What You'll Learn: - How top reps leverage good data to fast-track to close-won - What top reps say on calls - How top reps speak on calls (sentiment, speed, tone) - How to define and track signals of success

1. Clone Your Star Sales
Performers: A Four Step
Process
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
RICHARD HARRIS
Director, Sales Training &
Consulting Services
Sales Hacker
JAKE SHAFFREN
Director, Sales
Development
DiscoverOrg
BRIAN TRAUTSCHOLD
Co-Founder & COO
Ambition

3. Your Sales Team’s Performance Bell Curve
Step 1: Top Performers – Who They Are & What They Do
Step 2: Middle Performers – Setting Them Up for Success
Step 3: Under Performers – What about them
Agenda
1
2
3
4
5 Step 4: Measurement – Keeping Your Team Accountable

4. Richard Harris
SALESHACKER
 Director of Sales Training & ConsultingServices at Sales
Hacker
 Founder at The Harris ConsultingGroup
Seasoned SaaS sales leader and insidesales trainer with 20+
years experience helping early stage and expansion stage start-
ups build their sales infrastructureand train their sales teams
to "get there faster

5.  Scaled the SDR team from 3 to 50+ in 2 years with 4 teams
located in Vancouver, WA, Philadelphia,PA & Bethesda, MD
 Deadhead,snowboarder, cold caller
Prior to joining DiscoverOrg, Jake helped start an SDR program
in Sydney, AU. Jake has a Bachelor's in Economics from Union
College, NY.
Jake Shaffren
DISCOVERORG

6.  Co-Founder& COO at Ambition
 Likes startups,seat upgrades, brown dogs, & age-
appropriatepick up basketball games
Ambition helps companies increase sales effectiveness,
build a strong culture, and align goals.
Our platform is the tool box every sales leader needs to
manage, motivate, and maximize their team.
Brian Trautschold
AMBITION

7. Clone Your Star Sales
Performers:
A Four-Step Process

8. What is the Performance Bell Curve?
o Star Performers make up
10-20%
o 60-70% average
performers
o 20% poor performers

9. How do you identify your
Top Performers?

10. Review Top Rep Activity1
WHAT THEY SAY WHAT THEY DO WHO THEY TALK TO
• More Time on the Prospect
• Less Time on the Product
• Match Prospect’s Sentiment
• Use Decisive and Risk-Reversal
Language
• Say the Prospect’s Name
• Prioritize Outreach
• Research Prospects
• Volume and Type of Activities
• Driven to do more & better
• Identify the Decision Makers
• Navigate the Org Chart
• Avoid Single Point of Failure
• Ensure Accurate Contact Data
• Have a Contingency Plan
Isolate Recurring KPIs among your Top 20% of Performers

11. How do you get your
Middle Performers to
mimic Top Reps?

12. Move the Middle – Setting Them Up for Success
o Systematically implement key
data points from your top
reps into your sales process
o Look at end-result numbers;
data builds the pipeline
o Create scorecards for reps
2
o Publicize and recognize
positive behavior
o Clearly define your process
o Align goals, processes, and
incentives

13. Data Tools Training
Move the Middle – Setting Them Up for Success2

14. What do you do with your
Under Performers?

15. How do you Measure
Success and hold your
teams Accountable?

16. Learn from your mistakes
Understand what sets your top performers apart
Get the right process and tools in place to “move the middle”
Measure, track, and iterate performance
Key takeaways
1
2
3
4

17. Q&A
RICHARD HARRIS
Richard@theharrisconsultinggroup.com
JAKE SHAFFREN
Jake.Shaffren@discoverorg.com
Brian Trautschold
Brian.Trautschold@ambition.com

18. Download the eBook:
Moving the Sales
Performance Bell Curve
dorg.ly/move-the-middle

19. @saleshacker