Eight (surprising) ways to increase sales team morale and retention

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Heinz Marketing Inc

Presentation deck from TalentReach networking event in Seattle, August 15, 2019

@heinzmarketing
Eight (surprising) ways to
increase sales team morale and
retention
Matt Heinz
Founder & President, Heinz Marketing Inc

@heinzmarketing
Housekeeping
• The deck is yours
• Freebies if you want them:
• Sales enablement best practices research
• Inside sales “book of checklists”
• New research on relationship selling
• Bring me a business card or mail me at matt@heinzmarketing.com
• Also, bacon…

@heinzmarketing
I am serious about the bacon

@heinzmarketing
How do you impact sales morale?

@heinzmarketing

@heinzmarketing

@heinzmarketing

@heinzmarketing

@heinzmarketing

@heinzmarketing

@heinzmarketing
What really works?!

@heinzmarketing
1. CRM Efficiency
• The #1 non-selling time suck
• Less is more
• Your reps know when you’re wasting their time!

@heinzmarketing
2. Time Management
• The Checklist Manifesto
• Tools and tech stack
• Meetings and distractions

@heinzmarketing
Do you have processes for:
• Start of day
• End of day
• Before prospect call
• After prospect call
• 1:1 meetings

@heinzmarketing
3. Recognition & Empathy
• An abundance of thank you’s
• Visible, external recognition
• Active listening (at every level)

@heinzmarketing

@heinzmarketing

@heinzmarketing
4. Coaching & Feedback Loops
• How do your managers spend their time?
• Is feedback two-way and reciprocal?

@heinzmarketing
5. Marketing Alignment
• Objectives
• Leads
• Quality vs quantity
• Post-opportunity support

@heinzmarketing
6. More Precise Content
• Less is NOT more
• Content for every situation
• Content doesn’t mean long or formal

@heinzmarketing
7. Family Involvement
• Sales kick-offs
• Award dinners (not just President’s Club)
• Family events @ the office

@heinzmarketing
8. Career Path
• At your company
• Beyond your company

@heinzmarketing
What’s missing?!
(hint: this is interactive content time!)

@heinzmarketing
Housekeeping Reminder
• The deck is yours
• Freebies if you want them:
• Sales enablement best practices research
• Inside sales “book of checklists”
• New research on relationship selling
• Bring me a business card or mail me at matt@heinzmarketing.com

@heinzmarketing

@heinzmarketing
Questions?

@heinzmarketing
Thank you!
Matt Heinz
President, Heinz Marketing
@heinzmarketing
matt@heinzmarketing.com

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19. @heinzmarketing 5. Marketing Alignment • Objectives • Leads • Quality vs quantity • Post-opportunity support

20. @heinzmarketing 6. More Precise Content • Less is NOT more • Content for every situation • Content doesn’t mean long or formal

21. @heinzmarketing 7. Family Involvement • Sales kick-offs • Award dinners (not just President’s Club) • Family events @ the office

22. @heinzmarketing 8. Career Path • At your company • Beyond your company

23. @heinzmarketing What’s missing?! (hint: this is interactive content time!)

24. @heinzmarketing Housekeeping Reminder • The deck is yours • Freebies if you want them: • Sales enablement best practices research • Inside sales “book of checklists” • New research on relationship selling • Bring me a business card or mail me at matt@heinzmarketing.com

25. @heinzmarketing

26. @heinzmarketing Questions?

27. @heinzmarketing Thank you! Matt Heinz President, Heinz Marketing @heinzmarketing matt@heinzmarketing.com