Easier, Faster, Better. Effective Sales Enablement for Maximum Results


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Highlights of this presentation include six quick sales enablement health check questions to evaluate if your team is focused on the right stuff. Lessons learned and experiences shared by Northwest Evaluation Association, a national nonprofit with over 100 direct sales and 4000 partners.

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Easier, Faster, Better. Effective Sales Enablement for Maximum Results

  1. 1. Easier, Faster, Better. Effective Sales Enablement for Maximum Results Easier, Faster, Better. Effective Sales Enablement for Maximum Results All Rights Reserved. © MobilePaks 2013.
  2. 2. Welcome/Agenda •Enablement of your Sellers: Quick Health Check •The importance of aligning your CRM to sales process •5 tips to be more effective today All Rights Reserved. © MobilePaks 2013.
  3. 3. Speakers Patrick Dugan Director of Sales Operations, Northwest Evaluation Association Sarah Altman v Principal, Sales Ready Group Consultant to NWEA Moderator: Chanin Ballance CEO, MobilePaks All Rights Reserved. © MobilePaks 2013.
  4. 4. • Not-for-profit educational services organization • Headquartered in Portland, OR • ~600 Full-time employees • National sales team of 70+ people including Regional Managers & Directors All Rights Reserved. © MobilePaks 2013.
  5. 5. Enablement of your Sellers Quick 6 Question Health Check
  6. 6. Health Check: Question 1 1. Do you have one or more former sales people on your sales enablement team (or are you one)? All Rights Reserved. © MobilePaks 2013.
  7. 7. SH QUESTION 2 2. Rate the strength of the cross functional relationships in your organization? (e.g. sales and marketing alignment) • Do they understand the sales relationships? • Do they understand the buying cycle of your customers?
  8. 8. SH QUESTIONS 3 & 4 3. Do your reps have the right sales materials at the right time? 4. Have you provided your sales reps and sales managers their own business dashboard?
  9. 9. QUESTIONS 5 & 6 5. How strong is your training program for the sales team? 6. How consistent is your sales on-boarding process? Think back to the last 3 reps who joined your organization. All Rights Reserved. © MobilePaks 2013.
  10. 10. Polling Question Seller enablement: Health check review How does your organization measure? 0-6 7-12 13-18 19-24 25-30 Just Getting Started Building the Foundation: Getting to repeatable Finding Your Groove: People, process and technology Delivering Great Value: Clear metrics for success SE Rock Stars: Advanced and optimized All Rights Reserved. © MobilePaks 2013.
  11. 11. Making it Easier The importance of aligning your CRM to your sales process
  12. 12. Align CRM deal stages to your buying cycle • Tangible steps • Align stages to training, CRM, collateral support, etc. • Keep it simple All Rights Reserved. © MobilePaks 2013.
  13. 13. NWEA Sales Process & Pipeline Leads > Opportunities > Partners > More Kids Strategic Selling Salesforce Above the Funnel Above the Funnel In The Funnel In the Funnel Lead / Contact Target Opportunity Opportunity Opportunity Opportunity Partner Partner Sales Stage 1. Lead 1. Target 2. Prospect 3. Discovery 4. Solutions 5.Proposal 6. Decision Closed / Won Probability 0% 0% 10% First Stage 25% 50% 75% 100% 100% Real probability of an order and actively working with District to make a purchasing decision Order pending within a defined # of days Partner has confirmed decision to purchase from NWEA In Implementation phase Definition One-Way: District has contacted us One-Way: Pro-actively targeted District, e.g. top 10 on your list OR Inbound from Marketing/“marketing qualified” or Web/ conference name with potential interest Note: Use this category if Account is already in Salesforce. If not, enter as a Lead In conversation: A Lead or Target an NWEA PRR has had a promising conversation with District WILL buy something in the next 39 months Qualifying District as an opportunity Able to estimate # kids, $ revenue CRITERIA: Checklist for each Sales Stage 1. Name or a lead identified 2. District appears worth talking to/looks like a potential fit 1. Potential fit for NWEA 2. Contact information for key decision makers identified 3. Researched District’s