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Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results

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This is the webinar I did with Matt McDarby, Founder/President of United Sales Resources and author of The Cadence of Excellence: Key Habits of Effective Sales Managers.

Published in: Sales

Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results

  1. 1. a division of Fast Lane Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results Mike Kunkle & Matt McDarby
  2. 2. Our Presenter DXform.io mike.kunkle@fastlaneus.com 214.494.9950 Mike Kunkle VP, Sales Transformation Services Follow Mike & His Content DTI Blog http://www.dxform.io/blog Personal Blog https://www.mikekunkle.com/blog SMM Webinars http://bit.ly/STSTonSMM BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel LinkedIn Publisher http://bit.ly/MikeKunkleLinkedInPublisher LinkedIn Profile http://www.linkedin.com/in/mikekunkle Twitter https://twitter.com/mike_kunkle SlideShare http://www.slideshare.net/MikeKunkle Mike Kunkle is a respected sales transformation architect and widely-recognized sales training and sales enablement expert. He’s spent 22 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the VP of Sales Transformation Services for Digital Transformation Inc. (a division of Fast Lane Consulting & Education Services) and founder of Transforming Sales Results, LLC. He consults, advises, writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation. 2
  3. 3. Guest Presenter USR-LLC.com matt@usr-llc.com 301.325.4851 Matt McDarby Co-founder / President of United Sales Resources (USR) Follow Matt & His Content USR Blog http://usr-llc.com/category/general-blog/ McDarby Content Links http://bit.ly/2xDL5Ar Cadence of Excellence https://www.amazon.com/dp/1947486012 LinkedIn Posts http://bit.ly/2zlQo9V LinkedIn Profile https://www.linkedin.com/in/mattmcdarby/ Twitter https://twitter.com/mmcdarby USR Twitter https://twitter.com/5Fundamentals Matt McDarby is a sales leadership coach and advisor to wildly successful middle-market and large sales organizations. He is the President at United Sales Resources, a sales management coaching and advisory services firm he founded after a very successful stint as a global account executive and VP, Enterprise Sales at Huthwaite (“SPIN Selling”). Matt is the author of the new book, The Cadence of Excellence: Key Habits of Effective Sales Managers, and he has written dozens of white papers and advisory briefs on sales and sales management. He has helped his clients to win hundreds of millions of dollars in new business while building world-class sales management teams. 3
  4. 4. Cadence Of Excellence: The Book “The Cadence of Excellence: Key Habits of Effective Sales Managers” by Matt McDarby Eaton Press, September 2017 Print and Kindle versions available on Amazon 4
  5. 5. AGENDA  The Role of Frontline Sales Managers in Driving Sales Performance  The Sales Management System Framework  The Cadence of Excellence: Key Habits of Effective Sales Managers  Implementing a System / Cadence of Excellence  Book Raffle  Q&A. 5
  6. 6. The Role of Frontline Sales Managers 6
  7. 7. The Role of Frontline Sales Managers  Establishing Territories  Assigning Accounts  Setting Quotas  Pricing/Discount Management  Hiring  Training  Coaching  Sales Analytics  CRM System Monitoring  Budgets/Expense Reports.  Managing Sales Performance  Managing Forecast  Leading a Sales Team and Individuals  Running Meetings  Visiting Prospects and Customers  Reporting  Internal Problem Solving  Solving Customer Problems  Participating in Management Meetings  Special Projects. 7
  8. 8. The Sales Management System Framework 8
  9. 9. The Sales Management System Framework  Master Sales Hiring  Remove barriers to FLSM engagement  Implement a proven-effective Management Operating Rhythm (Cadence) - Master your Sales Process and Sales Methodology - Conduct Effective Team and Rep Meetings  Master Sales Analytics & the ROAM Method  Develop Field Training & Sales Coaching Skills  Master your CRM & Sales Enablement Tools  Master Sales Performance Management. 9
  10. 10. The Cadence of Excellence: Key Habits of Effective Sales Managers 10
  11. 11. Cadence of Excellence  What: Establish a Cadence to Maximize Time  Why: Focus On Doing Important Things Well  How: Diagnosis - What are our most important issues? What are our most important opportunities? - How can we address those issues and opportunities in the most effective and efficient way possible?  When? Key Habits of Effective Sales Managers 11
  12. 12. Typical Sales Management Approach - CHAOS When you have no rhythm or your rhythm is off! WHEN? 12
  13. 13. Levels of Planning & The Coaching Cycle OUR PROCESS Pipeline / Territory Account Opportunity Call Review 13
  14. 14. “Calendar Test” Do You Schedule Your “Most Important Things” First? 14
  15. 15. Levels of Planning & The Coaching Cycle OUR PROCESS Pipeline / Territory Account Opportunity Call Review 15
  16. 16. Implementing a System / Cadence of Excellence 16
  17. 17. Implementing a System / Cadence of Excellence  What activities with my team are leading directly to positive outcomes? - Wins, advances, positive changes in behavior  What activities with my team are wasting otherwise productive time or having a negative impact on results?  How can I ensure that important activities get priority treatment, take precedence over low-value or time-wasting activities? Questions We Need to Ask Ourselves 17
  18. 18. Implementing a System / Cadence of Excellence  Hurdles we have to overcome  Pressures we’ll face  Hard decisions we’ll have to make. 18
  19. 19.  What was your biggest take-away from today’s session?  What will you try first or do next? Take-Away | Next Steps Please reply in the Chat / Q&A section! Next Steps Take-Away 19
  20. 20. Cadence Of Excellence: The Book Raffle In the chat box, write the word “CADENCE” to enter the raffle. We will draw the names of FIVE attendees. Winners will receive their very own, signed copy of “The Cadence of Excellence” by mail within the next two weeks. Ready. Go! 20
  21. 21. WHO? Questions WHERE? WHY? HOW? WHAT? WHEN? 21
  22. 22. Appendix Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results
  23. 23. Complimentary White Paper Realizing the Growth Potential of the Internet of Things: The Convergence of Market Opportunity, Design Thinking, Technical Enablement and Sales Enablement  http://bit.ly/DTI-IoTPotential
  24. 24. Further Reading on The Four Systems  Part 1, Four Systems Overview: http://bit.ly/4SalesSystems-Overview  Part 2, Sales Selection System: http://bit.ly/4SalesSystems-Selection  Part 3, Sales Support System: http://bit.ly/4SalesSystems-SalesSupport  Part 4, Sales Learning System: http://bit.ly/4SalesSystems-SalesLearning  Part 5, Sales Management System: http://bit.ly/4SalesSystems-SalesManagement Sales Selection Sales Support Sales Learning Sales Management 24
  25. 25. For Your Time and Attention A DIVISION OF FAST LANE THANKS! © Digital Transformation, Inc. 2017 www.dxform.io

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