1.
www.vapartners.ca @markeelliott @vapartners
Presentation for
Sales Managers Handbook
March 15, 2016

2.
www.vapartners.ca @markeelliott @vapartners
Agenda
• Goals and Expectation
• Product and Value Prop
• Target Accounts and Personas
• Path to Sales Success
• Creating Scripts
• Active Learning and Role Playing
• Objections and Competition
• CRM
• Communication Plan
• Onboarding

3.
www.vapartners.ca @markeelliott @vapartners
Goals and Expectations
• Revenue
• Activities
• Meetings
• Proposals
• Demos
• Expectations
• CRM
• Expenses
• Hours
• Spending your time

4.
www.vapartners.ca @markeelliott @vapartners
Product and Value-Prop
• Product Training
• Benefits
• Features
• Functions
• Demo

5.
www.vapartners.ca @markeelliott @vapartners
Target Accounts and Personas
• Who are you selling
to?
• Horizontal or Vertical?
• Partner or end user?
• Account list
• What contacts within
organizations?
• Could be multiple
targets with the same
account
• Personas are helpful

6.
www.vapartners.ca @markeelliott @vapartners
Path to Sales Success
• What are the steps in the
sales cycle
• How does it align with the
buyers journey
• Map out the specific steps
• Ensure that the supporting
information is available
• What other team members are
there

7.
www.vapartners.ca @markeelliott @vapartners
Active Learning and Role Playing
• Give them parts of
activities to do in an
interactive manner
• Break apart the sales
cycle
• Role play
• Calls
• Demos
• Presentations
• Practice makes perfect
https://www.youtube.com/watch?v=Jexb2Q5lO8U

8.
www.vapartners.ca @markeelliott @vapartners
Creating Scripts
• Make them custom for
verticals and form
• Call
• Email
• LinkedIn
• Initial messages and
follow-up

9.
www.vapartners.ca @markeelliott @vapartners
Objections and Competition
• What are common
objections?
• How do you overcome
them?
• Great for role playing
• Who are your main
competitors?
• What are your
strengths and
weaknesses?

10.
www.vapartners.ca @markeelliott @vapartners
CRM
• Expectations
• Entering data
• Funnel reviews
• Account reviews
• Analytics and reporting
CRM

11.
www.vapartners.ca @markeelliott @vapartners
Communications
• Management by walking
around
• Joint calls and meetings
• Coaching opportunity
• Sales Team meetings
• Get the team involved
• Individual meetings
• Funnel
• Personal development

12.
www.vapartners.ca @markeelliott @vapartners
Onboarding
• By prepared
• Plan out the first week
• Involve team
managers
• Switch it up
• Use active learning
• Check in with your
reps
• Sales enablement
software
• Don’t forget the
Managers Handbook

13.
www.vapartners.ca @markeelliott @vapartners
Connect with me
melliott@vapartners.ca
@markeelliott
Mark Elliott on Linkedin