Learn Share - Network

Transcription

1 Learn Share - Network

2 What is the AA-ISP? Who we are: A community made up of like-minded sales reps, managers, senior leaders, and Inside Sales organizations. What we do: Provide a centralized resource for a variety of Inside Sales related information including: - Live events such as this Chapter Meeting, regional conferences, virtual trainings and webinars, etc. - Knowledge Center with downloadable content submitted by our community and ask-an-expert questions and answers - A mentor program to advance the skills of our future sales leaders - An always growing Service Provider Directory with reviews and feedback on the technology and service providers serving the sales community Local Chapters: This chapter is run by a volunteer Chapter President and Officers to help advance the sales profession in a specific region.

3 Who Should Join? Individual Contributors: Reps looking to increase performance, network with fellow professionals, advance sales skills, and attend local chapter meetings should consider joining AA-ISP. Sales Leadership: Leaders who are responsible for the development and performance of their team and their own careers, as well as those attending local chapter meetings are encouraged to join. CHAPTERS 67 ACTIVE CHAPTERS INTERNATIONALLY MEMBERS OVER 16,000 MEMBERS REPRESENTED BY PROFESSIONALS FROM ACROSS THE GLOBE

4 What Membership Provides KNOWLEDGE CENTER MEMBER BENEFITS 625+ DOWNLOADABLE WHITE PAPERS WEBINARS BEST PRACTICES CAREER CENTER WEEKLY WEBINARS SALES TRAINING LIVE CONFERENCES ASK-AN-EXPERT FORUM MENTOR PROGRAM INDUSTRY SPECIFIC GROUPS EXCLUSIVE RESOURCE FOR INSIDE SALES EMPLOYMENT & JOB POSTINGS

5 Member Companies

6 Annual Membership Options Learn Share - Network Associate Professional Corporate Exclusive Job Listings Newsletter & Updates Communicate w/ Members Exclusive Events & Webinars Attend Local Chapter Meetings View Expert Q&A s Service Provider Directory AA-ISP Accreditation Download & Submit White Papers Download & Submit Best Practices Consult with Expert Panel Discounts on Inside Sales Jobs Postings Post Events & Activities Promo Event Rates Eligible for AA-ISP Leadership Knowledge Center Team Library Annual Membership Dues $25.00 USD $ USD SMB & Enterprise Rates

7 Boston, MA September 6th, Large & Small group learning sessions - Practitioner lead training - Service & Technology Expo - Happy Hour Networking - Attendees from all around the U.S. - Price includes 1-year Membership Super Earlybird Pricing Available NOW! $395 / attendee! (special pricing for teams!) Dublin, IE November 13th, th Annual Dublin Event - Practitioner lead training - Service & Technology Expo - After Party in the Croke Park Players Lounge - Attendees from around the globe! - Price includes 1-year Membership

8 You re Invited Come together for three-days with a select group of 60 Leaders, Executives, VP s, and Directors from some of the world s most prominent companies to learn, share, and network. October 17 th 19 th Rancho Bernardo Inn San Diego February 6 th 8 th Tubac Golf Resort Tubac, AZ Save $100 with promo code Retreat100 if registered before September 14 th!

9

10 How to Attract & Retain Top Sales Talent David Leinweber, CEO

11 Agenda 1. LevelEleven Overview 2. Why: Top Sales Talent is Hard to Find or Replace 3. How: Best Practices for Attracting and Retaining 4. What: Implementation Ideas 5. Q & A

12 Who is LevelEleven? The Modern Sales Management System Motivate the behaviors that matter with: o Live leaderboards, gamification & TV broadcast o Rep/manager scorecards, goal management o Sales coaching, onboarding, improvement plans LevelEleven closes the gap between what sales leadership expects, and what salespeople actually do. Josh Allen - VP of Inside Sales, CarGurus SaaS application embedded in Salesforce o Single experience within Salesforce o Top global AppExchange partner o Salesforce is a 2x investor o Global AA-ISP Chapter Sponsor

13 Top Talent: Hard to Find or Replace

14 What Makes a Good Salesperson? 1. Empathy and Ego 2. One in ten have potential to be an A, top-producing salesman 3. Without sound training, even A-level salesmen are seriously limited. Source: Mayer, D and Greenberg, H. (2006). What Makes a Good Salesman. Harvard Business Review

