Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

The Complete Guide to Sales Development Leadership

552 views

Published on

Concrete advice for your sales development leadership team.

Building out a sales team is full of perils and pitfalls. How you structure and run your team can either set you up for success or make it impossible to grow. Datanyze co-founder, Ben Sardella, is teaming up with PersistIQ CEO, Pouyan Salehi and The Bridge Group President, Trish Bertuzzi, to provide the ultimate sales development leadership webinar! Plus - get a sneak peek into The Bridge Group's 2016 SDR Metrics & Compensation Report.

Learn how to:
-Choose the right leader for your sales team.
-Boost your "middle" - the 60% of reps that are barely hitting quota each month.
-Build out the perfect compensation structure to motivate your team.

Enjoy!
-----------
This presentation was brought to you by PersistIQ

Our software empowers sales reps to easily create personalized outbound campaigns at scale.

Move faster and sell smarter than ever before.

Try PersistIQ for free at www.PersistIQ.com

Published in: Business
  • Be the first to comment

The Complete Guide to Sales Development Leadership

  1. 1. #SalesDevGuide#SalesLeadership
  2. 2. Hiring for Sales Development #SalesDevGuide#SalesLeadership How to build a Sales Development team Pouyan Salehi CEO & Cofounder, PersistIQ
  3. 3. Click to add title 1. What is Sales Development? 2. How is it changing? 3. How do you hire for it? 4. Profile of a successful sales rep 5. 4 steps to hiring the right sales rep #SalesDevGuide#SalesLeadership What we’ll cover
  4. 4. Generate Qualified Pipeline $$$ Process: Inbound vs. Outbound Structure: Centralized vs. Decentralized Click to add title #SalesDevGuide#SalesLeadership What is Sales Development
  5. 5. New technology is impacting how sales development reps and teams operate. 1. The new metrics that matter 2. The new team structures 3. What this means for being successful Click to add title #SalesDevGuide#SalesLeadership How Sales Development is Changing
  6. 6. Click to add title #SalesDevGuide#SalesLeadership
  7. 7. Click to add title #SalesDevGuide#SalesLeadership 1. The New Metrics that Matter Today ● Email template open rates ● Raw activity numbers New ● Response rates (positive, negative, neutral) ● Type and Quality of activities ● Number of touchpoints ● Order of touchpoints
  8. 8. Click to add title #SalesDevGuide#SalesLeadership 2. Different Team Structures Centralized ● Outbound feels like inbound for the reps ● Better for high-volume / transactional De-Centralized ● Empowers reps to operate (within limits) ● Better for target account selling
  9. 9. Click to add title #SalesDevGuide#SalesLeadership Having the right team! Since activity execution is solved, the focus changes to strategy and personalization. 3. What this Means for Success
  10. 10. Research + Communication + Empathy Profile: ● Curious ● Intelligent / Astute ● Desire to win ● Resilient and Coachable ● Creative (de-centralized) Click to add title #SalesDevGuide#SalesLeadership The New Skillset for Sales Reps
  11. 11. Click to add title #SalesDevGuide#SalesLeadership 4 Steps for Hiring the Right Rep 1. Clearly Identify Your Needs for the Role a. Team Structure / Candidate Profile 2. Create a Compelling Job Description 3. Data-Driven and Consistent Approach 4. Act Quickly and Decisively
  12. 12. Click to add title #SalesDevGuide#SalesLeadership (The Bridge Group, 2016)
  13. 13. Click to add title #SalesDevGuide#SalesLeadership The Interview Process Step 1: 15 min. phone screen Step 2: Sales Development Exercise (take-home) Step 3: In-person and Mock Qualifying Call Step 4: Meet the team (culture fit)
  14. 14. Click to add title #SalesDevGuide#SalesLeadership Sales Exercise Looking for... ● Follow instructions ● Attention to detail ● Research ● Communication ● Feedback
  15. 15. Click to add title #SalesDevGuide#SalesLeadership Sales Exercise If you would like to see a copy of our sales exercise, visit: bit.ly/PIQ-exercise
  16. 16. Click to add title #SalesDevGuide#SalesLeadership We’re Here to Help! pouyan@persistiq.com @psalehi PersistIQ Sales Exercise Sales Technology The future of Sales Development
