Five Proven Sales Management Secrets for Revenue Growth

The speakers

Craig RosenbergFunnelholic@funnelholic

Matt HeinzPresident

Heinz Marketing@heinzmarketing

Kevin BaldacciSocial Strategist

InsideView@KevinBaldacci7

Five sales management secrets to drive growth

1. Focus2. Culture3. Coaching and training4. Metrics and Reporting5. Technology

1. Focus

“The enemy of every sales person is time” -Some awesome person

“Sales reps spend 65% of their T time not selling” -Gerhard Gschwandtner, Sales 2.0 conference

Four ways you know your team lacks focus

1. Miles of “victory laps”2. Always clicking never calling3. You don’t know whether they do or not

(that means they do btw)4. You haven’t helped them

Four inefficiencies that can be painlessly fixed

1. Research – “7 hours per week is the average time a salesperson spends looking for relevant information to prepare sales calls. “

2. Understanding the perfect customer (2 parts)– Improves lead generation (time spent on the wrong target)– Improves lead qualification (too much time on the wrong deals)

3. “Know when to Fold-Em” – know when to give up on a prospect or customers slide on the next page

4. Paperwork and other logistical issues

After 6-8 contacts, the laws of diminishing returns set in. On the other hand, make sure you make 6 – 8 attempts

Optimize follow-up processes

2 and 3. Culture, coaching, and training

6 ideas for building a great sales culture

1. Get executives involved– Exec sponsorship promotions– Call observations & follow-up reports

2. Gamification3. Celebrate the big and little things4. Get their families involved

– Awards dinners

5. Mentors6. Open communication

Coaching is culture

“89% of sales reps want MORE sales coaching from their managers”

Chuck Penfield, Oracle

15 Matt Heinz sales coaching tips1. Focus on the numbers2. Focus on what they can control3. Compare current and previous habits and performance measures4. Peer shadowing5. Deal walkthroughs6. Evaluate effort, attitude, and drive7. Use positive reinforcement and constructive feedback8. Make a comp plan that requires consistent performance9. Be aware of personal issues10. Create friendly but spirited competition between reps11. Create a longer version of s contest contingent on hitting quota12. Go back to basics13. Watch the video tape (be like Pujols)14. Be willing to use a performance plan15. Make sure YOU didn’t add to much process

Four keys to training inspired by Dave Stein1. Self-directed training scales2. One-size does NOT fit all – personalize

training based on roles, location, type of sale

3. Tools and Technology training – just buying it for them, won’t help them use it

4. Have a year-round training plan not just on product but on sales skillshttps://twitter.com/davestei

4. Metrics and reporting

The Metrics and reporting slippery slope

Just because you can track it:• doesn’t mean you should• doesn’t mean it’s important• doesn’t mean it should be on your exec

dashboard

Choose the right metrics to drive your business to higher sales, greater pipeline yield and

profitability

Five metrics you should not track

1. Dials

2. Demos or appointments scheduled

3. Talk time

4. Salesforce.com logins

5. Logged activities

Ten metrics every revenue organization must track1. Marketing Cost per Sales2. Customer Lifetime Value3. Nurture Database Success4. Addressable Market Size5. Sales Cycle Length6. Lead- Opportunity – Sales Conversion Rates7. Deal Size8. Qualified Leads9. Referrals10. Customers

5. Technology

f

Sales technology is HOT

“There are estimated over 2000 sales tools on the market”Nancy Nardin, Sales 2.0

5 best practices for sales tool adoption

1. Pain-killers not vitamins2. Implement 1-2/quarter3. Start with small group first4. Sit down with reps and walk them through process5. Roll out globally with success story

Thank You! Follow Us Today!

Twitter @insideviewFacebook facebook.com/sales.intelligenceWebsite insideview.comMatt Heinz @heinzmarketingCraig Rosenberg @funnelholicKevin Baldacci @kevinbaldacci7