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The Complete Guide to Sales Development Leadership
The document outlines the evolving landscape of sales development, focusing on new metrics, team structures, and the essential qualities of successful sales representatives. It provides a four-step approach for hiring effective sales reps and emphasizes the importance of coaching and support for different tiers of sales team members. Additionally, it discusses the need for strategy and personalization in sales development to ensure success.
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The Complete Guide to Sales Development Leadership
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- 2. Hiring for SalesDevelopment #SalesDevGuide#SalesLeadership How to build a Sales Development team Pouyan Salehi CEO & Cofounder, PersistIQ
- 3. Click to addtitle 1. What is Sales Development? 2. How is it changing? 3. How do you hire for it? 4. Profile of a successful sales rep 5. 4 steps to hiring the right sales rep #SalesDevGuide#SalesLeadership What we’ll cover
- 4. Generate Qualified Pipeline$$$ Process: Inbound vs. Outbound Structure: Centralized vs. Decentralized Click to add title #SalesDevGuide#SalesLeadership What is Sales Development
- 5. New technology isimpacting how sales development reps and teams operate. 1. The new metrics that matter 2. The new team structures 3. What this means for being successful Click to add title #SalesDevGuide#SalesLeadership How Sales Development is Changing
- 6. Click to addtitle #SalesDevGuide#SalesLeadership
- 7. Click to addtitle #SalesDevGuide#SalesLeadership 1. The New Metrics that Matter Today ● Email template open rates ● Raw activity numbers New ● Response rates (positive, negative, neutral) ● Type and Quality of activities ● Number of touchpoints ● Order of touchpoints
- 8. Click to addtitle #SalesDevGuide#SalesLeadership 2. Different Team Structures Centralized ● Outbound feels like inbound for the reps ● Better for high-volume / transactional De-Centralized ● Empowers reps to operate (within limits) ● Better for target account selling
- 9. Click to addtitle #SalesDevGuide#SalesLeadership Having the right team! Since activity execution is solved, the focus changes to strategy and personalization. 3. What this Means for Success
- 10. Research + Communication+ Empathy Profile: ● Curious ● Intelligent / Astute ● Desire to win ● Resilient and Coachable ● Creative (de-centralized) Click to add title #SalesDevGuide#SalesLeadership The New Skillset for Sales Reps
- 11. Click to addtitle #SalesDevGuide#SalesLeadership 4 Steps for Hiring the Right Rep 1. Clearly Identify Your Needs for the Role a. Team Structure / Candidate Profile 2. Create a Compelling Job Description 3. Data-Driven and Consistent Approach 4. Act Quickly and Decisively
- 12. Click to addtitle #SalesDevGuide#SalesLeadership (The Bridge Group, 2016)
- 13. Click to addtitle #SalesDevGuide#SalesLeadership The Interview Process Step 1: 15 min. phone screen Step 2: Sales Development Exercise (take-home) Step 3: In-person and Mock Qualifying Call Step 4: Meet the team (culture fit)
- 14. Click to addtitle #SalesDevGuide#SalesLeadership Sales Exercise Looking for... ● Follow instructions ● Attention to detail ● Research ● Communication ● Feedback
- 15. Click to addtitle #SalesDevGuide#SalesLeadership We’re Here to Help! pouyan@persistiq.com @psalehi PersistIQ Sales Exercise Sales Technology The future of Sales Development
- 16. Managing Different Levels #SalesDevGuide#SalesLeadership Movethe Middle, Support the Top & Salvage the Bottom Ben Sardella Co-founder & CRO @datanyze
- 17. 3 Types ofReps ● Roof ○ 20% of sales team who consistently exceed quota ● Middle ○ 60% who hit or are just shy of quota each month ● Basement ○ Bottom 20% who are struggling each and every month #SalesDevGuide#SalesLeadership
- 18. 3 Types ofReps ● Roof ○ 20% of sales team who consistently exceed quota ● Middle ○ 60% who hit or are just shy of quota each month ● Basement ○ Bottom 20% who are struggling each and every month #SalesDevGuide#SalesLeadership
- 19. 3 Types ofReps ● Roof ○ 20% of sales team who consistently exceed quota ● Middle ○ 60% who hit or are just shy of quota each month ● Basement ○ Bottom 20% who are struggling each and every month #SalesDevGuide#SalesLeadership
- 20. Why aren’t theyprogressing? #SalesDevGuide#SalesLeadership Top RepsMiddle Reps
- 21. Moving the middle ●Focus on what matters ○ Don’t just be “busy” ○ Don’t get caught in endless admin work ○ Understand your reps are having trouble “getting it” and they know there’s a problem #SalesDevGuide#SalesLeadership
- 22. Moving the middle ●Provide Guidance ○ Dive into activity metrics during 1-on-1 meetings ○ Compare those to time spent on admin work ○ Make necessary adjustments ○ Analyze data and use dashboards to visualize the insights #SalesDevGuide#SalesLeadership
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- 24. Coaching is crucial #SalesDevGuide#SalesLeadership “Ifthere was no coaching or reinforcement activity following training, there was a drop- off of 87% of the knowledge acquired. That’s a waste of 87 cents on every dollar spent on formal development efforts.” -Neil Rackham, author of Spin Selling
- 25. Coaching is crucial ●Ask, listen & identify the problem ○ Insufficient # cold calls/emails ○ Lack of trust built during sales call ○ Product-focused sales call ○ Price-focused sales call ○ Not asking enough questions ○ Not asking relevant questions ○ Personal issues at home #SalesDevGuide#SalesLeadership
- 26. Make it agame ● Competition/Gamification ○ Digital leaderboards ○ Spiffs ○ Caution: may be seen as public shaming ○ Check out these solutions: #SalesDevGuide#SalesLeadership
- 27. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearlycommunicate goals
- 28. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearlycommunicate goals Examine Rep’s Individual Activity
- 29. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearlycommunicate goals Examine Rep’s Individual Activity Honesty, Transparency & Positivity
- 30. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearlycommunicate goals Examine Rep’s Individual Activity Honesty, Transparency & Positivity Upward Movement Part Ways
- 31. Support the top ●Challenge them ○ Path to more responsibility ○ Assign important verticals ○ Keep it interesting #SalesDevGuide#SalesLeadership
- 32. Support the top ●Have their backs #SalesDevGuide#SalesLeadership Source: Salesforce
- 33. Support the top ●Let them know they’re appreciated ○ Public recognition fills void money can’t ○ GIve awards and acknowledge them in front of peers #SalesDevGuide#SalesLeadership
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- 35. Managing Different Levels #SalesDevGuide#SalesLeadership Movethe Middle, Support the Top & Salvage the Bottom Ben Sardella Co-founder & CRO @datanyze
- 36. Compensation & Quota #SalesDevGuide#SalesLeadership 2016SDR Metrics & Compensation Report Trish Bertuzzi Pres. & Chief Strategist @bridgegroupinc
- 37. Base & OTEare Flat, Again #SalesDevGuide#SalesLeadership
- 38. Base & OTEare Flat, Again #SalesDevGuide#SalesLeadership
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- 40. Monthly Quotas areUp #SalesDevGuide#SalesLeadership
- 41. Roughly 2/3 ofSDRs Hit Quota #SalesDevGuide#SalesLeadership
- 42. Roughly 2/3 ofSDRs Hit Quota #SalesDevGuide#SalesLeadership
- 43. SDR Pipeline Contributionis Flat #SalesDevGuide#SalesLeadership
- 44. SDR Pipeline Contributionis Flat #SalesLeadership
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