5  best  prac;ces:     1.  Get  the  Big  Deal  Reviews  on  the  calendar  today.   2.  Demand  each  one  of  your  Sales  Managers  interviews  a   candidate  weekly.   3.  Book  a  social  selling  training  in  three  weeks.     4.  Schedule  your  field  rides  with  sales  reps  today.     5.  Start  team  building  today.    Introduce  gamifica,on  to  make  it   fun,  establish  friends  and  get  feedback  to  your  sales  teams.  
  19. 19. 19   A  hiring  freeze  is  out  of  your  control.       But  don’t  let  it  affect  you.         Use  the     10  proven  ac,ons   to  make  the   number  with  less   than  budgeted   sales  people.  
  20. 20. 20   No  one  will  remember  what   circumstances  lead  to  you  missing   the  number.      
  21. 21. 21   No  one  will  remember  what   circumstances  lead  to  you  missing   the  number.         BUT  THEY  WILL  REMEMBER   YOU  NOT  MAKING  IT.  
  22. 22. 22   Sign  up  for  SBI’s  7th  annual  research  tour:         “How  to  Make  Your  Number  in  2014:     A  Sales  Strategy  You  Can  Execute”   It  is  an  onsite  session  with  you  and  your  leaders.     By  par,cipa,ng,  you  also  receive  our     Hiring  Freeze  Survival  Guide  
  23. 23. 23   Learn  More   If  you  don’t  have  a  content  management  process  or  need  help   op,mizing  your  current  one,     Contact  us  to  hear  the  rest  of  the  story...   Email  -­‐  info@salesbenchmarkindex.com   Phone  -­‐  1-­‐888-­‐556-­‐7338   Web:  hdp://www.salesbenchmarkindex.com       Enjoy  the  SlideShare?  Don’t  miss  the  next  one!    Click  to  follow  us  on  SlideShare         Sign  up  for  our  Sales  Force  Effec,veness  blog  by  clicking  here       For  access  to  this  original  blog  ar,cle,  and  many  more;  click  here  
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