Presented for InsideSales.com's Sales Acceleration Summit. March 13, 2014 The daily rejection and lack of attention Inside Salespeople face would deflate and demotivate the toughest executives. Learn how the best, most productive Salespeople stay fired up!

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HOW TO
MOTIVATE
THE HELL
OUT OF
YOUR TEAM
RALPH BARSI
Senior Director,
Sales Development
ACHIEVERS
#salessummit | @rbarsi

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#salessummit | @rbarsi
ACHIEVERS’ GROWING SALES DEVELOPMENT TEAM*
*Chock-full of potential, happy, motivated, successful.

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#salessummit | @rbarsi
HOW TO MANAGE THE EBB AND FLOW OF MOTIVATION
Raise your standards
Think outcome first, process second
Know the purpose (yours and the team’s)
Take ridiculous action
Feed the fire

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#salessummit | @rbarsi
WHAT BUMS PEOPLE OUT AT WORK
70% don’t feel valued by their employer
64% leave due to lack of recognition
People leave managers, not companies
Sales cycles can last up to 2 years
It can take 6 hours of prospecting to get one appointment
Sources: US Department of Labor, Gallup, LeapJob, Ovation Sales Group

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#salessummit | @rbarsi
WHAT INSPIRES PEOPLE TO WORK
Serving the needs of prospects and customers
Making progress (progress = happiness)
Contributing value to the team / company goal
Building friendships / relationships, feeling part of a team
Being recognized / appreciated for their efforts
Sources: Adam Grant, Tony Robbins, Dan Ariely

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#salessummit | @rbarsi
TO GIVE ANYTHING LESS THAN YOUR BEST
IS TO SACRIFICE THE GIFT Steve Prefontaine
RAISE YOUR STANDARDS
Lead by example. Serve. Commit to success

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#salessummit | @rbarsi
THINK OUTCOME FIRST, PROCESS SECOND
HIT THE GOAL*
INBOUND OUTBOUND
*Never lower it. Instead, modify and maximize the approach.
Fill the funnel with quality leads
Comply with an SLA (accept/reject leads)
Provide CRM Intelligence & technologies
Transparent activity metrics, dashboards
Continuous coaching, training, education
Introduce, reinforce sales methodologies
Distribute sales playbooks
Develop airtight weekly cadence
Collaborate, sell with AE’s in the field
Increase each SDR’s brand and image

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#salessummit | @rbarsi
KNOW THE PURPOSE
(YOURS AND THE
TEAM’S)
The Barsi Family

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#salessummit | @rbarsi
TAKE RIDICULOUS ACTION
VISUALIZATION
You’ve already hit the goal
A film crew is documenting your story
Conduct “Blue Angels” meditations
(bit.ly/blue_angels_preflight)
Treat people like “what they’ll become”
There is no finish line
DAILY ACTIVITY
Brief team meeting every Monday
Bi-weekly 1:1’s (outside the office)
SDR Power Hours, blitzes
Frequent Lunch ‘n’ learns (owned by reps)
Occasional SPIFFs

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FEED THE FIRE
Dan Pink
Dan Ariely
Andy Puddicombe
Simon Sinek
Tim Ferriss
Mel Robbins
Matt Cutts
Rita F. Pierson
Seth Godin
Scott Geller
“Dream”
“Why Do We Fall?”
“Live Your Dream & Master Life”
“Fight the Enemy Within”
“How Bad Do You Want It?”
“The Story of Rick and Dick Hoyt”
“Life and Overcoming Depression”
“Billy Mills 10,000 Meter Gold Medal”
#motivation
#salessummit | @rbarsi

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NOW GO
MOTIVATE
THE HELL
OUT OF
YOUR TEAM
#salessummit | @rbarsi Images: Acclaim Images, Fré Sonneveld, Craig Garner, Nike Running, Edward Dullard, Cynthia Smalley
RALPH BARSI
Senior Director,
Sales Development
ACHIEVERS