The Complete Guide to Sales Development Leadership
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Datanyze, The Bridge Group and PersistIQ team up on a webinar. Learn how to: -Hire phenomenal sales development leadership -Boost your "middle" - the 60% of reps that are barely hitting quota each month. -Build out the perfect compensation structure to motivate your team.
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The Complete Guide to Sales Development Leadership
- 2. Hiring for Sales Development #SalesDevGuide#SalesLeadership How to build a Sales Development team Pouyan Salehi CEO & Cofounder, PersistIQ
- 3. Click to add title 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 is impacting 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 add title #SalesDevGuide#SalesLeadership
- 7. Click to add title #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 add title #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 add title #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 add title #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 add title #SalesDevGuide#SalesLeadership (The Bridge Group, 2016)
- 13. Click to add title #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 add title #SalesDevGuide#SalesLeadership Sales Exercise Looking for... ● Follow instructions ● Attention to detail ● Research ● Communication ● Feedback
- 15. Click to add title #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 Move the Middle, Support the Top & Salvage the Bottom Ben Sardella Co-founder & CRO @datanyze
- 17. 3 Types of Reps ● 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 of Reps ● 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 of Reps ● 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 they progressing? #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
- 24. Coaching is crucial #SalesDevGuide#SalesLeadership “If there 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 a game ● Competition/Gamification ○ Digital leaderboards ○ Spiffs ○ Caution: may be seen as public shaming ○ Check out these solutions: #SalesDevGuide#SalesLeadership
- 27. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals
- 28. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals Examine Rep’s Individual Activity
- 29. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate goals Examine Rep’s Individual Activity Honesty, Transparency & Positivity
- 30. Salvage the Bottom #SalesDevGuide#SalesLeadership Clearly communicate 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
- 35. Managing Different Levels #SalesDevGuide#SalesLeadership Move the Middle, Support the Top & Salvage the Bottom Ben Sardella Co-founder & CRO @datanyze
- 36. Compensation & Quota #SalesDevGuide#SalesLeadership 2016 SDR Metrics & Compensation Report Trish Bertuzzi Pres. & Chief Strategist @bridgegroupinc
- 37. Base & OTE are Flat, Again #SalesDevGuide#SalesLeadership
- 38. Base & OTE are Flat, Again #SalesDevGuide#SalesLeadership
- 40. Monthly Quotas are Up #SalesDevGuide#SalesLeadership
- 41. Roughly 2/3 of SDRs Hit Quota #SalesDevGuide#SalesLeadership
- 42. Roughly 2/3 of SDRs Hit Quota #SalesDevGuide#SalesLeadership
- 43. SDR Pipeline Contribution is Flat #SalesDevGuide#SalesLeadership
- 44. SDR Pipeline Contribution is Flat #SalesLeadership