What Your Reps Will Never Tell You...What Your Reps Will Never Tell You • Bad news • Accurate...
Transcript of What Your Reps Will Never Tell You...What Your Reps Will Never Tell You • Bad news • Accurate...
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2014 Sales Force Productivity Conference
15-17 September, Atlanta, Georgia
Sales Force Productivity
Conference 2014
What Your Reps Will
Never Tell You
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David Kerr
COO
TinderBox
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2014 Sales Force Productivity Conference
David KerrCOO
TinderBox
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2014 Sales Force Productivity Conference
Conference Takeaways for Me
Deliberate Practice vs. 10,000 hours
Activity over Outcomes
Millennials Rock
Coaching & training delivers results
Focus on your customers and prospects
Relationship building is more important than industry experience
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2014 Sales Force Productivity Conference
Agenda
• What your reps will never tell you
• Trends in sales effectiveness
• Best-in-class sales organization practices
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2014 Sales Force Productivity Conference
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719-266-2837
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2014 Sales Force Productivity Conference
By the Numbers
5,000,000+ inside sales reps
200,000+ companies using CRM
25,000,000+ end-users using eSignature
50% of leads are qualified but not ready to buy
Only 25% of leads are legitimate and should advance to sales
35%-50% of sales go to the vendor that responds first
Buyers are 70%+ of they way through the sales funnel
before they contact sales
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2014 Sales Force Productivity Conference
Are We Measuring the Right Things?
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2014 Sales Force Productivity Conference
What Your Reps Will Never Tell You
• Bad news
• Accurate stage forecasting
• Authentic activity
• Prospect engagement
• Where their time is spent
• What they need to close more business
• Opportunity legitimacy
• True path to quota
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2014 Sales Force Productivity Conference
OOPS!
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2014 Sales Force Productivity Conference
Sales Management’s Biggest Problems
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• Closing Deals in the Expected Timeframe
• Prioritizing Opportunities
• Competitive Differentiation
• Understanding the Customer’s Buying Process
• Aligning Your Solution with Customer Problems
• Generating Accurate / Effective Proposals
--CSO Insights 2013
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2014 Sales Force Productivity Conference
How Sales Reps Spend Their Time
• Reps spend less than 36%of their time actually selling
• Nearly 40% of their time on
admin & post-sale tasks
• Lost revenue through sales
process inefficiency
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2014 Sales Force Productivity Conference
Top 3 Areas to Increase Sales Effectiveness
1. Improve immature sales methodologies and processes
2. Increase the ability to attract, retain and grow sales talent
3. Drive tangible business outcomes from sales technology
--CSO Insights 2013
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2014 Sales Force Productivity Conference
Effectively Measuring the Sales Process
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29%38%62%
Importance Effectiveness Ability to Measure
29%
Ability to Measure
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2014 Sales Force Productivity Conference
Measuring Sales Process Effectiveness
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Salesperson productivity
Selling activity “quality”
Forecast accuracy
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2014 Sales Force Productivity Conference
Drowning in a Sea of Technology Opportunity
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2014 Sales Force Productivity Conference
Prospect Engagement
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2014 Sales Force Productivity Conference
Being User Centric is Disruptive
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2014 Sales Force Productivity Conference
Challenge
Transparency & Collaboration
Listen, coach and inspire sales team
Selling is a team sport
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User Centric Technology
Focus on sales team and prospect
Prospect Engagement
Use technology and techniques that provide for collaboration & tracking
Adoption
Focus on user centric technologies and process
Executive commitment that translates to sustained activity
Integrate with workflow
Training
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2014 Sales Force Productivity Conference
Q and A
Please remember to speak into
the microphone – we’re recording!
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2014 Sales Force Productivity Conference
Thank you!
15-17 September, Atlanta, Georgia
Sales Force Productivity
Conference 2014
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