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How to manage your reps through data (Truly)

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Why this presentation?

- Everyone has gone remote, and managers have lost two of their most powerful tools (eyes and ears)

- “Can I get the same level of visibility using CRM data?”

- “What would that management process look like?”

Published in: Business
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How to manage your reps through data (Truly)

  1. 1. Why this Presentation? ● Everyone has gone remote, and managers have lost two of their most powerful tools (eyes and ears) ● “Can I get the same level of visibility using CRM data?” ● “What would that management process look like?”
  2. 2. You Need A Way To... You Do This By... Our Products Drive Sales Adoption (Eliminate Excuses) make the product ‘just work’, on any device, any network, with positive benefits to the end user Truly Phone System/Dialer Improve Sales Activity Tracking minimize dependence on sales rep inputs and maximize confidence in sales data across the organization Truly Salesforce Sync Expand Sales Visibility ensure everyone across the revenue org can access relevant sales data with minimal effort. Truly Unified Analytics (Enrichment) Increase Sales Agility enable revenue organizations to use sales data to quickly react to market shifts, competitive threats, and customer needs. Truly Unified Analytics (Reporting Dashboards) Improve Revenue Outcomes reduce rep attrition, reduce rep ramp time, increase quota attainment, increase revenue per rep. Truly Activity Intelligence Platform Four Steps Of The Data Driven Transformation
  3. 3. There are four categories of data we get when working in person, and we need ALL of them to get the full picture
  4. 4. ● Activity: what is the rep doing? ● Behavior: how are they doing it? ● Efficiency: where are they getting stuck? ● Time Allocation: what part of the funnel are they working?
  5. 5. For Example...
  6. 6. Here’s how you’d use these reporting dimensions to diagnose and solve rep performance issues...
  7. 7. If quota attainment <= average We need to understand what levers we can pull to change that Is the rep putting in the effort? Q: how do activity levels compare across reps, and compared to industry benchmarks? Is the rep following best practices? Q: are reps doing the expected cadences? Q: How quickly do they respond to customers? Q: What language are they using? Can the rep be coached to higher efficiency? Q: are reps doing the expected cadences? Q: How quickly do they respond to customers? Q: What language are they using? Is the rep spending time on the right things? Q: is the rep focusing on deals that are unlikely to close? Q: is the rep prospecting? Look at Behavior Reports If quota attainment > average We need to figure out how we keep it that way I there excess capacity for more activity? Q: can we motivate this rep to perform even better? Are the rep’s inputs consistent? Q: how long can we maintain this level of performance Where do I start my analysis? Look at Activity Reports Look at Efficiency Reports Look at Funnel Reports Look at Activity Reports Look at Efficiency Reports
  8. 8. If activity<= average We need to figure out if the performance gap can be filled through activity alone, based on the current efficiency level Is rep focusing on tasks that should be outsourced? Q: can contact mining/enrichment go to marketing? Q: can tasks be automated somehow? Is the rep’s behavior reflect high performance? Q: are activity levels steady or volatile? Q: Are tasks being executed using best practices? Is the rep aware of expectations and what’s achievable? Q: do they understand the activity levels required to be successful? Is the rep incentivized correctly? Q: is the rep hitting quota and choosing not to exercise their excess capacity because of a commission cap? Look at Behavior Reports If activity > average We need to figure out if they are working in a sustainable manner Is the rep working in a sustainable manner? Q: if the rep is working 80 hrs/week, are they about to burn out? Is the rep overcompensating for poor efficiency? Q: if we can’t increase activity, can we get more output for the same level of input? Rep Activity Diagnosis Look at Efficiency Reports Look at Behavior Reports
  9. 9. If conversion ratios <= average We need to figure out why that’s the case, if it’s fixable, and if an increase in activity alone could bridge the quota attainment gap Where in the funnel is the rep having trouble? Q: What do conversion ratios look like across all account/oppt stages? Is efficiency trending in the right direction? Q: How are conversion ratios changing over time? Can the rep be coached to higher efficiency? Q: is the efficiency gap closable? Q: is the efficiency gap worth closing? Is the rep spending time on the right things? Q: is the rep focusing on deals that are unlikely to close? Q: is the rep prospecting? Look at Activity and Behavior Reports If conversion ratios > avg We need to figure out if we can replicate the right behaviors and activities among other reps What is the rep doing differently? Q: what are the activities that drive more conversions at each stage? Can we get the rep to do even more of it? Q: how close is the rep to capacity? Can we motivate them to do even more activity? Rep Efficiency Reporting Look at Activity and Behavior Reports Look at Activity Reports Look at Activity Reports
  10. 10. If the behavior deviates from the norm We need to figure out if this is a good or bad thing. If it’s good, we want to replicate with others. If it’s bad, we want to change it. Is the rep working at the same times as others? Q: How does activity vary by hour of day and day of week Is the rep complying with our process? Q: Are they using the tool we give them, and using them as prescribed? Q: are they complying with our process? Is the rep able to achieve “flow” in their execution? Q: is the rep executing activities in a focused way, on the right parts of the funnel? Q: are they working in “call blocks” or “start-stop”? Is the rep using the right language and mannerisms? Q: are they following the script and presenting themselves the right way? If the behavior is normal Our time is better spent on raising effort and efficiency. Rep Behavior Diagnosis Look at Efficiency Reports Look at Activity and Efficiency Reports
  11. 11. If deal velocity <= average We need to understand if the rep is allocating time correctly across the funnel and how that changes over time Does the rep have good pipeline coverage? Q: do we have enough at the top of the funnel? Q: are we doing everything we can to fix it? Are deals progressing or stuck? Q: Where are deals getting stuck? Q: Where are reps spending most of their time, and what is the ROI on that time? Is the rep touching good opportunities consistently? Q: are we spending too much time chasing bad oppts instead of creating new ones and/or closing good ones? Is the rep following the execution plan agreed to in meetings? Q: what touches are they executing? If deal velocity > average We need to focus on increasing throughput Time Allocation Diagnosis Look at Efficiency Reports Look at Activity Reports Look at Efficiency Reports Look at Activity Reports
  12. 12. If reps have inconsistent pipeline outcomes We need to figure out where their deals are getting stuck and if they’re spending time on the right part of the funnel Does the rep have good pipeline coverage? Q: do we have enough at the top of the funnel? Q: are we doing everything we can to fix it? Are deals progressing or stuck? Q: what is the deal velocity for each rep? Q: how many touches and how much time does it take to progress? Is the rep touching good opportunities consistently? Q: are we spending too much time on the wrong opportunities? Is the rep following the execution plan? Q: what touches are they executing? Look at Activity and Behavior Reports If reps have consistent throughput We need to figure out how we can increase throughput or efficiency What is the rep doing differently? Q: what are the activities that drive more conversions at each stage? Can we get the rep to do even more of it? Q: how close is the rep to capacity? Can we motivate them to do even more activity? Time Allocation Reports Look at Activity and Behavior Reports Look at Activity Reports
  13. 13. How Do You Get These Reports?
  14. 14. https://hello.truly.co/know-what-your-reps-are-doing-all-day Get the free Salesforce Package

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