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Qstream/Sales Management Association Webinar: Refocusing Sales Enablement Investments…On Sales Enablement!

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Sales enablement solutions – even successfully implemented ones – don’t always improve salesperson effectiveness. Instead, they improve Marketing’s ability to reliably deliver content into the hands of prospects and customers. Along the way, actual selling activity often gets lost. Nearly 1/3 of enterprise sales reps arrive at sales calls unprepared to apply the information and context needed to drive buying decisions.

So how do firms prevent enablement tools from dumbing down reps? This webinar will help you move beyond content management processes, and share new approaches for knowledge reinforcement and behavior change that are proven to enhance sales performance.

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Qstream/Sales Management Association Webinar: Refocusing Sales Enablement Investments…On Sales Enablement!

  1. 1. Refocusing Sales Enablement Investments…On Sales Enablement! © Copyright 2014 The Sales Management Association. Sales Management Association Webcast 1 October 2014 Presented by
  2. 2. About The Sales Management Association A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners. Learn More: www.salesmanagement.org Slide 2 © 2014 The Sales Management Association. All rights reserved.
  3. 3. Today’s Presenter Slide 3 © 2014 The Sales Management Association. All rights reserved.
  4. 4. Agenda BIG + BIG = BETTER idea #1 idea #2 Results from Slide 4 © 2014 The Sales Management Association . All rights reserved. your SE investments
  5. 5. Ask yourself… 3. Should reps exercise skill in crafting compelling Slide 5 1. Does your SE content anticipate every sales conversation? 2. Do you expect your sales people to do more than simply deliver content? customer- and context-specific solutions? © 2014 The Sales Management Association . All rights reserved.
  6. 6. What are we enabling? Slide 6 © 2014 The Sales Management Association . All rights reserved.
  7. 7. Where does SE reside? Slide 7 © 2014 The Sales Management Association . All rights reserved.
  8. 8. SE budgets are getting bigger! Slide 8 © 2014 The Sales Management Association . All rights reserved.
  9. 9. Follow the money… Slide 9 © 2014 The Sales Management Association . All rights reserved.
  10. 10. All the right stuff © 2014 The Sales Management Association . All rights reserved.
  11. 11. Buyers expect more Slide 11 © 2014 The Sales Management Association . All rights reserved.
  12. 12. And change happens… Slide 12 © 2014 The Sales Management Association . All rights reserved.
  13. 13. Ends must justify the means Are our reps more “enabled” than they are successful? Slide 13 © 2014 The Sales Management Association . All rights reserved.
  14. 14. Sales enablement broadly speaking Slide 14 • Sales technology • Client-facing content • Sales skill training • Product training • Account management © 2014 The Sales Management Association . All rights reserved.
  15. 15. IDC: One in three deals lost Slide 15 © 2014 The Sales Management Association . All rights reserved.
  16. 16. 1/3 of our reps not ready to win! But which ones are they? © 2014 The Sales Management Association . All rights reserved.
  17. 17. Spend more, grow more… Slide 17 Results.. Way better results? © 2014 The Sales Management Association . All rights reserved.
  18. 18. Big Idea #1 Slide 18 Get focused on a very specific business goal © 2014 The Sales Management Association . All rights reserved.
  19. 19. Which silver bullet? Slide 19 © 2014 The Sales Management Association . All rights reserved.
  20. 20. Forrester SE Execution Landscape Slide 20 Qstream.com/Forrester_Report • Develop • Position • Locate • Align • Engage • Assemble © 2014 The Sales Management Association . All rights reserved.
  21. 21. Big Idea #2 Slide 21 To be successful, you must change behaviors © 2014 The Sales Management Association . All rights reserved.
  22. 22. Sales is about relationships Slide 22 CRM systems don’t close deals, your people do… © 2014 The Sales Management Association . All rights reserved.
  23. 23. New name, same old gig? Slide 23 Formula Selling Mood Selling Barrier Selling The Solution Sale Needs Satisfaction Selling © 2014 The Sales Management Association . All rights reserved. Pyramid Selling Agile Selling Challenger Customer-Centric Selling
  24. 24. Brain science People forget up to 79% of new information within 30 days Slide 24 The “Forgetting Curve” Hermann Ebbinghaus © 2014 The Sales Management Association . All rights reserved.
  25. 25. Harvard Research Most learning is not conducive to how we actually store info in memory Slide 25 Interval Reinforcement Active Recall © 2014 The Sales Management Association . All rights reserved. • “Spacing and testing” approach • Clinically proven to boost retention by up to 170% • Durably changes behaviors
  26. 26. Measuring strengths Slide 26 50%# 45%# 40%# 35%# 30%# 25%# 20%# 15%# 10%# 5%# 0%# Regulated# Unregulated# © 2014 The Sales Management Association . All rights reserved. 1st#A6empt# 2nd#A6empt# % of incorrect responses Reclaimed Revenue Opportunity? 31% 46% 18% 28%
  27. 27. Real-world example Slide 27 68% 92% Sales skills baseline improvement © 2014 The Sales Management Association . All rights reserved.
  28. 28. Real-world example Slide 28 © 2014 The Sales Management Association . All rights reserved.
  29. 29. Real-world example Slide 29 © 2014 The Sales Management Association . All rights reserved.
  30. 30. Real-world example © 2014 The Sales Management Association . All rights reserved.
  31. 31. Time to refocus our investments Slide 31 Less focus on content and tools… More focus on people and ways to enable productive, value-added conversations © 2014 The Sales Management Association . All rights reserved.
  32. 32. Questions and discussion Enter your questions in the “Questions” box on the right hand side of the webinar application window. Slide 32 Did we run out of time before we got to your question? Presenters can follow-up with you via email. Feel free to submit more questions if you’d like an offline response. © 2014 The Sales Management Association. All rights reserved.
  33. 33. Thank You. © Copyright 2014 The Sales Management Association

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