6 keys to improving sales results
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My presentation from HostingCon 2013
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6 keys to improving sales results
- 1. 6 Keys to Improving Sales Results HostingCon 2013 Stacy Griggs Vice President of Cloud Enablement Cbeyond
- 2. A Little About Me • Technology Entrepreneur • Former SVP and CSO at HostMySite / Hosting.com • Former SVP and CSO at MaximumASP • @ Cbeyond – have built the cloud sales team, sales engineering and currently building cloud enablement. • Vice President of Sales for 3 different Inc 500 Companies.
- 3. State of Cloud and Hosting Sales • Sales are great, but sales teams are not. • Most companies excel in marketing and automation, but frankly aren't good at selling. • A quality sales team can be one of your most effective tools in competing with AWS, Azure and Google. • As legacy companies (like IBM, Verizon & CSC) continue to enter our market, sales competencies will become more important. • Large companies are more responsive to sales, which has slowed their adoption to IaaS and Managed Hosting.
- 4. #1 Get Addicted to Data and Metrics • Start with a good SFA. • Add a proposal generator, with e- signature. • Require activity logging for commission payment. • Manage to metrics, but the ultimate measure is results. • During ramp, people need to show they are doing the right things - until they get the right results.
- 5. #2 - Hire Sales Reps That Fit Your System • Define your system or it will define itself. • Great reps from one company may not be successful in another system. • Pre-employment testing for fit. • Benchmark psychometrics on normative industry data and your top performers for best results. • Admit mistakes fast. • One size (or management style) does not fit all.
- 6. #3 - Pay Well & Pay for Results • Hunters should make more than farmers. • Sales isn’t just for sales reps – incentivize support for producing leads or upsells. • High risk, high reward. • Incentivize over-performance and consistency. • Compensation includes a lot more than just pay. • Keep bases low and commission potential high.
- 7. #4 – Sell Different Ways • High preforming companies sell – direct, indirect and referral. • Reps should include Channel Managers, Inside and Outside. • Packaging can make a big difference. • Help your partners sell. • Automate and integrate to scale. • Find a way to say YES! • Alignment between sales, marketing, operations and product is critical (this is not an issue when you are small) "The best way to have a good idea is to have a lot of ideas." Linus Carl Pauling, 2x Nobel Prize winner
- 8. #5 - Celebrate Success • Culture is as important as pay. • Sales people are competitive, keep score. • Great teams produce better results than great individuals, incent teamwork. • Have Fun!
- 9. #6 – Consistency is Key • Change is needed to improve, it needs to be thoughtfully implemented to be successful. • Constant tweaking to commission plans, can lead to a retention issues. • Stability in accounts and quotas lead to better results. • Involve the team in creating the future. • Also extends to training and on- boarding. You need to create sales rep factory.
- 10. Questions / Contact Info Stacy Griggs Vice President – Cbeyond Stacy.Griggs@cbeyond.net Twitter @stacygriggs Blog - http://www.thewhir.com/blog/profile/stacygriggs
Editor's Notes
- Every one needs to buy, but no one wants to be sold.
- Adding electronic signature at HMS improved close rate and reduced TTC by over 30%Monthly plan with each rep to determine how they will hit their goal – Hope is not a strategy.
- Rackspace reps don’t fit the CBEY system (sell as the incumbent and inbound oriented)You should learn from mistakes as wellExample Enterprise(Oracle) SW reps.
- Make sure targets are achievable.
- Chance favors the prepared mind – Louis Pasture
- Old African saying - if you want to go fast go alone, if you want to go far go with others.Example when I got to Max we fired the top rep the first week, he was not a fit in a team culture – sales increased almost immediately.