Together with Insightly, PandaDoc details the steps you need to take to create the best sales team that is organized, focused, productive, and most of all closes deals fast.

1. From Chaos to Clarity:
Creating an Organized Sales Team

2. Jared Fuller
VP of Sales & BD
PandaDoc
Mark Ripley
VP of Sales
Insightly CRM

3. Housekeeping
•Duration: 30-45 Mins
•The webinar is being recorded
•Q&A at the end
•Be sure to check out the Attachments and Links section
for resources!

4. Prospective
Customer, Supplier, Partner,
Candidate, etc.
You
First
Interaction
Second
Interaction
Third
Interaction
Fourth
Interaction
Company Rep
Call
Meeting
Email
Share Docs
Does this Look Familiar?
R
P
P
P
P
P
R
R
COMMON
PROBLEMS• Poor coordination
• Poor follow up
• Poor organization

5. Disorganization Affects All Businesses
Creative Professionals: IT Professionals:
● Based on TechValidate Survey; 400 Creative Professional and 750 IT Consulting Professionals

6. Why is Organization so Hard?
• Success/Growth Can be An Obstacle
– Success Starts to Clog up Systems
– Things Fall Through the Cracks
– Processes Aren’t Automated
– Follow Up is not Consistent

7. Human Element of Disorganization
• Show Employees What is in it For Them
•Measure Personal (life) and Business Impact
•Benefit of Shared Communication
•Input from Front Line Employees

8. How Does Disorganization Affect Sales?
•Direct Consequence
–No Consistent/Documented Sales Process
–2/3 of Sales Reps Fail to Reach their Annual Sales Quota
Goal (Aberdeen)
–Most Sales Reps Spend more than 50 Full Days Away
from Core Selling Activities Each Year (Domo)
–80% of Sales Occur Between the 2nd and 5th call, but
Only 20% of Sales Reps even Make it to a 3rd Call
(Thunderhead)
• Poor coordination
• Poor organization

9. How Does Disorganization Affect Sales?
• Indirect Consequences
– Consistency and Quality are a Business’s Reputation
– Customer Experience (CX) suffers
– People trust people who follow process (they can tell
you’re winging it)
• Poor coordination
• Poor organization

10. What Does an Organized Business Look Like?
• They Know their Processes
•They Have a Central Place for their Data
•They Are Always Reevaluating as They Grow
•They Leverage Technology
•They Realize that Organization is a Process and Not a
One Time Initiative

11. The Road to Organization:
Create Clear Goals and Objectives

12. The Road to Organization:
Invest in the Right Tools
• The Best Tools are the Ones that are Used
• Allows you to Grow and Delegate
• Supports your Goals and Objectives
• Start with your Pain Points

13. Embrace Automation
● Create a Process for Accountability
○ Less Human Error
○ Save Time
○ Reduce and Eliminate Admin Tasks
Companies that follow a
defined workflow are 33%
more likely to be high
performers.

14. The Road to Organization:
Create a Sales Culture
• Driver for New Business Growth
•Makes the Focus Customer Centric
•Be a “Career Maker”
•Sales and Marketing Alignment
•Support from Upper Management
•Empower your Salespeople with Clear Targets & Data

15. The Road to Organization:
Implement Sales Enablement
● Content for Company & Buyer Personas
● Champions don’t sell for you
● Ensure effectiveness
● Maximize selling time
● Make your sales reps famous

16. Be Sure to Measure Success
● What’s Working and What’s Not?
● Make Improvements
● Continue to Optimize Content
● ABC for New Content (case studies &
referenceable clients)

17. Key Metrics for Success
● Prospecting Velocity
○ Number Incoming New Leads Over Time (LVR)
○ Lead Response Time
○ Lead to Opp Conversion
● Pipeline Velocity
○ Number of Net New Opportunities / Rep
○ Win Rate, Win/Loss Reports
○ Churn Rate
○ Stage of Loss – Kill Deals Earlier
○ Length of Time from Discovery to Closure, etc.

18. Takeaways
● Create Clear Goals and Objectives
● Invest in the Right tools
● Embrace Automation
● Create a Sales Culture
● Implement Sales Enablement
● MEASURE SUCCESS!
ALWAYS CONTINUE TO
RAISE THE BAR

19. Questions?

20. Thank you!
insightly.com/pricing pandadoc.com/pricing
@insightlyapp @pandadoc
https://www.insightly.com/resources/ https://www.pandadoc.com/academy/