15 Companies Struggle to Retain Talent 1. Average Annual Turnover in Sales is 25% - 30% 2. Replacement Costs: $75K - $300K per rep 3. Low correlation (<25%) between interview prediction and job success Source: Cespedes, F and Weinfurter, D. (2015). The Best Ways to Hire Salespeople. Harvard Business Review

16 Best Practices for Attracting and Retaining

17 New Generation of Sellers Different view of how sales works Expect immediate access to answers Lots of distractions Crave structure, direction, and coaching

18 New Front Line Sales Managers Former top salespeople who had the instincts to be successful prospect, build pipeline, close Learning how to manage many different types of salespeople not all like them

19 What Are Top Salespeople Looking For? 1. Onboarding 2. Coaching 3. Structure to Achieve Goals

20 Onboarding Best Practices

21 Onboarding Improves Retention and Ramp Time 1. Structured onboarding leads to better results 2. 58% likelihood to stay for with company for 3+ years 3. 54% productivity Source: Sterling Talent Solutions 50% Reduction in time to ramp new hires With clear weekly activity and pipeline goals for new hires Janet Jansen Director of High Velocity Sales

22 Your Plan Depends on Ramping New Hires Fully ramped by Q3

23 What If They Ramped Faster? Fully ramped by Q2 + $300,000

24 What If They Are Not Onboarding Properly? - $400,000

25 Tip #1 Create Consistent Onboarding Plan

26 Coaching Best Practices

27 Conflicting Perceptions on Coaching Hours per Month Sales Managers Sales Reps <3 7% % >5 38% 56% + 49% 32% - 23% 12% - 26% Source: Vantage Point Performance

28 Events According to CSO Insight s 2017 Sales Manager Enablement Report The missing ingredient is the sales manager s ability to coach the behaviors that lead to the desired results.

29 Only Rock Star Managers Make Rock Star Sellers

30 Tip #2 Coach with Structure and Consistency

31 Tip #3 Ask the Right Questions

32 Goal Tracking Best Practices

33 Performance Expectations in Many Places How does a rep know if they are doing a good job? Salesforce Reports Spreadsheets Frontline Manager 83% of sales metrics are not actionable Very manual and look in the past 73% of managers receive little or no training

34 Tip #4 Manage the Behaviors That Lead to Results

35 Which KPIs Should My Team Focus On? Top of Funnel Pipeline to Close Keep + Grow SDRs, BDRs Inside & Field AEs AMs, Contact Center, Support Dials s Talk Time Conversations Meetings Scheduled Lead Converts Opps Created Demos Meetings New Pipeline Demos Pipeline Coverage VP-Level Meetings Stage Progression Proposals Closed Won Calls Renewals Upsells Talk Time Call Resolution Time Customer Sat Scores Cases Closed Open Cases Learn more at leveleleven.com/kpi-report

36 Tip #5 Interview Top and Middle Performers

37 Interview Top & Middle Performers Top Performers 1. What are the key behaviors you focus on that lead to sales? 2. What should your low performing peers do to be more successful? 3. What critical signal in the sales process tells you the opportunity will close? Middle Performers 1. What behaviors have you seen top performers do that make them successful? 2. What behaviors should you be doing more often but never have the time? 3. What critical signal in the sales process tells you the opportunity will close?

38 Implementation Ideas

39 5 Stages of Sales Management Where Are You? INITIAL MOTIVATE ENGAGE COACH ALIGN Watch sales numbers only Carrots & sticks No leading indicators Contests Leaderboards Spiffs Disciplined sales process Activity & pipeline standards Consistent and structured coaching and 1:1 s Defined onboarding process Data driven recommendations Dynamic goals based on rep performance

40 Implementation Ideas 1. Create 30/60/90 day plans for new team members 2. Provide regular coaching (weekly, bi-weekly, monthly) 3. Give team members access to real-time performance data 4. Use a Sales Management System to streamline it all

41 Recap 1. Only 10% of People Have Predisposition to be Top- Performing Salesperson 2. Attract, Train, and Retain Top Talent with Effective Onboarding and Coaching 3. Determine Where You Are on the Sales Management Maturity Model and Take Steps to Improve

42 Q & A LevelEleven.com