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Arming Your Sales Force to Thrive in Times of Uncertainty

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Join LinkedIn Sales Solutions' VP of Sales Mike Derezin as he shares his thoughts on the biggest risks to your sales process and reviews some of the strategies that he's seen work for sales leaders who want to set their teams up for success in the face of changing economic times.

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Arming Your Sales Force to Thrive in Times of Uncertainty

  1. 1. ​ Mike Derezin ​ VP Sales Solutions, LinkedIn Arming Your Sales Force to Thrive in Times of Uncertainty
  2. 2. “I’m taking down my number this week.”
  3. 3. Account rep More decision-makers Decision- maker Decision- maker Decision- maker Decision- maker Decision- maker Decision-maker
  4. 4. 6.8
  5. 5. Multi-threaded 9% Single-threaded 65% Sales deals at North American companies What percentage of sales deals in North America are multi-threaded? 5+ connections 1 connection
  6. 6. Account rep More budgets Decision-makers
  7. 7. Account rep Turnover
  8. 8. 1 in 5 What is the likelihood a decision-maker leaves their position within a year?
  9. 9. VP of Sales a b c d CMO CTO CIO Who will last the longest? 32 months 29 months 29 months 34 months
  10. 10. 1 in 4 What about your reps?
  11. 11. Sales rep turnover by experience Y E A R S E X P E R I E N C E 6-100-5 15+11-15 38% 32% 23% 17%
  12. 12. “It takes almost $30,000 and 7 months to recruit and train a new sales rep, the opportunity cost is far too great.” ABERDEEN RESEARCH
  13. 13. What happens when you combine the turnover of your reps with that of your customers?
  14. 14. 40%of our deals are at risk
  15. 15. We’re hanging on by a thread
  16. 16. Pre-internet
  17. 17. Internet-era Pre-internet
  18. 18. How do we get from single-threaded to multi-threaded?
  19. 19. Social Selling can help
  20. 20. Strengthening our relationships with customers Strengthening our relationships with employees Social Selling can help
  21. 21. Doug Ruth, Jr. Account Executive NewVoiceMedia Amy Slater SVP of Worldwide Sales Ops Rovi Corp. Strengthening our relationships with customers Strengthening our relationships with employees
  22. 22. Doug Find key decision-makers ? ? ? ? ? ? ? ? ? ? ? ? ?
  23. 23. “Using advanced search, I was able to find the right people in client success, professional services, and operations that I could concentrate my efforts on ” DOUG RUTH JR.
  24. 24. Doug Find key decision-makers ? ? ? ? ? ? ? ? ? ? ? ? ? ?
  25. 25. Leverage your network
  26. 26. Leverage your network
  27. 27. Leverage your network
  28. 28. Stay on top of job changes
  29. 29. Walter Robinson had a job change Sr Sales Manager at BazaarVoice Say “Congrats!” to this newly promoted decision maker Sales Manager at Bank of America Previously – National Accounts Manager at AT&T Message 1h 1hAmy Nguyen had a job change Director of Sales and Marketing at Quantcast Say “Congrats!” to this newly promoted decision maker Director of Sales and Marketing at UnitedHealth Group Previously – Tech Strategy Manager at Nielson Message 1h 1h Megan Wilson had a job change Sales Specialist at Quantcast Say “Congrats!” to this newly promoted decision maker Sales Specialist at Quantcast Previously – Sales Specialist at BazaarVoice Message 1h 1h
  30. 30. Peak Performers Club
  31. 31. 73%influenced revenue
  32. 32. Amy Slater SVP of Worldwide Sales Ops Rovi Corp. Strengthening our relationships with employees Doug Ruth, Jr. Account Executive NewVoiceMedia Strengthening our relationships with customers
  33. 33. Leveraging her network
  34. 34. Sharing content
  35. 35. Investing in social tools
  36. 36. Top salespeople value Social Selling tools Top Salespeople 77% 59% Overall
  37. 37. Point-to-point Networked

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