Jeff Szczepanski Pipeline Summit
-
Upload
pipeline-summit -
Category
Business
-
view
95 -
download
0
Transcript of Jeff Szczepanski Pipeline Summit
![Page 1: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/1.jpg)
JEFFERY SZCZEPANSKI
COOSTACK OVERFLOW
![Page 2: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/2.jpg)
How a Developer Builds a Sales Team
(Scaling Sales the Agile Way)
Jeff Szczepanski, COO
![Page 3: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/3.jpg)
What is the Objective?
![Page 4: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/4.jpg)
Objective
Predictable Revenue that is Scaling Fast
(Building a Billion Dollar Company)
![Page 5: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/5.jpg)
What is the Plan?
![Page 6: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/6.jpg)
Typical Startup Plan1.Idea!2.Technical Co-Founders3.Raise Money4.Build Great Product5.Hire Head of Sales
ie: ‘Needz Sales’
6.Profit!!
![Page 7: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/7.jpg)
Typical Startup Outcome1. Idea!2. Technical Co-Founders3. Raise Money4. Build Product5. While( Cash Remains )
Hire Head of Sales<some stuff happens>Wait 12 to 18 monthsFire Head of Sales
6. FAIL!
![Page 8: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/8.jpg)
Typical Startup Outcome1. Idea!2. Technical Co-Founders3. Raise Money4. Build Product5. While( Cash Remains )
Hire Head of Sales<stuff happens>Wait 12 to 18 monthsFire Head of Sales
6. FAIL!
![Page 9: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/9.jpg)
Building Sales Orgs in 3 PhasesProving Product Value
Understanding the Sale
Scaling the organization
![Page 10: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/10.jpg)
Essence of Phase 1
Proving a Market Exists for your Product and People will Buy It
???
![Page 11: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/11.jpg)
Phase 1 -> Challenge
The Product Probably Really,
Really Stinks
![Page 12: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/12.jpg)
Phase 1 -> Implication
Customers are buying into your vision more than your product
![Page 13: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/13.jpg)
Phase 1 Best Practices• Lean Startup Concepts– Getting to Minimum Viable Product
• Founder selling of the vision• Talking to BUYERS and USERS– all the personas in the value chain
• No Free Stuff: Prove Value, Test Pricing
![Page 14: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/14.jpg)
Stack Overflow Careers(Proving Product Value)
![Page 15: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/15.jpg)
Proving Product Value
Understanding the Sale
Scaling the organization
![Page 16: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/16.jpg)
Phase 2 Goal
Multiple Sales Reps Closing Deals on their Own
![Page 17: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/17.jpg)
Common Phase 2 Problem
FOUNDER: “I can close customers myself without any problem, but the reps I’ve
hired can’t close the deals on their own”
![Page 18: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/18.jpg)
Common Phase 2 Problem
SALES REP: “I can’t close customer X without feature Y”and
SALES REP: “If I had Feature A, then I could sell way more”
![Page 19: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/19.jpg)
Add More Features!!?
Best Way to Increase Sales???
No, it’s cheating because it expands your addressable market, it doesn’t increase actual rate of penetration.
![Page 20: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/20.jpg)
Understanding The Sale• <Web Direct> || <Use Humans>
• <Inbound Leads> || <Outbound Prospecting>
• <Split Sale> || <Full Stack>
![Page 21: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/21.jpg)
Phase 2 Best Practices• You product will always suck to some extent
– Admit it to the Sales Reps, Sell what you have• Get to at least Three Sales Reps as fast as possible
– You want multiple petri dishes• Aggressive Compensation Plan
– Want successful reps making a ton of money• Fight all urges to use discounts to close deals• Sales Manager not Needed yet
– But a good idea to be looking!!
