5  Essen'als  Sales  Managers  Need  to  Know  to   Crush  Your  Quarter  

5  Essen'als    Sales  Managers    Need  to  Know  to    Crush  Your  Quarter    

Jill  Konrath,    Sales  Strategist,  Speaker  

&  Author  www.jillkonrath.com  

Donal  Daly,    CEO  of  THE  TAS  Group  www.thetasgroup.com  

#CrushYourQuarter  

Role  

On-­‐boarding  

 Sales  Process  

Coaching  

Analy'cs  

The  5  Essen'als  to  #CrushYourQuarter  

POLL:  What’s  your  biggest  challenge  as  a  Sales  Manager?    •  On-­‐boarding  new  salespeople  •  Following  a  sales  process  •  Coaching  •  Understanding  your  Sales  Data    

What  is  your  Role?  

Hiring    

Coaching  

Repor'ng  

1.  What  makes  a  Great  Sales  Manager?  

Forecas'ng  

2.  How  do  you  On-­‐board  Salespeople?  

Improvement  in  sales  when  1st  year  performance  is  op'mized  4X  

3X   Improvement  in  reten'on  when  new  hires  are  on-­‐boarded  correctly  

2.  How  do  you  On-­‐board  Salespeople?  

71%   Of  Reps  can  talk  about  their  own  products  

Can  add  value  in  a  business  conversa'on  36%  

Only  half  of  B2B  sales  organiza'ons  follow  a  structured  sales  process.    

3.  What  about  Sales  Process?  

Only  half  of  B2B  sales  organiza'ons  follow  a  structured  sales  process.    

On  average,  reps  will  sell  33%  more  when  using  a  sales  process    

3.  What  about  Sales  Process?  

Only  half  of  B2B  sales  organiza'ons  follow  a  structured  sales  process.    

On  average,  reps  will  sell  33%  more  when  using  a  sales  process    

What’s  the  impact?  

3.  What  about  Sales  Process?  

Sales  Execu'on  

Sales  Management  

Company  Impact  

Customer  Impact  

How  do  you  spot  a  Sales  Process  Problem?  

%

???  

4.  Does  Coaching  Win  Deals?  

Coaching  can  increase  sales  produc'vity  by  88%  

 Sales  Managers  spend  less  than  5%  of  'me  on  

coaching    

88%    

•  What  do  B2B  Sales  Managers  need  from  Analy'cs?  

5.    Can  Analy'cs  Save  the  Day?  

•  2.5  hours/week  on  sales  forecasts  

MEASUREMENT

2.5  Hours  

50%   •  Forecast  Accuracy  remains  at  50%!  

Thank  You  Q&A  

www.thetasgroup.com   www.jillkonrath.com  

#CrushYourQuarter