Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?

1. 1

2. 2
Receiving
the
email
or
phone
call
from
your
boss
is
never
pleasant….
“All
hiring
is
on
hold
un;l
further
no;ce.”

3. 3
Now,
you
have
to
make
the
rest
of
2013
with
the
sales
heads
you
have.
You
MUST
make
the
number
with
less
than
a
full
team.

4. 4
GeKng
a
hiring
freeze
from
corporate
is
out
of
your
control.
What
you
do
about
it
is
not.

5. 5
Sign
up
for
SBI’s
7th
annual
research
tour:
“How
to
Make
Your
Number
in
2014:
A
Sales
Strategy
You
Can
Execute”
It
is
an
onsite
session
with
you
and
your
leaders.
By
par,cipa,ng,
you
also
receive
our
Hiring
Freeze
Survival
Guide

6. 6
The
Hiring
Freeze
Survival
Guide
is
a
10
step
guide
you
can
implement
NOW
to
sell
more
with
less
people.

7. 7
In
the
guide,
you
will
learn:
• How
to
keep
the
people
you
currently
have.
• It
will
also
help
you
answer
the
ques;on…
“Do
I
need
a
reten%on
plan
or
do
I
need
a
produc%vity
driver?”
• How
to
make
the
number
with
your
remaining
sales
people

8. 8
Missing
as
li]le
as
5%
of
your
budgeted
team
can
cause
you
to
miss
the
quota?
Did
you
know…

9. 9
There
are
10
best
prac,ces
Sales
VPs
have
taken
to
ensure
this
doesn’t
happen.
The
following
are
the
top
5
of
10:

10. 10
#1
-­‐
Sales
Manager/VP
field
sales
rides

11. 11
• Par,cipa,ng
with
your
sales
reps
on
field
calls
leads
to
increased
revenue.
• By
increasing
the
frequency
you
ride
in
the
field,
you
will
sell
more
business.
• It
allows
you
the
opportunity
to
coach
and
develop
the
sales
rep
further.
• When
an
execu,ve
meets
early
in
the
buying
process,
win
rates
can
improve
up
to
80%.

12. 12
• Keeping
your
current
team
is
vitally
important.
• Sales
people
like
to
be
included
in
a
team
environment.
• Involving
other
team
members
in
deal
strategy
discussions.
• Establish
a
fun
atmosphere
with
good
feedback
channels
#2
–
Team
Culture
Building

13. 13
Social
Selling:
• modern
prospec;ng
methodology
that
fills
the
funnel
with
opportuni;es.
Training
your
sales
team
how
to
social
sell
will
immediately
improve
your
sales
pipeline.
#3
-­‐
Social
Selling
Emphasis

14. 14

15. 15
Storytelling
in
business…
#4
–
Big
Deal
Strategy
Reviews
• Uncover
where
they
are
in
the
buying
process.
• Figure
out
who
is
on
the
Buying
Decision
Team
(BDT)
• Discuss
and
strategize
how
to
neutralize
the
compe,,on,
especially
the
compe,tor
“Do
Nothing”.
• Fill
the
pipeline
with
these
big
deals
now
and
work
the
Big
Deal
Strategy
Process

16. 16
#5
-­‐
Virtual
Bench
Interviewing
• The
best
Sales
VPs
are
ones
interviewing
during
the
no
hire
period.
• They
are
always
looking
to
not
only
fill
open
posi,ons,
but
upgrade.
• Prepare
candidates
knowing
they
won’t
be
hired
for
a
certain
,me.
• If
you
find
one
you
like,
nurture
them.
• This
enables
you
to
get
someone
on
board
shortly
aYer
the
freeze
is
liYed.

17. 17
Sign
up
for
SBI’s
7th
annual
research
tour:
“How
to
Make
Your
Number
in
2014:
A
Sales
Strategy
You
Can
Execute”
It
is
an
onsite
session
with
you
and
your
leaders.
By
par,cipa,ng,
you
also
receive
our
Hiring
Freeze
Survival
Guide

18. 18
Get
tac;cal
with
5
best
prac;ces:
1. Get
the
Big
Deal
Reviews
on
the
calendar
today.
2. Demand
each
one
of
your
Sales
Managers
interviews
a
candidate
weekly.
3. Book
a
social
selling
training
in
three
weeks.
4. Schedule
your
field
rides
with
sales
reps
today.
5. Start
team
building
today.
Introduce
gamifica,on
to
make
it
fun,
establish
friends
and
get
feedback
to
your
sales
teams.

19. 19
A
hiring
freeze
is
out
of
your
control.
But
don’t
let
it
affect
you.
Use
the
10
proven
ac,ons
to
make
the
number
with
less
than
budgeted
sales
people.

20. 20
No
one
will
remember
what
circumstances
lead
to
you
missing
the
number.

21. 21
No
one
will
remember
what
circumstances
lead
to
you
missing
the
number.
BUT
THEY
WILL
REMEMBER
YOU
NOT
MAKING
IT.

22. 22
Sign
up
for
SBI’s
7th
annual
research
tour:
“How
to
Make
Your
Number
in
2014:
A
Sales
Strategy
You
Can
Execute”
It
is
an
onsite
session
with
you
and
your
leaders.
By
par,cipa,ng,
you
also
receive
our
Hiring
Freeze
Survival
Guide

23. 23
Learn
More
If
you
don’t
have
a
content
management
process
or
need
help
op,mizing
your
current
one,
Contact
us
to
hear
the
rest
of
the
story...
Email
-­‐
info@salesbenchmarkindex.com
Phone
-­‐
1-­‐888-­‐556-­‐7338
Web:
hdp://www.salesbenchmarkindex.com
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