jason jordan - 3 things sales leaders desperately need

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3 THINGS SALES LEADERS DESPERATELY NEED… BUT DON’T GET

JASON JORDANVantage Point

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Reasonable Expectations

1. Accurate Sales Forecasts

2. Healthy Pipeline of Opportunities

3. Coaching of Sales Reps

Sales Leader

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A Sales Leader’s Reality

SalesManager

SalespeopleSales Leader

Gatewayto theWorld

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A Sales Manager’s Reality

SalesManager

HugA

SalesManager

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Google Images: Hug a Sales Manager

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The Path to These…

1. Accurate Forecasts

2. Healthy Pipelines

3. Sales Coaching

Sales Managers

Goes through These

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Enter Vantage Point

Sales ManagementTraining

Advancementthrough Research

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First, 4 Things about Vantage Point

World-ClassTraining

“The best, most successful training ever launched to our

sales force"

Enter Vantage Point

DemonstratedROI

30% Revenue

20% Reps at Quota

15% Pipeline

20% Win Rate

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Fans

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Now… What to Do?

1. Accurate Sales Forecasts

2. Healthy Pipeline of Opportunities

3. Coaching of Sales Reps

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SALES FORECASTING

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• Historical data → Anecdotal inputs

• One reality → Several ‘forecasts’

• Real time data in CRM → Periodic scrubbing

• Nearly all do it → Nearly none trust it

• Consumes A LOT of time → Doesn’t improve sales

Defying Common Sense

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More Heat Than Light

Frequency of One-on-OneForecasting Meetings

Source: Vantage Point / Sales Management Association Survey

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What To Do?

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Best Practice Softball… Enable It with Technology

+30%

ForecastAccuracy 3.2

4.2

Not Technology Enabled Technology Enabled

Avg


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Avg

Train Your Front-Line Managers to Forecast

+27%

3.3

4.2

Managers Untrained Managers Trained

ForecastAccuracy


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Define It for Them

3.5

4.3

Conversational Language Clearly Defined Terms

Avg

+23%

ForecastAccuracy


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Avg

Make It Real

3.2

4.0

Not Held Accountable Held Accountable

+26%

ForecastAccuracy


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Keys to Better Forecasting

1. Enable with Technology2. Train Your Managers3. Hold Folks Accountable4. Define What It Is

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PIPELINE MANAGEMENT

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5%

51%16%

17%

11% Several Times per Week

Weekly

Several Times per Month

Monthly

Less than Monthly

Sales Pipelines are a Big Deal

Expected Frequency of Pipeline Meetings

72 %


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And They Consume A LOT of Time

36%

54%

10% 30 Minutes or Less45-60 Minutes90 Minutes or More

Duration of Each Pipeline Meeting

Average = 53 minutes


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Pipelines Produce Heat and Light

+15%

4.65.3

Ineffectively Manage Effectively Manage

RelativeRevenueGrowth


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Effective44%

Neutral13%

Ineffective43%

So We Must Be Good at It, Right?

Effectiveness at Managing the Pipeline


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What To Do?

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Have a Great Sales Process

4.3

5.1

Informal Formal

+18%RelativeRevenueGrowth


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A Sales Process Must Mirror the Buying Process

=IdentifyNeeds

EstablishCriteria

AssessSolutions

MitigateRisks

InfluenceCriteria

Prospect QualifyOpportunity

Influence Criteria

Position Offering

Build Confidence

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Give It the Effort It Deserves

+11%

4.85.3

< 3 hours per month 3+ hours per month

RelativeRevenueGrowth


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Again, the Sales Managers

4.75.1

Untrained Trained

+9%RelativeRevenueGrowth


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Things Managers Need to Know

WIN!RIGHT CONTENTS

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Keys to Productive Pipeline Management

1. Define a Good Process2. Commit the Time (Coach)3. Train Your Managers$

$$

$$$$

$$$ $$$ $$$$ $ $$ $$ $

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SALES COACHING

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“A” for Effort…

124 sales managers

401 completed(avg 3.2 each)

5 coaching courses

~ 5,000 hours

Vantage Point Client Study

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Sales Managers Perception…

Hours per Month Sales Managers

<3 7%

3-5 55%

>5 38%


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Sales Rep Reality

Hours per Month Sales Managers

<3 7%

3-5 55%

>5 38%

Sales Reps

56% + 49%

32% - 23%

12% - 26%


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What’s Going On?

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One Issue: Definition

I’m coaching you right now This doesn’t feel

like coaching

Trust me,this is coaching

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Another Issue: The Models

G oalR ealityO ptionsWay Forward

G oalA ssessmentI deasN ext StepsS upport

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The Killer: A Reactive Life

Sellers

CSO

Customers

Marketing

IT

Life

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Task 1: Identify the Coachable Activities

Salesperson and manager activities that can be proactively managed

Objectives that require ‘consent’ but can be influenced

Organizational outcomes that can not be ‘managed’ whatsoever

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Task 2: Define the Coaching Conversation

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Task 3: Establish a Coaching Rhythm

Su M Tu W Th F SaEarly-Stage Opportunity Review

Late-Stage Pipeline Review

Early-Stage Opportunity Review

Late-Stage Pipeline Review

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The Impact of Deliberate Coaching

91% Coached56% ZERO Coaching

51% Close Rate25% Close Rate


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Evolution of Sales Coaching

1. Clearly Define It2. Focus on Sales Activities3. Establish a Rhythm

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IN REVIEW

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If Sales Leaders Want These…

1. Accurate Forecasts

2. Healthy Pipelines

3. Sales Coaching

Leverage These

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Summary of Findings

1. Define Your Processes

2. Set CLEAR Accountabilities

3. Deploy Technology as an Enabler

4. Train Your Managers to Do Their Jobs

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VantagePointPerformance.com/INBOUND

MY PRESENTATION!

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jason jordan - 3 things sales leaders desperately need

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