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Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

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Enlightened sales organizations understand the need to invest in onboarding: a structured training and development effort to speed new hires up the learning curve. But given the incredible pace of change in today’s B2B sales environment, traditional onboarding is no longer enough. Sales enablement pros must find new approaches for optimizing salesforce performance and productivity throughout their tenure, essentially “reboarding” their sales teams as conditions demand. In this webcast, co-presented with the Sales Management Association, we explore the concept of “reboarding,” why it’s so critical for fast-growing enterprises, and share data-driven best practices for keeping both novice and veteran sales reps alike, engaged and ready to win.

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Reboarding the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

  1. 1. © Copyright 2016 The Sales Management Association. Sales Management Association Webcast 6 April 2016 Presented by “Re-boarding” the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp
  2. 2. About The Sales Management Association Slide 2 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 © 2016 The Sales Management Association. All rights reserved.
  3. 3. Today’s Speaker Slide 3© 2016 The Sales Management Association. All rights reserved.
  4. 4. Twitter @Qstream @SMAssociation Hashtag #salesreboarding The best ideas should be shared © 2016 The Sales Management Association. All rights reserved.
  5. 5. Poll: Revenue growth forecast What is your sales growth forecast for this year? •  < 5% •  5%-15% •  15%-30% •  > 30% © 2016 The Sales Management Association. All rights reserved.
  6. 6. Revenue growth challenges Source: CSO Insights, 2015 Sales Management Optimization Study 58% Percentage of sales reps achieving quota 47% Companies with a ramp up time >10 months 68% Companies that plan to increase the size of their sales team 22% Average sales turnover rate © 2016 The Sales Management Association. All rights reserved.
  7. 7. A word about turnover © 2016 The Sales Management Association. All rights reserved.
  8. 8. Driving revenue growth Moving the middle! © 2016 The Sales Management Association. All rights reserved. Bottom 20% Top 20%
 ! Revenue Performance Salespeople 5% performance gain from the middle yields over 70% more revenue than a 5% shift in the top Middle 60%
 ! Sales Executive Council (SEC)!
  9. 9. Happy, productive reps stick around © 2016 The Sales Management Association. All rights reserved. And get up to speed 34% faster
  10. 10. When is it OK stop? © 2016 The Sales Management Association. All rights reserved.
  11. 11. Continuous ‘re-boarding’ © 2016 The Sales Management Association. All rights reserved.
  12. 12. The bottom line © 2016 The Sales Management Association. All rights reserved. Top performers are proficient in all aspects of their job
  13. 13. One-third of reps are not all that… But which ones are they? © 2016 The Sales Management Association. All rights reserved.
  14. 14. What can CRM tell us, really?
  15. 15. Competency vs. Productivity © 2016 The Sales Management Association. All rights reserved.
  16. 16. What does good look like? © 2016 The Sales Management Association. All rights reserved.
  17. 17. Chat: The ideal salesperson Describe in a few words the qualities/behaviors of the ideal sales rep? © 2016 The Sales Management Association. All rights reserved.
  18. 18. The sales talent lifecycle © 2016 The Sales Management Association. All rights reserved.
  19. 19. Onboarding effectiveness Identifying Onboarding Capability Gaps Sales Management Association February 2015 © 2016 The Sales Management Association. All rights reserved.
  20. 20. Measure what reps do © 2016 The Sales Management Association. All rights reserved.
  21. 21. Measure what reps produce © 2016 The Sales Management Association. All rights reserved.
  22. 22. Measure what reps know © 2016 The Sales Management Association. All rights reserved.
  23. 23. Measure over time © 2016 The Sales Management Association. All rights reserved.
  24. 24. Now tie that all together © 2016 The Sales Management Association. All rights reserved.
  25. 25. Mind the gaps © 2016 The Sales Management Association. All rights reserved.
  26. 26. Data-driven coaching tools © 2016 The Sales Management Association. All rights reserved.
  27. 27. Data-driven coaching insights © 2016 The Sales Management Association. All rights reserved.
  28. 28. Data-driven coaching templates © 2016 The Sales Management Association. All rights reserved.
  29. 29. Guided selling tools © 2016 The Sales Management Association. All rights reserved.
  30. 30. Validate your hiring profile © 2016 The Sales Management Association. All rights reserved.
  31. 31. Important reboarding considerations Time Convenience © 2016 The Sales Management Association. All rights reserved. Insights Motivation
  32. 32. Three success metrics Sales Representatives SALES CAPABILITIES! Sales Managers COACHING EFFECTIVENESS! Senior Sales Management PERFORMANCE ANALYTICS! © 2016 The Sales Management Association. All rights reserved.
  33. 33. Results 30% 3% 12% Quota attainment Gross profit Sales turnover © 2016 The Sales Management Association. All rights reserved.
  34. 34. Questions and Discussion Slide 34 Enter your questions in the “Questions” box on the right hand side of the webinar application window. 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. © 2016 The Sales Management Association. All rights reserved.
  35. 35. Sales Management Association Webcast 6 April 2016 Presented by “Re-boarding” the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp © 2016 The Sales Management Association. All rights reserved.
  36. 36. © Copyright 2016 The Sales Management Association Thank You.

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