Scaling Sales: Tips the YourSales Way
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The story of the mammoth (yes, Mammoth) in this deck teaches us a bit about how sales organizations continue to thrive in the face of change and the tools necessary for continuous success.
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Scaling Sales: Tips the YourSales Way
- 1. Jakob Thusgaard @ YourSales Scaling Sales YourSales for Sales Hackers Amsterdam January 29th 2015
- 2. Jakob Thusgaard, YourSales 360 Sales Professionals 61 Countries Founder & CEO 2 Years in business <Links/> twitter.com/thusgaard www.linkedin.com/in/thusgaard www.yoursales.com
- 3. YourSales Industry Split Information Technology Finance Media Professional Services Medical Telecom
- 4. YourSales Regional Split DACH (Germany, Austria, Switzerland) United States - Coast to Coast France Benelux Nordics (DK, FI, NO, SE) United Kingdom
- 5. Year: 10.000 B.C. (Ice Age) Organisation: Tribal structure Chief Tool MakersGatherersHunters Guru The story about the mammoth
- 7. The Guru’s cunning plan… Speed = 15 km/t Distance = 10 meters Chief Mission Survival Line of business Hunt Mammot hs Capabilities Move Quickly Hit Target Tools Feet Spear
- 10. Hit Target The Guru’s new cunning plan… Speed = 15 km/t Distance = 10 meters Line of business Capabilities Tools Chief Speed = 15 km/t Distance = 10 metersSpeed = 30 km/t Distance = 20 meters Mission Survival Hunt Mammot hs Move Quickly Hunt Mammot hs Hunt Deer Feet Spear Bow and Arrow
- 11. Performan ce Analytics The Sales Director’s cunning plan… Line of business Capabilities Tools CEO Mission Market Leader Hunt Mammot hs Lead Generatio n Hunt Mammot hs Sell New Product Sales Process Spear Sales Technique s Sales Tools
- 12. Know Your Numbers Budget * Authority * Need * Timing * Access = Win Rate – Budget 0,4 – Authority 0,5 – Need 0,8 – Timing 0,3 – Access 0,05 – Win Rate 0,0024 • Sales is a numbers game...
- 13. How to Scale vs Time ? • You need a Lead Generator to gear your profits ! • Do you have one today? – In-house / Out sourced – 100% Sales Commission vs. Retainer fee/Base Salary
- 14. Take-aways!
- 15. Take-aways 1. Sales Organization Awareness 2. Know Your Numbers 3. Scale sales through lead generation – Number of leads – Average Deal Size – Conversion rate – Time to close
- 16. <Links/> YourSales Bag o’ Tricks http://tools.yoursales.com
- 17. Jakob Thusgaard Founder & CEO, YourSales Mobil: +31 646233271 E-mail: jakob@YourSales.com LinkedIn: www.linkedin.com/in/thusg aard Thanks - Let’s Talk
Editor's Notes
- Sales and Sales Management since 1995 All experience comes from technology sales and related services Most experience with SaaS and similar models.
- In preparation for this presentation I went through 12.000 years of organisational study...
- Old market is gone. On to the new market.
- Mammuth – plenty of meat. Slow and lazy. Deer – not so much meat. Possibly lower hit rate. Oh, and more competition. This means an urgent need to adapt!
- This drives us to have to look at sales renewed. The method changes along with all other variables.
- 100% commission is probably the most attempted way of scaling sales. It truly is the dark side of sales compensation and scaling.
- Maybe your sales organisation needs a climate change!? Be conscious about your sales success Build the sales organisation for success Know Your Numbers Scale sales through lead ” Want More Sales? Generate More Leads! Cheat card... Lead booster / Boost your numbers (Your Sales) Number of leads Average Deal Size Conversion rate Time to close