  17. 17. Managing Different Levels #SalesDevGuide#SalesLeadership Move the Middle, Support the Top & Salvage the Bottom Ben Sardella Co-founder & CRO @datanyze
  18. 18. 3 Types of Reps ● Roof ○ 20% of sales team who consistently exceed quota ● Middle ○ 60% who hit or are just shy of quota each month ● Basement ○ Bottom 20% who are struggling each and every month #SalesDevGuide#SalesLeadership
  19. 19. 3 Types of Reps ● Roof ○ 20% of sales team who consistently exceed quota ● Middle ○ 60% who hit or are just shy of quota each month ● Basement ○ Bottom 20% who are struggling each and every month #SalesDevGuide#SalesLeadership
  20. 20. 3 Types of Reps ● Roof ○ 20% of sales team who consistently exceed quota ● Middle ○ 60% who hit or are just shy of quota each month ● Basement ○ Bottom 20% who are struggling each and every month #SalesDevGuide#SalesLeadership
  21. 21. Why aren’t they progressing? #SalesDevGuide#SalesLeadership Top RepsMiddle Reps
  22. 22. Moving the middle ● Focus on what matters ○ Don’t just be “busy” ○ Don’t get caught in endless admin work ○ Understand your reps are having trouble “getting it” and they know there’s a problem #SalesDevGuide#SalesLeadership
  23. 23. Moving the middle ● Provide Guidance ○ Dive into activity metrics during 1-on-1 meetings ○ Compare those to time spent on admin work ○ Make necessary adjustments ○ Analyze data and use dashboards to visualize the insights #SalesDevGuide#SalesLeadership
  24. 24. Coaching is crucial #SalesDevGuide#SalesLeadership
  25. 25. Coaching is crucial #SalesDevGuide#SalesLeadership “If there was no coaching or reinforcement activity following training, there was a drop- off of 87% of the knowledge acquired. That’s a waste of 87 cents on every dollar spent on formal development efforts.” -Neil Rackham, author of Spin Selling
  26. 26. Coaching is crucial ● Ask, listen & identify the problem ○ Insufficient # cold calls/emails ○ Lack of trust built during sales call ○ Product-focused sales call ○ Price-focused sales call ○ Not asking enough questions ○ Not asking relevant questions ○ Personal issues at home #SalesDevGuide#SalesLeadership
  27. 27. Make it a game ● Competition/Gamification ○ Digital leaderboards ○ Spiffs ○ Caution: may be seen as public shaming ○ Check out these solutions: #SalesDevGuide#SalesLeadership
  28. 28. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals
  29. 29. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals Examine Rep’s Individual Activity
  30. 30. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals Examine Rep’s Individual Activity Honesty, Transparency & Positivity
  31. 31. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals Examine Rep’s Individual Activity Honesty, Transparency & Positivity Upward Movement Part Ways
  32. 32. Support the top ● Challenge them ○ Path to more responsibility ○ Assign important verticals ○ Keep it interesting #SalesDevGuide#SalesLeadership
  33. 33. Support the top ● Have their backs #SalesDevGuide#SalesLeadership Source: Salesforce
  34. 34. Support the top ● Let them know they’re appreciated ○ Public recognition fills void money can’t ○ GIve awards and acknowledge them in front of peers #SalesDevGuide#SalesLeadership
  35. 35. Support the top #SalesDevGuide#SalesLeadership
  36. 36. Compensation & Quota #SalesDevGuide#SalesLeadership 2016 SDR Metrics & Compensation Report Trish Bertuzzi Pres. & Chief Strategist @bridgegroupinc
  37. 37. Base & OTE are Flat, Again #SalesDevGuide#SalesLeadership
  38. 38. Base & OTE are Flat, Again #SalesDevGuide#SalesLeadership
  39. 39. Incentive Pay Variation #SalesDevGuide#SalesLeadership
  40. 40. Monthly Quotas are Up #SalesDevGuide#SalesLeadership
  41. 41. Roughly 2/3 of SDRs Hit Quota #SalesDevGuide#SalesLeadership
  42. 42. Roughly 2/3 of SDRs Hit Quota #SalesDevGuide#SalesLeadership
  43. 43. SDR Pipeline Contribution is Flat #SalesDevGuide#SalesLeadership
  44. 44. SDR Pipeline Contribution is Flat #SalesLeadership
  45. 45. Check out the new PersistIQ and Datanyze Podcast #SalesLeadership Hosts: Brandon Redlinger, Growth at PersistIQ Ben Sardella, CRO & Cofounder at Datanyze SalesFloorStories.com
  46. 46. #SalesDevGuide#SalesLeadership Questions?

×