Jon Birdsong Rainmaker 2015
•
1 like•3,120 views
This document summarizes a presentation about building sales champions through coaching. It discusses how great sales managers are leaders who coach their teams. Effective coaching involves building trust, facilitating conversations, accountability, and ensuring training remains effective. Coaching is important for skill improvement in areas like messaging, rapport building, and navigating the sales cycle. Coaching benefits include reducing churn, increasing output by 17-19%, shortening onboarding by 25-50%, and moving teams from reactive to proactive. The presentation asks how attendees are building champions on their own teams through coaching.
Recommended
Recommended
More Related Content
What's hot
What's hot (19)
Viewers also liked
Viewers also liked (20)
Similar to Jon Birdsong Rainmaker 2015
Similar to Jon Birdsong Rainmaker 2015 (20)
Recently uploaded
Recently uploaded (20)
Jon Birdsong Rainmaker 2015
- 1. BUILDING CHAMPIONS SalesLoft’s Rainmaker Conference W Hotel (Midtown) Atlanta, Georgia January 14th, 2015 JON BIRDSONG | CEO | RIVALRY
- 2. Presenter: <Name> WHAT MAKES A GREAT LEADER?
- 3. Presenter: <Name> "LEADERSHIP IS THE ART OF GETTING SOMEONE ELSE TO DO SOMETHING YOU WANT DONE BECAUSE HE WANTS TO DO IT.” - DWIGHT EISENHOWER
- 4. Presenter: <Name> "THE TASK OF THE LEADER IS TO GET HIS PEOPLE FROM WHERE THEY ARE TO WHERE THEY HAVE NOT BEEN.” - HENRY KISSENGER
- 5. Presenter: <Name> TWO WAYS: PROCESS IMPROVEMENT SKILL IMPROVEMENT
- 7. Presenter: <Name> SKILL IMPROVEMENT MESSAGING BUILDING RAPPORT PROSPECTING NAVIGATING BUYER’S SALES CYCLE STRUCTURE CONTRACT NEGOTIATION CALLING CADENCE FLAWLESS DEMOS FINALIZE DEAL COLLECT PAYMENT FAT CHECK
- 8. Presenter: <Name> SKILL IMPROVEMENT CONTINUED… MESSAGING BUILDING RAPPORT PROSPECTING NAVIGATING BUYER’S SALES CYCLE STRUCTURE CONTRACT NEGOTIATION CALLING CADENCE FLAWLESS DEMOS FINALIZE DEAL COLLECT PAYMENT FAT CHECK LEADERSHIP LEADERSHIP
- 10. Presenter: <Name> GREAT SALES MANAGERS ARE GREAT LEADERS OF PEOPLE BELIEF #1
- 12. Presenter: <Name> GREAT LEADERS COACH THEIR SALES PEOPLE INTO SALES CHAMPIONS BELIEF #2
- 13. Presenter: <Name> DEFINITION OF SALES COACHING?
- 14. Presenter: <Name> 1. BUILDING TRUST
- 15. Presenter: <Name> 2. FACILITATING CONVERSATION
- 16. Presenter: <Name> 3. PROCESS OF ACCOUNTABILITY
- 17. Presenter: <Name> 4. TRAINING REMAINS EFFECTIVE
- 18. Presenter: <Name> SALES COACHING: 3 AREAS WHAT WHY HOW CRM DATA YOU YOU
- 19. Presenter: <Name> SKILL IMPROVEMENT REQUIRES SALES COACHING MESSAGING BUILDING RAPPORT PROSPECTING NAVIGATING BUYER’S SALES CYCLE STRUCTURE CONTRACT NEGOTIATION CALLING CADENCE FLAWLESS DEMOS FINALIZE DEAL COLLECT PAYMENT FAT CHECK LEADERSHIP LEADERSHIP SALES COACHING SALES COACHING
- 20. Presenter: <Name> Do You Have a Coaching Mindset? 1. Belief in the Team: Is the team more important than the individual? 2. Conflict Management: Do you avoid conflict? 3. Involvement: Do you act before a response is needed? 4. Employee Focus: Do you pay attention to top performers too? 5. Team Building: Do you mandate everyone practices?
- 21. Presenter: <Name> Recurring Market Problems Sales reps churn can be high as 33%** • Not happy! • Unmotivated! • Uninspired! • Unengaged! • View role as job, not career.! • Not bought into company mission.! Churn *DePaul University Center for Sales Leadership Avg onboarding is 6-9 months. • Constantly reinforcing training.! • No post-training structure.! • Insufficient product knowledge.! • Lack of business acumen.! • Rep is not trusted advisor.! Delayed Onboardings • Constantly putting out fires! • Building reports! • Managing spreadsheets! • Pipeline management! • Interviewing/ Hiring! • Configuring CRM! • Lead dispersion/ management! • Managing calendars! Reactive Underperform 10% to quota** • MGRs think they are coaching 40% more than reps feel! • Inconsistent performance! • Difficultly forecasting! Underperform **Sales Executive Council
- 22. Presenter: <Name> Sales Coaching Benefits ! ! Save $30k-$45k / rep / recruiter. ! • Happy! • Motivated! • Inspired! • Engaged! • Not bought into company mission.! • Stay past 5 p.m.! Less Churn Increase output 17-19% ! • Consistent performance! ! • Forecastable Results! Over Perform **Sales Executive Council • Spend Time Practicing! • 1-on-1’s Occur! • Setting Agenda! • Constructive conversations! Proactive ! ! Shorten onboardings 25%-50%. • Constantly reinforcing training.! • Post-training structure.! • Sufficient product knowledge.! • Rep is trusted advisor.! Onboardings
- 23. Presenter: <Name> HOW ARE YOU BUILDING CHAMPIONS?