Research shows that 20 billion a year is spent on sales training, yet within in an hour people lose 50% of it, 70% within 24 hours, and 90% in one week. During my #inbound17 breakour session, I share the scientific research we used to help salespeople on plan reach 160% of quota in less than 5 months and teams barely making quota to reach 130% within 3 months. Scaling customer success isn't a matter of trial and error. You don't have to figure out on your own how to develop self-sufficient sales record breakers- science can help.

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The Science of Sales
Development
Carole Mahoney
@icarolemahoney

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1. Observations
2.Data & Research
3.Hypothesis
4. Experiment
5. Results
6. Recommended Resources
AGENDA
@icarolemahoney

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Pv = nRT,
@icarolemahoney

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Observations
1
@icarolemahoney

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20 billion
Association for Talent Development
US organizations spent on sales training
@icarolemahoney

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• Average number of
stakeholders is 6.8. ~CEB
• 79% of marketing leads aren’t
converted to sales. ~Pardot
• 57.1% of salespeople made
quota in 2015. ~CSO Insights
Everything is selling
@icarolemahoney

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Hypothesis
2
@icarolemahoney

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Using the proven science of how
people make decisions (buy) and
how adults learn new behaviors,
sales development programs
can be designed to more
predictably grow revenue and
increase retention.
@icarolemahoney

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Data & Research
3
@icarolemahoney

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Theory of Reasoned Action
@icarolemahoney

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Cognitive Dissonance
@icarolemahoney

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Ebbinghaus Forgetting Curve
@icarolemahoney

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Adult Learning Model
70%
20%
10%
@icarolemahoney

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Experiment
4

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Supportive
Beliefs
No Need
Approval
Emotional
Control
Supportive
Buy Cycles
Ease
Discussing
Money
No
problem
with
Rejection
Source: Objective Management Group
Objective Evaluation
@icarolemahoney

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Goal Setting
1. think about their goals.
2. think about and write their goals.
3. think about, write, and create action commitments.
4. think about, write, create action commitments, and share it.
5. think about, write, create action commitments, share it, make weekly
reports to that person.
@icarolemahoney

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Continuous Training
1. Daily coaching calls
2. No more than 15-20 min
3. Real world, opportunity specific
4. Content reinforcement
@icarolemahoney

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• Transparency
• Accountability
• Emotional distance
• Not alone
Social Facilitation
• 1 hour call
• 4 participants
• 15 minutes each
• Everyone listens in
@icarolemahoney

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Results
5
@icarolemahoney

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Results
● 34% increase in
average deal size
● 50% reduction in
sales cycle
● 130% team quota
@icarolemahoney

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http://bit.ly/Inbound17
Resources
@icarolemahoney

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THANK YOU
@icarolemahoney