It’s OK to be SelfishHow to Enable Reps to Succeed

March 18, 2014

Today’s Featured Speakers

Craig Nelson

Founder and PrincipalSales Enablement Group

Jennifer Kling

Product Marketing - Sales Enablement ManagerCallidusCloud

Agenda

• A story about a sale • What is Sales Enablement?• It’s okay to be selfish• What sales reps want• The blueprint to how to get what sales wants

#SalesEnablement

A Day in the Life:Skippy the rep from ABC Incorporated

On any given day:

•Same day meeting preparation

•Don’t know customer needs

•Information scattered throughout the organization

•Multi-tasking several tasks at any given moment

#SalesEnablement

A Day in the Life:Skippy the rep from ABC Incorporated

•Outdated information

•Slow to quote

•Slow to contract

•Inaccurate pay

Sound familiar?

#SalesEnablement

Scrappy the Customer at Wizbang Corp.

What is the impact on the customer?

•Customer has already done research, is looking for insight from the sales rep

•No value from the sales rep

•Wastes the customer’s time

What does sales enablement mean to sales and buyers?

• Skippy

• Having access to the right resources to make it easier to sell and build better relationships with buyers

• Scrappy

• Access to information and guidance during each step of the buying journey

Is there a plan to enable sales success?

• Experienced reps will often ask:

• Is the foundation in place to effectively enable my sales success?

• On-boarding starts day 1

#SalesEnablement

Sales Challenge:Selling value to today’s empowered and smarter buyer

#SalesEnablement

People buy from People they Trust

• What do sellers and buyers have in common? • Sales want to improve relationships with buyers• buyers want to build relationships with sellers they

trust

POLL

Q:  How happy are you with your current sales enablement tools and processes to support?

• Hate it all

• Struggling more often than not

• Minor struggles

• Love it all

It’s OKAY to be selfish!

Without sales, a terrible thing happens:

Nothing

Sales carries the world on their shoulders. When something goes wrong, they are on the front line with the customer.

Sales is the customer.

Technology should help, not hinder

Sales is a team sport between marketing, sales operations,

and sales rep and management

POLL

Q: What is your biggest pain point in your sales process? (Select all that apply)

• Quality Leads

• Having the right content at the right time

• Pricing and quoting process

• Learning

• Incentive System

#SalesEnablement

What Sales People Want…

• To win!

• Easy on-boarding

• Quality leads – without delay

• The right content at the right time

• Prepare proposals quickly

• Be paid accurately

#SalesEnablement

Quality Leads

Visitor intelligence and lead distribution

Easy to use templates and reporting

No more “theoretical” leads

Example: Acteva

•Increased lead flow

•Tracking micro-site activity separately and sending targeted email campaigns to anonymous visitors

•Power users within 30 days

#SalesEnablement

Accelerating On-boarding for New Hires

#SalesEnablement

Collaboration and Knowledge Source

One platform for all content sources

Deal portals managed by the users

Integrated e-learning

Access from mobile devices

Example: CDW

• Internal communication for prescriptive selling, SME videos, product launch, and more

• 70,000 customer Plays resulting in $255 million revenue

• 260 trainings for nearly 4,000 sales reps

#SalesEnablement

Quickly configure, price, and quote

Pricing empowerment

Easy to use interface

Know what you’ll be paid

Example: Xirrus

• Salesforce.com integration

• 3410 quotes in Q2 2013

• Results: Support upsell increase from 50% to 100%

• Quote generation time down from 30 minutes to 1 minute

#SalesEnablement

Know what you’re being paid and make more!

Cross-sell and up-sell with clear, targeted incentives

Transparent performance metrics

Reduce dispute time

Example: Verizon

•28,000 hours back to sales force

•26% cost reduction

•$8M additional profit from upsellling

#SalesEnablement

Resources to enable sales success #SalesEnablement

Systemizing Sales Enablement

Sales execution starts here:

Blueprint of an overall Sales Enablement System

#SalesEnablement

Maturity Model

Where to Start?

Roadmap to assess maturity and plan

Invest in sales

#SalesEnablement

POLL Question

Q: On a scale from 0 to 5, where would you rank your firm?

Level 0 or 1: Random or Initial Sales Enablement (SE)

Level 2: Repeatable SE

Level 3: Defined SE

Level 4: Managed SE

Level 5: Optimized SE

Payback for Maturing With Sales Enablement

A Day in the Life:Skippy the rep from ABC Incorporated…fully enabled

• Tools to help understand the customer

• Learning on demand

• Up-to-date content

• Mobile tools for configuring, pricing, quoting

• Shortened sales cycle

#SalesEnablement

Tying it All Together

#SalesEnablement

Q&A