![Page 22: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/22.jpg)
Proving Product Value
Understanding the Sale
Scaling the organization
![Page 23: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/23.jpg)
Phase 3 Goal
Predictable Revenue that is Rapidly Scaling
![Page 24: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/24.jpg)
Phase 3 Bad News
• Nature of Sales is Changing Rapidly• Classic Management Methods Failing• Experience != Expertise• Poor at Predictions of Outcomes• Seemingly More Art than Science• No Magical Processes to Follow
![Page 25: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/25.jpg)
Phase 3 Bad News
• Nature of Sales is Changing Rapidly• Classic Management Methods Failing• Experience != Expertise• Poor at Predictions of Outcomes• Seemingly More Art than Science• No Magical Processes to Follow
Good!
Just Like Software Development!!
![Page 26: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/26.jpg)
Phase 3 InsightGood Sales Management
approaches parallel Good Software Development approaches!!
![Page 27: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/27.jpg)
Properties of Successful Software
Development
![Page 28: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/28.jpg)
Understand Performance != Results
Software Development• Discovering, Developing and Finalizing
Requirements• System Architecture, Design and Code
Construction• Quality Control including effective
testing and validation• Task Estimation and Project
Management• Deployment and Ongoing Maintenance
A bunch of Separable Skills that individuals
and the team must be process capable of
![Page 29: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/29.jpg)
Phase 3: Skills DevelopmentSoftware Development• Discovering, Developing and Finalizing
Requirements• System Architecture, Design and Code
Construction• Quality Control including effective
testing and validation• Task Estimation and Project
Management• Deployment and Ongoing Maintenance• Team Morale and Cadence
Sales Development• Prospecting• Questioning• Proposal Development and Pitching• Objection Handling• Closing Skills• Negotiation• Time and Pipeline Management• Team Morale and Cadence
![Page 30: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/30.jpg)
Cadence and Team Morale• Bottom Up Schedule Estimates• Strive for Continuous and Steady Output– Team Goals but No death marches
• Using Peer and Social Pressure vs. Edicts– Setting Cultural Norms and Expectations
• Compensation Fairness• Merit not tenure based Advancement
![Page 31: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/31.jpg)
“Full Stack” Sales RepEach Rep runs their Own Small Business:• End to End ownership of the relationships• Sets their Own Forecasts• Picks their Own Accounts• No scripts, No quotas• Works under shared best practices• Supported by Team Leader and Sales Manager
![Page 32: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/32.jpg)
Sales Manager• Primary Responsibility is Skills Development• Parallel to the Engineering Manager• Removes Operational Barriers– Helps define and build common infrastructure
• Works with a Longer Term Horizon– More Quarter to Quarter than Day to Day
![Page 33: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/33.jpg)
Team Leads• Drives Cadence and Morale of the Team• Parallel to the Technical Team Dev Leads• Walking Personification of Ideal Sales Rep• Natural Leaders that enjoy Mentoring• Player and a Coach -> Carries full account load• Eyes and Ears for Sales Management– Spot treatments not skills development
![Page 34: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/34.jpg)
Phase 3 Role Separation
Team Leaders => Track Racing Pit CrewSales Management => Garage Mechanics
![Page 35: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/35.jpg)
SCRUM Sprint Based Process• Team Based & driven by the Team Leads• Operated as Joint Retrospective and Standup• Monthly Forecasting Cycle into Four Sprints• Reinforces Team Work and Shared Best Practices• Friendly competition between Teams and Offices
![Page 36: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/36.jpg)
Phase 3 Best Practices• First Phase with Professional Sales Manager(s)• Separate Performance from Results• Developing Suites of Skills in Each Rep• Empower the Reps and Teams to Self Manage• Each rep is running their own little business• Autonomy and empowerment is the name of the
game
![Page 37: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/37.jpg)
Three Things You Can Do Tomorrow• Proving Value: Make sure you understand the
niche you are serving and stay focused on that• Validate Your Understanding of Your Pitch by
showing that others can do it as well as you• Forecast from the Bottom Up: Top down
projections are just wishful thinking
![Page 38: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/38.jpg)
Thank you!!!
@inscitekjeff
Blog: DevelopingSales.com
![Page 39: Jeff Szczepanski Pipeline Summit](https://reader035.fdocuments.us/reader035/viewer/2022062401/5879d69b1a28ab842c8b6269/html5/thumbnails/39.jpg)