If you're a sales rep or sales leader not hitting your number, perhaps improvement is needed in these areas.

1. 5 BARRIERS that BLOCK SALES REPS
from HITTING QUOTA
RALPH BARSI
@rbarsi
Orange County Chapter
May 8, 2014
in/ralphbarsi

2. @rbarsi
Sales career began in 1994; Built 1st Inside Sales team in 2000; ~50 direct reports since
Individual contributor at UPS, Citysearch.com, Compliance 360
Leader at Vertical Networks, Elsevier, InsideView, Achievers
Today, overseeing 11 reps at Achievers in San Francisco; scaling in US & Europe
VP, AA-ISP Silicon Valley since 2011, Top 25 Inside Sales Professionals (2014)
Specialties: #motivation #playbooks #sla #saas #prospecting #branding #millennials #b2b
PROFESSIONAL
PERSONAL
Born and raised in the Bay Area (Niners! Giants! Warriors!)
Communication degree from St. Mary’s College of California
Married 18 years
Father of 3 boys
Drummer for 40 years (founded Segue 20 years ago)
Inconsistent Blogger (ralphbarsi.com)
Board Member, Gable Heart Beats Foundation
ALLOW MYSELF TO INTRODUCE…MYSELF

3. @rbarsi
THE 5 BARRIERS*
OBSCURITY
LACK of FOCUS
INACTIVITY
NO FLOW
FAILURE to IMPROVE
*They’re all self-imposed.

4. @rbarsi
HOW MANY REPS MISS QUOTA?
Source: The Bridge Group, Matt Bertuzzi

5. @rbarsi
WHY ARE THEY MISSING QUOTA?
Source: Inside Sales Experts (LinkedIn Group)

6. #1. OBSCURITY
The state of being unknown, inconspicuous, or unimportant.
@rbarsi

7. @rbarsi
HELP PROSPECTS LEARN ABOUT YOU
Hint: It’s not just
about HAVING
a LinkedIn or Twitter
profile

8. @rbarsi
The goal is not to achieve social
media greatness, but rather to
achieve your goals by being great
at social media.
#KloutTip

9. @rbarsi
YOU’RE ALWAYS SETTING AN EXAMPLE

10. @rbarsi
YOU’RE ALWAYS SETTING AN EXAMPLE

11. @rbarsi

12. CELEBRATE COMPANY, TEAM, & SELF
@rbarsi
Want the best employees? Raise your standards. Strive to BE the best.

13. @rbarsi

14. @rbarsi
#2. LACK of FOCUS
If you chase two rabbits, they will both escape.

15. @rbarsi

16. @rbarsi
TAKE OWNERSHIP of YOUR DAY
Source: brendonburchard.com

17. @rbarsi
TAKE OWNERSHIP of YOUR DAY
Source: brendonburchard.com
List Your Top 3 PROJECTS
5 big things I must do to move this project forward
PEOPLE I need to reach out to today
No matter what
PEOPLE I’m waiting on
People you need something from, to move forward
PRIORITIES
DO these before getting trapped in your inbox

18. MEASURE PROGRESS
You can’t win if you don’t keep score.
Measure daily, weekly, and quarterly progress: as an individual & as a team
@rbarsiNIMS = New Initial Meetings, OPPS = Sales Opportunities

19. @rbarsi
#3. INACTIVITY
Don’t just stand there, do nothing!

20. @rbarsi
You can’t take a fishing boat out and just
EXPECT fish to jump in the boat.
Photo: Anton Sulsky
#prospecting

21. @rbarsi
PUT TARGETED PROSPECTS IN DRAWERS
Target Accounts
Tier 1 = The Top 25 prospective accounts;
the cream of the crop (Top drawer)
Tier 2 = The 75-100 next best prospective
accounts (2nd, 3rd drawer)
Ideal Customer Profile
Tier 1 & 2 accounts must match
the ideal customer profile
Tier 1 & 2 accounts require
3-5 key contacts each

22. CALENDAR YOUR PROSPECTING
Consider a “bookends” approach to each week;
• Mondays & Fridays are admin days
• Tuesdays-Wednesdays-Thursdays are blocked for sacred prospecting
@rbarsiContributing Source: VorsightBP

23. Sources: Speak2Leads, Velocify @rbarsi
ESTABLISH A FOLLOW-UP CADENCE

24. HIT THE PHONES!
@rbarsiSource: The Bridge Group, Matt Bertuzzi

25. @rbarsiSource: @grantcardone

26. @rbarsi
#4. NO FLOW
With one breath, with one flow, you will know…
synchronicity. - The Police

27. @rbarsi
CONCISE SUBJECT LINES THAT POP
Source: Salesforce/ExactTarget, Chad White http://slidesha.re/1liQsgF

28. @rbarsi
SEND BRIEF EMAILS
Source: three.sentenc.es

29. @rbarsi
OPEN-ENDED, CONVERSATIONAL QUESTIONS
Stop Asking Yes / No Questions!
Source: Barry Rhein, Selling Through Curiosity
How does this / that compare to what you’re ideally looking for?
How does this / that compare to your ideal situation?
Tell me about...
What do you mean...
How so...
Why is that...
What does that mean to you...
How would you…
Elaborate…
Give me some examples...
I don’t understand...
What other things...
What else...
What additional items...
What are some other reasons...
In what other ways...

30. @rbarsi
HAVE THE SAME CONVERSATION
To establish flow
By Title
By Industry
By Location
By Source
By Company
By Offering
By Connection
By Event

31. @rbarsi
#5. FAILURE to IMPROVE
Think training is hard? Try losing.

32. @rbarsi
MASTER YOUR CRAFT?!

33. @rbarsi
MASTER YOUR CRAFT!!!

34. @rbarsi
GET INVOLVED

35. THANK YOU!
RALPH BARSI
@rbarsi
Orange County Chapter
May 8, 2014
in/ralphbarsi