Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Managing & Motivating Top Performers
Managing &Motivating TopPerformersMatt Heinz, President, HeinzMarketing Inc
Agenda• Hiring and identifying top performers• Management best practices• Metrics• Discipline, course correction a...
Best practices guide
Tips for hiring more top performers• Look for make-up, not just experience• Hire for sales skills, not industry knowle...
Identifying more top performers• Are they hungry to learn?• Are they coachable?• Have they struggled and overcome obstacle...
7 keys to inside salesmanagement1. Creativity2. Consistency3. Curiosity4. Conflict Management5. Confidence6. C...
Managing top performers• More selling, less paperwork• Make more than the CEO• No micromanagement• Manage pipeline...
Bottoms-up management• Start at the bottom of the pipeline, and work up until you find the problem – Opportunity review ...
Use better metrics• Customer lifetime value• Addressable market size & penetration• Sales cycle length• Deal size•...
When top reps break the rules• Find out why• Demonstrate the path to bigger checks• Reinforce & empower their leader...
Top performers need bigger toys
Getting back above quota• Focus on the numbers• Focus on what they can control• Compare current & previous habits (watch t...
Mentorship programs• Responsible for new hire• Play manager role w/out management responsibilities• Portion of new-hire c...
Recognition• The power of tangible vs. intangible rewards• Get your executive team involved• Ask for advice on sales & non...
Questions?• Matt Heinz• matt@heinzmarketing.com• @heinzmarketing
Managing & Motivating Top Sales Performers
Upcoming SlideShare
Loading in …5
×

Managing & Motivating Top Sales Performers

8,429 views

Published on

Your best reps can sometimes get bored, break the rules, set bad examples for the rest of the team... but on their best days they help you manage, motivate and drive performance from the rest of the team.

This session from the AA-ISP Leadership Summit in Dallas explores specific examples, tools and stories of how inside managers are getting the most out of their best reps every day.

Published in: Business, Education
no profile picture user
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (Unlimited) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... Download Full EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ACCESS WEBSITE for All Ebooks ......................................................................................................................... Download Full PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... Download EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... Download doc Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ......................................................................................................................... ......................................................................................................................... .............. Browse by Genre Available eBooks ......................................................................................................................... Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult,
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Managing & Motivating Top Sales Performers

  1. 1. Managing & Motivating Top Performers
  2. 2. Managing &Motivating TopPerformersMatt Heinz, President, HeinzMarketing Inc
  3. 3. Agenda• Hiring and identifying top performers• Management best practices• Metrics• Discipline, course correction and incentives• Additional best practice examples• Q&A
  4. 4. Best practices guide
  5. 5. Tips for hiring more top performers• Look for make-up, not just experience• Hire for sales skills, not industry knowledge• Find the good listeners• Align with your commission structure
  6. 6. Identifying more top performers• Are they hungry to learn?• Are they coachable?• Have they struggled and overcome obstacles?• Do they know the difference between selling and solving customer problems?• Do they naturally mentor or inspire others?
  7. 7. 7 keys to inside salesmanagement1. Creativity2. Consistency3. Curiosity4. Conflict Management5. Confidence6. Can-Do, Will-Do Attitude7. Calm
  8. 8. Managing top performers• More selling, less paperwork• Make more than the CEO• No micromanagement• Manage pipeline from bottom up
  9. 9. Bottoms-up management• Start at the bottom of the pipeline, and work up until you find the problem – Opportunity review – Lead review – Activity review – Intangible challenges/roadblocks
  10. 10. Use better metrics• Customer lifetime value• Addressable market size & penetration• Sales cycle length• Deal size• Qualified leads
  11. 11. When top reps break the rules• Find out why• Demonstrate the path to bigger checks• Reinforce & empower their leadership role• Re-evaluate your rules• Learn from them• Get rid of them
  12. 12. Top performers need bigger toys
  13. 13. Getting back above quota• Focus on the numbers• Focus on what they can control• Compare current & previous habits (watch the video tape)• Deal walkthroughs• Evaluate effort, attitude & drive• Make sure your comp plan requires consistent performance• Create longer-period contests contingent on exceeding quota
  14. 14. Mentorship programs• Responsible for new hire• Play manager role w/out management responsibilities• Portion of new-hire comp back to top rep for period of time
  15. 15. Recognition• The power of tangible vs. intangible rewards• Get your executive team involved• Ask for advice on sales & non-sales issues
  16. 16. Questions?• Matt Heinz• matt@heinzmarketing.com• @heinzmarketing

×