50 HOURS
The Aligned Way to
Improve Sales
Productivity
James Ninivaggi, Sirius Decisions
Service Director, Sales Enablemen...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Align Your Resources Around Productivity
SiriusPerspective...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Executive Summary
• Key issues
– B-to-b marketing and sale...
Relative Productivity Framework
Taking time-and-motion studies to the next level
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Applying Time-and-Motion
SiriusPerspective: Place time-and...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Mapping Sales Productivity
SiriusPerspective: Categorizing...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Applying Time-and-Motion
SiriusPerspective: Use the Sales ...
Calculating Relative Productivity
How to determine the true productivity of reps
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
20 HRS
12.5 HRS
10 HRS7.5 HRS
Calculating Relative Product...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Calculating Relative Productivity
SiriusPerspective: Use a...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Calculating Relative Productivity
SiriusPerspective: Use a...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Calculating Relative Productivity
SiriusPerspective: Use a...
Use Case: On-boarding Productivity
Accelerating new hire’s time to productivity without taking shortcuts
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
New Hires: Moving Them Up and to The Right
15
Core
Selling...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
The Onboarding Gaps
SiriusPerspective: There is no short-c...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Technology Can Be Used To Connect The New Hires
SiriusPers...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Common Definitions of New Hire Productivity
SiriusPerspect...
Use Case: Sales Assets
Sales enablement’s job is to ensure reps are ready to have value-driven
conversations.
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Sales Cycle Changes
SiriusPerspective: 67% of veteran reps...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Sales Effectiveness Challenges
SiriusPerspective: Salespeo...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Finding and Building Content
SiriusPerspective: Instead of...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Sales Favored Actions/Assets
SiriusPerspective: Salespeopl...
Use Case: Account Planning/Execution
It takes a village to build and execute account strategy.
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Common Elements of An Account Plan
25
Understand the accou...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Enterprise Focus: What You’re Signing Up For
Company
• Und...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Maintaining Collaboration and Support
SiriusPerspective: U...
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Action Items
• Marketing
– Understand how marketing activi...
How to Drive Productivity out of Chaos:
Of ALL Roles on Any Given Week Sellers Have More:
8am 10am 12pm 2pm 4pm 6pm 8pm+
M...
800+ Leading Brands at 90+% Renewal Rate
TELECOMTECHNOLOGY FINANCIAL HEALTHCARE RETAIL OTHER
Purposeful Sales Productivity:
Integrated Sales Productivity:
435% YOY
Growth
Mobile Productivity
The Value Of Changing
The Way Sales Is Enabled
Jive Customer Results
Increase in Deal Size
Grow size of deals substantiall...
Questions?
35
James Ninivaggi, Sirius Decisions
@jNinivaggi
Jarrett O’Brien
@jarrettobrien
Stay tuned for more
Sales Webca...
Make 50 Hours of Selling More Productive
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Make 50 Hours of Selling More Productive

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Fifty hours. This is the typical number of hours your salespeople have to sell each week. The question that is keeping your sales leaders up at night is this: am I getting the maximum productivity out of every rep in those 50 hours -- are we maximizing the yield per rep every hour of every day?

To maximize productivity, sales leaders look for tools that can help them improve two things: sales efficiency and sales effectiveness.

In this presentation, James Ninivaggi from Sirius Decisions will share a framework to help you and your sales leaders understand the true productivity of your reps, and identify areas to improve efficiency and effectiveness. He will also talk about key systems your sellers access and how you can leverage them to maximize productivity.

Jive is the world's #1 social business platform. We help employees, customers and partners connect, collaborate and communicate to achieve breakthrough results in sales, marketing, customer service and workforce productivity.