size, current vendor & trends - see that they are likely to be in “Growth or Trouble” mode 1. Engaged in phone or in-person conversation with a decision maker 2. District is looking to purchase assessment and/or PD. They expressed interest 3. Able to estimate the # kids, $ revenue Qualified Opportunity with clear single sales objective and target # of kids, and revenue Confirmed budget & funding source Confirmed timeline & decision process Solution is defined and has been discussed and key decision makers like it Prospect is in “Growth or Trouble” mode and has positive rating for our potential solution 1. Able to see clear strategic fit, mode of Trouble or Growth 1. All decision makers/influencers identified 2. Confirmed decision deadline, testing cycle 2. Requirements/ criteria for decision clear Best Few Best Few Have verbal agreement to solution and cost. Final verbal and written commitment Working on written agreement Implementation plans in place and agreed 1.Decision makers confirm they want to purchase the specific proposed solution from NWEA at specific price - verbal commitment 1. Signed MSA and PO Specific proposal requested/written meeting all detailed requirements 3. Confirmed budget & funding source 4. Confirmed # kids and $ revenue opportunity, and PD needs 5. Have shown demo (s), identified likes, concerns, gaps 6. Cost is understood All Rights Reserved. © MobilePaks 2013. In The Funnel 3. Key buyer mode and rating positive 4. Concerns, reasons NOT to choose NWEA are clear and being addressed 5. Strong Ideal Partner criteria fit 2. Agreeing final price and legal 3. NWEA is ONLY vendor being considered as finalist 2. Implementation plan, milestones, accountability clear and agreed 3. The follow up, contact, cross-sell plan is clear with accountable people, known by the team 1. Business Ops marks Opportunity Closed Won & Why 2. Implementation team contacts Partner 3. PRR thanks partner for the business and understands what a successful partnership looks like
  14. 14. Facilitate alignment with joint KPIs and visibility Standardizing dashboards so all sales leaders see very similar data Align the presentation of data with their KPIs for better adoption and organizational alignment All Rights Reserved. © MobilePaks 2013.
  15. 15. Make resources easy to find All Rights Reserved. © MobilePaks 2013.
  16. 16. 5 Tips You Can Use Today, Including What Sales Reps Want and Need
  17. 17. 1. Ask Good Questions and Listen Examples: • • What is one improvement to your CRM that would help you the most? What’s the one thing you spend a lot of time on that feels like a waste of time? Get a feedback loop. Make priorities and answers visible. All Rights Reserved. © MobilePaks 2013.
  18. 18. 2. Walk in Their Shoes The best Sales Enablement professionals and leaders understand selling. •If you don’t, take a rep for lunch and ask. •Read books – Spin Selling, Selling to Vito, Hope is Not A Strategy
  19. 19. 3. Make Your Content Easy to Find & Use All Rights Reserved. © MobilePaks 2013.
  20. 20. 4. Little Big Bang Theory • Create a file, folder or Pak of sales reps favorite presentations and share with team • Delete 100 old custom reports that haven’t been used in over 3 months • Ask a rep if there is a useful report their whole team can use • Schedule a new product training and commit to sharing it live and on demand via any device • Sit with a rep and review the order process and identify 3 ways to make it simpler and fix it (leverage technology, support team, etc.) All Rights Reserved. © MobilePaks 2013.
  21. 21. 5. Prioritize your work by asking this one question: Does the work I’m doing make life easier, faster or better for the sales team? All Rights Reserved. © MobilePaks 2013.
  22. 22. Summary/Q&A • What we covered today • Questions from our audience? All Rights Reserved. © MobilePaks 2013.
  23. 23. Thank you for attending. A copy of the presentation will be sent out shortly. Join us for our next webinar: • 10/16 The Power of Sales-Marketing Alignment – To enable sales and improve business performance • 10/24 Sales training doesn't have to suck. Make it relevant and engaging • 11/6 Sales Enablement – Evolving from random acts to a holistic system For more information, contact us at info@mobilepaks.com All Rights Reserved. © MobilePaks 2013.