The Secrets of Sales Management

2. Agenda • Inspiring a Sales Culture • A’s, B’s, and C’s • Auditing your team • Motivation Behaviors • Pipeline Review Techniques • Coaching Framework #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

3. Inspiring a Sales Culture •  People are different, and require different coaching styles. •  “A” Goal: 10% lift and retention. •  “B” Goal: Move them 1/3 to the right. •  ‘C” Goal: Quarantine and remove. •  People are different than you. •  Coaching Requires tremendous commitment, but has immediate impact •  Develop a specific coaching plan for each rep •  Imagine your reps are sales prospects •  Apply during pipeline reviews, phone calls, meetings, listening in, etc. •  Focus on modeling to communicate expectations #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

7. Evaluate your team Sales Rep inspection: •  List each sales rep •  List 2 things they excel with •  List 2 things they struggle with •  Rate each rep A, B, C #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

8. Evaluate yourself Focus on the behavior you want to affect •  Apply relevant coaching strategies to each rep •  Commit to 15 minutes of coaching every day •  Apply the “Pigeon Principle” •  Coaching must be initiated by you #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

9. Motivating your A’s, B’s, and C’s •  Money A, B, C •  Recognition A, B, C •  Status A, B, C •  Competition A, B •  Career advancement A, B, C •  Increased responsibility A, B •  Safety B, C •  Belonging B, C •  Team/Company success A #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

10. Motivating your A’s, B’s, and C’s Money •  Cash, tickets, prize choice, “lost” afternoon Recognition/Status •  Family spiffs, executive emails Competition •  Team award, activity boards Increased responsibility • Mentor/captain Safety/Belonging • “Rent-a-manager,” family events Company success • Executive exposure Career advancement •  Sales executive meeting, competency spiff, presentations to other regions Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved #CoachingABC

11. Motivating your A’s, B’s, and C’s Roles Reward •  Catch them doing something right Roles Reprimand •  Speak to them immediately and privately •  Speak deliberately •  Speak deliberately •  Tell them that you are recognizing their behavior •  Tell them that you are recognizing their behavior •  Tell them what they did right •  Tell them what they did wrong •  Tell them why it was right •  Tell them how that makes you feel •  Stop and be quiet •  Thank them and tell them to continue the behavior •  Anchor with physical contact •  Stop and be quiet •  Tell them that you still value them, just not the behavior •  Anchor with physical contact #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

12. Pipeline Review •  •  •  •  •  •  •  •  •  •  Goal is to transfer ownership Insure that you have a common language Constantly refer to their territory plans Stay focused Do not offer solutions Drill 3x deep — “don’t know response” Start at the back of the pipeline Value and reward forecasting Inspect the commitments/goals Pre-determine the length of the meeting Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved #CoachingABC

13. Coaching Framework Determine ACTIVITY Frame the POSITIVE A The same A Long term B The same B Choice of long or short C The same C Short term Select a GOAL Establish & capture RESULTS A Share goal A The same B Choice B The same C Withhold goal C The same CLOSE A The same B The same C The same Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved #CoachingABC

14. Summary •  Know who is an A, B, C on your team to manage and motivate appropriately: •  “A” Goal: 10% lift and retention. •  “B” Goal: Move them 1/3 to the right. •  ‘C” Goal: Quarantine and remove. •  Identify the type of sales culture you want to inspire •  Establish ownership in pipeline reviews •  Coach goals not outcomes #CoachingABC Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

16. THANK YOU Connect with Jeff: http://www.mjhoffman.com/ @mjhoffman & @YourSalesMBA Our next webinar with Jeff will take place Wednesday June 6th, 2014 @ 12 pm EST Screening, Recruiting, & Hiring Top Sales Talent Thanks for joining us today! Happy Coaching! Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved #CoachingABC