Learn more at http://bit.ly/1aTo6Vq

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  • Spent the last 10+ years in direct sales roles, managing the solution consulting team at SAVO, and recently for the past few years doing a start up helping clients evaluate Sales & Marketing software. In my entire time I haven’t seen a more compelling solution, but more importantly one that sales people will actually adopt.
  • Cris –As it builds can we lose the previous build? thanks
  • MH
  • Make 50 Hours of Selling More Productive

    1. 1. 50 HOURS The Aligned Way to Improve Sales Productivity James Ninivaggi, Sirius Decisions Service Director, Sales Enablement Strategies Jarrett O’Brien, Jive Software Sr. Product Marketing Manager
    2. 2. © Copyright SiriusDecisions. All Rights Protected and Reserved. Align Your Resources Around Productivity SiriusPerspective: Time is the most valuable resource a rep has to spend; it’s everyone’s job to ensure that time is spent maximizing output. 3 Effectiveness (quality and results) Efficiency(capacity) Yield Per Rep Per Hour
    3. 3. © Copyright SiriusDecisions. All Rights Protected and Reserved. Executive Summary • Key issues – B-to-b marketing and sales organizations sometimes lose sight of the ultimate objective of improving rep productivity – Traditional time-and-motion studies don’t tell a complete story – Organizations often fail to measure rep productivity beyond revenue, which is a lagging indicator • What you will walk away with – The SiriusDecisions Relative Productivity Framework, a new way to measure and assess the productivity of your reps – An approach to target pockets of inefficiency to improve rep yield – An understanding of how to impact productivity through improved effectiveness 4
    4. 4. Relative Productivity Framework Taking time-and-motion studies to the next level
    5. 5. © Copyright SiriusDecisions. All Rights Protected and Reserved. Applying Time-and-Motion SiriusPerspective: Place time-and-motion identified activities into the appropriate quadrant within the Sales Activity Framework. 6 6% 29% 39% 19% 7% Active Selling Time Strategy and Planning Administrative Internal Processes Research, Call Prep, etc.
    6. 6. © Copyright SiriusDecisions. All Rights Protected and Reserved. Mapping Sales Productivity SiriusPerspective: Categorizing how reps spend their time shines a light on inefficiency and lost productivity. 7 Core Selling Activities Non-Core Activities Internal Direct Engagement (expense reports, travel) MINIMIZE (customer service calls) LEVERAGE/ DELEGATE (research, proposals) STREAMLINE (prospecting, sales calls) MAXIMIZE
    7. 7. © Copyright SiriusDecisions. All Rights Protected and Reserved. Applying Time-and-Motion SiriusPerspective: Use the Sales Activity Framework to determine the true productivity of reps relative to the ideal. 8 Core Selling Activities Non-Core Activities Internal Direct Engagement 50 HRS 40%25% 20%15% 20 HRS12.5 HRS 10 HRS7.5 HRS (expense reports, travel) (customer service calls) (research, proposals) (prospecting, sales calls)
    8. 8. Calculating Relative Productivity How to determine the true productivity of reps
    9. 9. © Copyright SiriusDecisions. All Rights Protected and Reserved. 20 HRS 12.5 HRS 10 HRS7.5 HRS Calculating Relative Productivity SiriusPerspective: Use a sliding scale to calculate relative productive hours (RPH) by quadrant, using the upper right as the base. 10 Core Selling Activities Non-Core Activities Internal Direct Engagement 50 HRS 20 HRS *1 = 20 RPH 50 RPH (expense reports, travel) (customer service calls) (research, proposals) (prospecting, sales calls)
    10. 10. © Copyright SiriusDecisions. All Rights Protected and Reserved. Calculating Relative Productivity SiriusPerspective: Use a sliding scale to calculate relative productive hours (RPH) by quadrant, using the upper right as the base. 11 Core Selling Activities Non-Core Activities Internal Direct Engagement 50 RPH 46.9 RPH 12.5 HRS *.75 = 9.4 RPH -3.1 10 HRS7.5 HRS 20 HRS *1 = 20 RPH12.5 HRS (expense reports, travel) (customer service calls) (research, proposals) (prospecting, sales calls)
