Webinar recording available: https://www.salesprocentral.com/frs/8885639/build-a-successful-and-results-driven-sales-culture/download Every business asks the same question: How can we increase revenue? Gary Galvin is here to answer that question. He will help you define metrics to drive success, empower your sales team, and create a culture driven by results and accountability; because when your team clearly understands what path they’re on and why they’re on it, they are that much more likely to achieve results.

1. Build a Successful and Results-Driven Sales
Culture
Gary Galvin Eve Lyons-Berg
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Click on the Questions panel to
interact with the presenters
https://www.salesprocentral.com/webinar-series/improve-your-salesforce-efficiency/

4. About Gary Galvin
Gary Galvin is a consultant, sales leader and CEO of Galvin Technologies, which is a Salesforce Consulting Partner located in
Indianapolis, IN. Galvin Technologies focuses on using technology to provide a personal and consistent experience that turn
prospects into life-long clients. Gary leads the direction of the company while focusing on new customer acquisition. You can
follow Gary at @gary_galvin.
About Eve Lyons-Berg
Eve graduated in 2017 from Grinnell College, where she majored in English and took an eclectic assortment
of courses. She now works with Aggregage as editor, content marketer, and webinar host on sites including
Sales Pro Central, eLearning Learning, and Business Innovation Brief.

5. 5
Salesforce Consulting Partner
Build a Successful and Results-
Driven Sales Culture
As a Salesforce Consulting Partner, Galvin Technologies combines business
and sales strategy, technical implementation, and ongoing managed
services to help our clients increase sales, improve customer engagement
and improve efficiencies.
www.galvintech.com
@galvintech

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12. 12
Start with Quota
Build a Successful and Results-
Driven Sales Culture
Example: $1.2m in annual revenue
$0
$1,200,000
Jan Dec
Monthly Quota: $100,000

13. 13
Monthly Revenue Health
$0 $20,000 $40,000 $60,000 $80,000 $100,000 $120,000 $140,000 $160,000
MTD Sales
Month-To-Date WON
Alan Trammel Desmond Howard Barry Sanders
Expand Your Reporting
• By Product
• By Service
• MRR
• New vs. Current
• By Lead Source
• And More

14. 14Pipeline Metrics
Qualification
Prospecting
Needs Analysis
Quote/Proposal
Verbal
Contract Sent
$3.6m
$300,000
Close Date: 9/28/2018
Next Task: 10/1/2018
Getting Stale
Stage 90 Days
$175,000
$2.3m
Past Due Opportunities
Drew: 8
Todd: 3
Joan: 1
Sara: 0
No Next Step or Past Due
Drew: 4
Todd: 0
Joan: 7
Sara: 9
Stage Age
Drew: 9
Todd: 2
Joan: 9
Sara: 1
Know Your Win-Ratio
Your Numbers Matter To Others

16. $1.2m/Year
$100,000/Month
$3.6m Full Pipeline
$300,000 Bottom Stages

17. Track For the Results You Want
People Will Complain
Gamify It
Be Consistent

18. 18Example Activity Metrics
0
5
10
15
20
25
30
Kirk Gibson Joe Dumars Glen Hanlon Lomas Brown
Number of Activities by Type
Calls Meetings Demos Networking
0
5
10
15
20
25
30
35
40
45
Kirk Gibson Joe Dumars Glen Hanlon Lomas Brown
Number of Activities
Completed Tasks
0 20 40 60 80 100 120 140 160
Kirk Gibson
Joe Dumars
Glen Hanlon
Lomas Brown
Points
Points

19. 19Example Activity Metrics
Prospecting
Closing
Account Management
Issues
Prospecting:
Selling:
Closing:
Account Management:
Issues:
20%
30%
10%
25%
15%
Targets
15%
25%
20%
5%
30%
Joe Dumars
Prospecting Selling
Closing Account Management
Issues

20. 20Add a “Type” Field

21. Understand What’s Working
Do We Have the Right Resources?
You Might Close A lot This Month But….
Are You Doing the Hard Stuff?
Are We Hanging Out with The Right Accounts?

23. $1.2m/Year
$100,000/Month
$3.6m Full Pipeline
$300,000 Bottom Stages
Number of Activities (or Points)
% By Type

24. Monday Morning Dashboard

26. 26
Q&A
CEO and President, Galvin Technologies
Linkedin page: garygalvin/
Twitter ID: @gary_galvin
Email: ggalvin@galvintech.com
Website: https://galvintech.com
Jeff Davis
With:
Editor, Aggregage
Linkedin page: evelyonsberg/
Twitter ID: @SalesProCentral
Email: eve@aggregage.com
Website: http://www.aggregage.com
Eve Lyons-Berg
Moderator:
https://www.salesprocentral.com/webinar-series/improve-your-salesforce-efficiency/
jeff@jeffdavis2.com