Better sales performance means learning how to align sales teams around key goals, motivate them to achieve those goals, and provide ongoing feedback and coaching along the way.
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Selling Better Together - Webinar with Work.com
1. $$
Selling Better
Together
How to Ensure Scalable Revenue
$ Growth
2. Housekeeping Notes:
1 Webinar slides + video will be emailed to all
2 Interact with us on Twitter: #SalesPerformance
#SalesPerformance
3. Your Presenters:
Nick Stein Mark Roberge
Director of Marketing SVP Sales and Services
@Workdotcom @HubSpot
#SalesPerformance
4. Agenda
• The Problem in Sales Organizations Today
• What is the Answer?
• Implementation
- Coaching
- Diagnosing Issues
- Development
• Additional Resources
• Q&A
6. People Work Differently Today
New Work Realities:
• Connected
• Open & Collaborative
• Real-Time
#SalesPerformance
7. But the Way You Manage People is 50 Years Old
Bureaucracy Fast Networks
Painful Reviews Real-time Feedback
Paperwork Social Alignment
Old Way New Way
#SalesPerformance
8. You Are Not Getting the Most from Your People
Not
Misaligned Demotivated Performing
$300B
Lost
Productivity
Source: Gallup, “Employee Engagement: A Leading Indicator of Financial Performance” #SalesPerformance
9. And You See the Impact on Your Business
70% of sales reps leave because of a
poor relationship with their manager
$1M is the average cost of losing
one core sales rep
Pathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. #SalesPerformance
11. Onboard Reps Faster Social
Goals
Social goals create clear milestones and allow new reps to:
• Know the key plays in first 30-60-90 days
• Connect with experts quickly
• Celebrate first wins sooner
#SalesPerformance
12. Grow Revenue Through Sales Alignment Social
Goals
Align sales teams, increase visibility and improve agility with social goals:
• Public commitment ensures accountability
• Connect individual and team sales goals to company mission
• Set meaningful personal development and professional goals
ACV
Leads
Company
Mission
Pipe
Quota
#SalesPerformance
13. Boost Sales Performance with Coaching Feedback &
Coaching
Use data to diagnose skill gaps and 1:1 coaching to fill them:
• Focus reps on the right leads
• Create more opportunities
• Increase close rates
#SalesPerformance
14. Increase Sales Discipline Feedback &
Coaching
Drive a high-performing sales culture with regular 1:1 coaching
Ensure accurate Increase pipeline Improve forecasting
data inputs predictably accuracy
#SalesPerformance
15. Develop Engaged Reps
Feedback &
Coaching
Drive sales rep performance with real-time feedback
Feedback
Feedback
• Empower reps to request feedback when they need it
• Apply today’s learnings to tomorrow’s sales call
• Get a comprehensive feedback from managers, peers and customers
#SalesPerformance
16. Amplify Winning Sales Behaviors Thanks
Recognize great work when and where it happens:
• Promote key sales skills and company values
• Motivate reps to feel like they’re winning club every day
• Share success stories across sales team
#SalesPerformance
19. My mission as a sales executive…
Predictable,
scalable
Revenue growth
#SalesPerformance
20. Strategy
If I can…
1. Hire the same type of successful sales person
2. Train the sales people in the same way
3. Provide each sales person with the same quantity and quality of leads
4. Have the sales people work the leads using the same process
5. Develop leaders to execute the process
…then I will achieve my goal.
#SalesPerformance
21. Hold Sales Team Accountable to Effective Coaching
1st Day of Month 2nd Day of Month
Sales Person / Manager Independent Director Meets with Manager
Reviews Review Skill/Development
Morning Think through qualitative performance Plans for each sales person
Review individual metrics
Think about Skill/Development Plan
Manager Meets with Sales Person VP Meets with Director
Afternoon Discuss qualitative performance Review Skill/Development
Review individual metrics Plans for each sales person
Co-Create Skill/Development Plan
#SalesPerformance
23. Diagnose the Skill Issue: Start at the Top
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
24. Diagnose: Prospecting Issues
CAUSES OF PROSPECTING
ISSUES
o Over-investment in unqualified
opportunities
o Time management issues
o Lack of personal goals
o Call reluctance
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance
25. Diagnose: Conversion to Opportunity Issues
CAUSES OF OPPORTUNITY
ISSUES
o Prospecting depth
o Prospecting personalization
o Building trust on the connect
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
26. Diagnose: Conversion to Customer Issues
CAUSES OF CLOSE RATE
ISSUES
Developing sense of urgency
Getting beyond surface pain
Reaching the authority
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
27. Diagnose: “Peel Back the Onion” on Metrics for More
Insight
Lead-Worked-to-Connect
Ratio
Connect-to-Demo Ratio
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance
29. Co-Creating the Skill/Development
Plan
ONE-ON-ONE AGENDA
o Self assess qualitative
performance
o Self assess quantitative
performance
o Agree on a skill to work on – prefer
one
o Co-create a development plan
o Schedule the plan
#SalesPerformance
30.
31.
32. Development: Common Tactics We Use
COMMON DEVELOPMENT TACTICS
o Group and 1-on-1 film reviews
o Role playing / modeling
o Prospecting call observations
o Call prep and post mortem
discussions
o Pipeline reviews with specific
content check
o Daily reporting on specific
content/activity
#SalesPerformance
36. Development: Overcoming Sense of Urgency Issues
WHAT TO LOOK FOR FROM SALES PERSON
o Trust with prospect is a pre-requisite
o 3rd level pain through the “3 Whys”
o Pain is quantified and implicated
o What happens to the prospect if they delay
purchase?
#SalesPerformance
38. Development: Motivation through Explicit Goal Setting
SMART Goal Framework Types of Goals
(S)pecific Performance
(M)easurable Professional
(A)ttainable Financial
(R)ealistic Personal
(T)imely
#SalesPerformance
39. Motivate Your Extended Sales Team Social
Rewards
Tangible rewards from Amazon.com allow you to:
• Celebrate big wins throughout your entire company
• Reward people outside your compensation structure
• Track and report reward activity
Marketing Product
Sales
Sales
Engineer Support
#SalesPerformance
40. Give Reps the Tools to Close Social
Goals
Thanks
Create specific goals and custom badges to drive ongoing
training and certification:
• Reps always have up-to-date and consistent product knowledge
• Accelerate learning and mastery of new skills
• Accurate view of sales skills that lets you target coaching
#SalesPerformance
41. Spend More Time Selling Performance
Summaries
Write performance summaries in half the time:
VS.
• Performance data captured in one place
• No more email scavenger hunts
• Provide structured feedback when it matters
• Go beyond the numbers to develop winning behaviors
#SalesPerformance
42. Build the Most Competitive Sales Teams Calibration
Get a complete and accurate view of your sales talent:
• Look across your entire team to identify top performers
• Facilitate productive conversations to promote key talent
• Build a foundation of talent for future growth
Top Performers
#SalesPerformance
45. Two Great Ebooks for You:
http://bit.ly/Aligning- http://bit.ly/Unified-
SM SM
#SalesPerformance
46. Find out how Get your
HubSpot can help custom
you take your
inbound marketing demo
to the next level. today.
WWW.HUBSPOT.COM/DEMO
47. Improve Sales Performance with Work.com
View a demo at work.com/demo
Sales Team Goals
Better
Employee
Performance
Align Motivate Perform
+10x +200% +75%
Improvement in Increase in Increase in satisfaction
understanding of goals recognition given with performance cycle
Source: Work.com Customer Survey #SalesPerformance