    11. 11. © Copyright SiriusDecisions. All Rights Protected and Reserved. Calculating Relative Productivity SiriusPerspective: Use a sliding scale to calculate relative productive hours (RPH) by quadrant, using the upper right as the base. 12 Core Selling Activities Non-Core Activities Internal Direct Engagement 46.9 RPH 41.9 RPH 12.5 HRS *.75 = 9.4 RPH 10 HRS7.5 HRS 20 HRS *1 = 20 RPH 10 HRS *.5 = 5 RPH - 5 (expense reports, travel) (customer service calls) (research, proposals) (prospecting, sales calls)
    12. 12. © Copyright SiriusDecisions. All Rights Protected and Reserved. Calculating Relative Productivity SiriusPerspective: Use a sliding scale to calculate relative productive hours (RPH) by quadrant, using the upper right as the base. 13 Core Selling Activities Non-Core Activities Internal Direct Engagement 41.9 RPH 34.4 RPH 12.5 HRS *.75 = 9.4 RPH 7.5 HRS 20 HRS *1 = 20 RPH 10 HRS *.5 = 5 RPH 7.5 HRS *0 = 0 RPH -7.5 RPH (expense reports, travel) (customer service calls) (research, proposals) (prospecting, sales calls)
    13. 13. Use Case: On-boarding Productivity Accelerating new hire’s time to productivity without taking shortcuts
    14. 14. © Copyright SiriusDecisions. All Rights Protected and Reserved. New Hires: Moving Them Up and to The Right 15 Core Selling Activities Non-Core Activities Internal Direct Engagement MINIMIZE LEVERAGE/ DELEGATE STREAMLINE MAXIMIZE
    15. 15. © Copyright SiriusDecisions. All Rights Protected and Reserved. The Onboarding Gaps SiriusPerspective: There is no short-cut to enabling your reps, and will not be solved by better messaging and technology alone 16 • Many on-boarding efforts consist of a week of “data dumping” and on-the-job training. • Companies assume they hired seasoned reps who don’t need training. • Underachieving reps get frustrated and leave – creating a perpetual cycle. • Managers are not equipped to coach new hires effectively.
    16. 16. © Copyright SiriusDecisions. All Rights Protected and Reserved. Technology Can Be Used To Connect The New Hires SiriusPerspective: Creating a healthy sense of competition and an “esprit de corps” can be a terrific way to accelerate new hire productivity 17 • Internal social platforms • Targeted “learning objects” delivered just-in-time, just- when-needed • In-person sessions focus on practice • Leverage a learning management system integrated with your SFA • Sales enablement technology • Gamification
    17. 17. © Copyright SiriusDecisions. All Rights Protected and Reserved. Common Definitions of New Hire Productivity SiriusPerspective: There are more ways to measure productivity beyond revenue.  Time to first deal  Quota attainment  Learning path completion  Time to level one, two and three certification across learning paths  Time to pipeline ratio  Revenue gates (X amount of revenue by Y date)  Pipeline conversion by stages  Pipeline velocity by stages  “Break Even” attainment  Year two and three turnover rates (voluntary and forced) 18
    18. 18. Use Case: Sales Assets Sales enablement’s job is to ensure reps are ready to have value-driven conversations.
    19. 19. © Copyright SiriusDecisions. All Rights Protected and Reserved. Sales Cycle Changes SiriusPerspective: 67% of veteran reps reported they are likely to be brought into deals when the buyer is already looking at solutions. 20 1. Buyers are more informed • Access to Content • Peer Network • Access to Data 2. Buyers need more (and earlier) ROI • Reason to Change • Peer Examples • Executive Support 3. Buyers are less likely to engage earlier • Self Service • Network Introduction • Events Not Working How Has Your Sales Cycle Changed in the Last Three Years?
    20. 20. © Copyright SiriusDecisions. All Rights Protected and Reserved. Sales Effectiveness Challenges SiriusPerspective: Salespeople believe their biggest challenge is their ability to communicate value effectively in a compressed sales cycle. 21 Inability to communicate a value message Subject matter expertise of industry or solution Insufficient leads Too many product/offerings to know Sales skill gaps #5 #1 #2 #3 #4 #5 Greatest Inhibitors to Sales Effectiveness
