Sales Webinar | Grow Revenue by 33% with Sales Playbooks

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When sales people are guarded about their forecasts, how does the under- or over-promising impact your forecast? Telling your managers to coach to close that gap is easy. Knowing what aspects of the deal to coach is extremely difficult. After all, they can't manage what they can't see. Join Travis Hill, Senior Partner at The TAS Group, to learn how effective sales managers are using sales playbooks to deliver consistently effective coaching that dramatically improves their teams' performance.

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  • Sales Webinar | Grow Revenue by 33% with Sales Playbooks

    1. 1. Grow Revenue by 33% with Sales Playbooks Travis Hill Senior Partner Twitter: @travhill22
    2. 2. Travis Hill Senior Partner Engage on Twitter #salesplaybooks
    3. 3. Agenda 1 Customer Story 2 Sales Process Landscape 3 Transformation of Sales Tools 4 Technology + Coaching 5 Questions and Answers
    4. 4. Driving Accurate Forecasts with Dealmaker Ø Increased structure and visibility in sales process Ø More honesty and accuracy in forecasts Ø Insight into which opportunities needed input “Life without Dealmaker would be lots of spreadsheets and unanswered questions.” - John Pickering, Head of Sales
    5. 5. Does your company have a defined sales process?
    6. 6. Is your sales process being followed?
    7. 7. 40% NO Defined Sales Process? 60% YES % Companies with a defined Sales Process High Performers* Sales Process Drives High Performers 60% Good Performers 53% Medium Performers Poor Performers 30% and Predictable Business 70% 40% 44% 50% 60% 70% Sales Process Improves Forecast Accuracy 200% No Sales Process Accurate Defined Process Inaccurate Accurate 0% 20% 40% Inaccurate 60% 80% 100% * High Performers are companies where more than 75% of sales team makes quota. All data on this slide © The TAS Group, Dealmaker Index Study 2013, n=750
    8. 8. Sales Process Symptoms… High tur nover Expected W in Rates Opportunity Coaching Quick new hire ramp up time Common Sa les Language e is Pipelin clear Inconsistent Sales Performance Longer Sale s Cycles Poor Coaching Selli Produ ng ct Solutio s vs ns te Can’t Replica HiPer traits Pipeli visibili ne specu ty is lative
    9. 9. Tools that help sell… Spreadsheets Contact Managers salesforce.com Sales Cloud Intelligent Sales Coaching
    10. 10. Built on a solid foundation Repeatable Winning Sales Process Customized to the Buying Cycle Team Visibility For Sales Manager Integrates With CRM System Sales Tools In Context At Each Stage Informs Forecast Visibility Industry Sales Process Templates Motivational & Visual Many Simple & Complex Processes Process Benchmarks and Insight Social and Collaborative Mobile and Cloud
    11. 11. 1 Repeatable Winning Sales Process 2 Customized to the Buying Cycle 3 Sales Tools In Context At Each Stage
    12. 12. 4 5 Industry Sales Process Templates Many Simple & Complex Processes (DealmakerGenius.com) 6 Process Benchmarks and Insight
    13. 13. 7 8 9 Team Visibility For Sales Manager Native With CRM System Informs Forecast Visibility
    14. 14. 10 Motivational & Visual 11 Social and Collaborative 12 Mobile and Cloud
    15. 15. Our tools have evolved because our sales people and clients have evolved. Relationship Selling Consultative Selling Structured Sales Methodology Connected Salesperson
    16. 16. Benefits of Sales Coaching 56% 88% Amount that sales productivity is improved by sales coaching - Sales Executive Council Customer loyalty improvement where sales coaching is involved - Gallup +27% Increase ROI on sales investment from sales coaching - Gallup
    17. 17. ROI of Effective Coaching 110% 107% 105% % of Quota Attainment 100% 95% 90% 90% 92% 85% 80% Low (< 2 hrs per Rep per Month) Average (2 to 3 hrs per Rep per Month) High (3+ hrs per Rep per Month)
    18. 18. Process Smart Technology DEALMAKER   Coaching
    19. 19. FREE 30 DAY TRIAL – Salesforce.com AppExchange
    20. 20. Questions & Answers QA
    21. 21. www.thetasgroup.com US 866.570.3836 UK +44(0)1189 880 151 International +353(0) 1 6788 900 info@thetasgroup.com Twitter: @thetasgroup
    22. 22. Thank You
    23. 23. Grow Revenue by 33% with Sales Playbooks Travis Hill Senior Partner Twitter: @travhill22

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