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.
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
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
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
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