    21. 21. © Copyright SiriusDecisions. All Rights Protected and Reserved. Finding and Building Content SiriusPerspective: Instead of building content, reps could be preparing for the call. 22 Core Selling Activities Non-Core Activities Internal Direct Engagement (expense reports, travel) MINIMIZE (customer service calls) LEVERAGE/ DELEGATE (research, proposals) STREAMLINE (prospecting, sales calls) MAXIMIZE
    22. 22. © Copyright SiriusDecisions. All Rights Protected and Reserved. Sales Favored Actions/Assets SiriusPerspective: Salespeople want ready access to the assets that support their key activities to improve productivity. 23 Buyer’s Journey Education Solution Vendor Selection SalesValue High Low Thought Leadership Marketing Leads Industry Content Event Invite Email Intro Demo Value Demonstration SME Access Competitive Review Sales Intro Event Invite Exec Value Demonstration SME Access Competitive Review Exec Briefing Reference Event Invite
    23. 23. Use Case: Account Planning/Execution It takes a village to build and execute account strategy.
    24. 24. © Copyright SiriusDecisions. All Rights Protected and Reserved. Common Elements of An Account Plan 25 Understand the accounts objectives and goals. What is the current state of the relationship, and what are our goals for this account. Map and assess the organizational structure for every person involved. Identify existing and potential opportunities and build an action plan to pursue.
    25. 25. © Copyright SiriusDecisions. All Rights Protected and Reserved. Enterprise Focus: What You’re Signing Up For Company • Understanding that large accounts require coordinated, customized treatment that bears fruit over the long term Sales • Commitment to lead an account-centric ecosystem via central ownership with appropriate support from the rest of the company Marketing • Commitment to carve out accounts for customized treatment that starts with insights and develops using coordinated execution 26
    26. 26. © Copyright SiriusDecisions. All Rights Protected and Reserved. Maintaining Collaboration and Support SiriusPerspective: Use collaboration tools enhance a team’s ability to coordinate efforts and share information. 27
    27. 27. © Copyright SiriusDecisions. All Rights Protected and Reserved. Action Items • Marketing – Understand how marketing activities can positively impact rep productivity – Leverage yield data to focus the deployment of assets • Sales – Keep an indefatigable focus on constantly improving productivity – Make resource decisions based on the positive impact to productivity 28
    28. 28. How to Drive Productivity out of Chaos: Of ALL Roles on Any Given Week Sellers Have More: 8am 10am 12pm 2pm 4pm 6pm 8pm+ Mon Tues Wed Thurs Fri CRM CMS LMS CRM CMS CRM CRM CONVERSATIONS W/ MORE PEOPLE TIME AWAY FROM DESKS TOOLS & INFORMATION
    29. 29. 800+ Leading Brands at 90+% Renewal Rate TELECOMTECHNOLOGY FINANCIAL HEALTHCARE RETAIL OTHER
    30. 30. Purposeful Sales Productivity:
    31. 31. Integrated Sales Productivity:
    32. 32. 435% YOY Growth Mobile Productivity
    33. 33. The Value Of Changing The Way Sales Is Enabled Jive Customer Results Increase in Deal Size Grow size of deals substantially using Jive by aligning the right team and following a sales process. • 86% of users said Jive helped them improve internal communications • 71% stated that Jive helped improve pitch/proposal quality. 23% Reduction in On Boarding Train and on board new reps faster on Jive, reducing costs and enabling you to capture sales faster. • 82% found Jive valuable at discovering best practices. • 65% found it valuable at building a network. Reduction of Sales Support Needs Reduce sales support needs via better self-help from reuse of existing knowledge and easier access to tools and resources. • 88% said Jive was valuable for accessing knowledge and information Overall Revenue Improvement of 8% to 13% per rep In Addition Reduce salesperson turnover by improving performance, lowering frustrations, and creating better connectedness between employees. 5% 14% Personal impact Business impact Easily Measured Sales Productivity
    34. 34. Questions? 35 James Ninivaggi, Sirius Decisions @jNinivaggi Jarrett O’Brien @jarrettobrien Stay tuned for more Sales Webcasts in our Customer Community: https://community.jivesoftware.com/ community/socbiz/sales

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