Motivating and Retaining Your Sales Team

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A presentation I delivered at the CRN Channel Conference on 13th October, 2011 on how to motivate and retain your Sales Team when selling Cloud IT Services.

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Motivating and Retaining Your Sales Team

  1. 1. Motivating and Retaining Your Sales Team Richard Tubb – IT Business Consultant
  2. 2. What is Cloud Computing? Infrastructure as a Service Cloud Provider (IaaS/HaaS) Examples: Platform as a Service (PaaS) Software as a Service (SaaS)2
  3. 3. What do Customers think of Cloud?
  4. 4. So what does this mean to youas a Solution Provider? “If it’s 1 percent of $3.8 trillion, it’s a lot. If it’sCloud isn’t 5, 10, 15, 25 percent – depending on what market you are talking about – it’s very significant. So just don’t ignoregoing away! cloud like it’s not happening to you since you are not hearing it today. Trust me it’s not zero.” Tiffani Bova, Gartner January 2011
  5. 5. The new normalSelling Cloud isdifferent
  6. 6. Cloud buyers can look different LINE OF BUSINESS MANAGERS WEB CENTRIC BUYERS NEW CUSTOMERS SAVVY IT LEADERS
  7. 7. Account Management
  8. 8. Sales Compensation
  9. 9. Education, Education, Education• Internal Sales Team• New Customers• Existing Clients
  10. 10. Questions?• E-Mail: richard@tubblog.co.uk• Twitter: @tubblog• Blog: www.tubblog.co.uk• LinkedIn: www.linkedin.com/in/richardtubb

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