sales management association webcast “re boarding” the ...€¦ · © copyright 2017 the sales...

Presented by

© Copyright 2017 The Sales Management Association. All rights reserved.

Sales Management Association Webcast

6 April 2016

“Re-boarding” the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

Lisa ClarkVice President, Marketing QStreamlclark@qstream.com

Bob KellyChairmanSales Management Associationrjkelly@salesmanagement.org

© Copyright 2017 The Sales Management Association. All rights reserved.

About The Sales Management Association

A global, cross-industry professional association for sales operations and sales management.

Focused in providing research, case studies, training, peer networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers, academics, and practitioners.

www.salesmanagement.org

www.salesmanagementconference.com

2

16 – 18 OCTOBER 2017 ATLANTA

© Copyright 2017 The Sales Management Association. All rights reserved.

Today’s Speakers

3

Lisa Clark

Vice President, Marketing

Qstream

lclark@qstream.com

Bob Kelly

Chairman

Sales Management Association

rjkelly@salesmanagement.org

Presented by

© Copyright 2017 The Sales Management Association. All rights reserved.

Sales Management Association Webcast

6 April 2016

“Re-boarding” the Sales Force: Leveraging Onboarding Principles to Keep Seasoned Salespeople Sharp

Lisa ClarkVice President, Marketing QStreamlclark@qstream.com

Bob KellyChairmanSales Management Associationrjkelly@salesmanagement.org

© Copyright 2017 The Sales Management Association. All rights reserved.

The best ideas should be shared

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• Twitter

• @QStream

• @SMAssociation

• Hashtag

• #salesreboarding

© Copyright 2017 The Sales Management Association. All rights reserved.

Poll: Revenue Growth Forecast

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• What is your sales growth forecast for this year?

• < 5%

• 5%-15%

• 15%-30%

• > 30%

© Copyright 2017 The Sales Management Association. All rights reserved.

Revenue Growth Challenges

7Source: CSO Insights, 2015 Sales Management Optimization Study

58%

Percent of sales

reps achieving quota

47%

Companies with a ramp

up time >10 months

68%

Companies that plan to

increase the size of their

sales team

22%

Average sales

turnover rate

© Copyright 2017 The Sales Management Association. All rights reserved.

A word about turnover

8

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Moving the middle

Bottom 20% Top 20%

Revenue Performance

Sa

lesp

eo

ple

5% performance gain from the

middle yields over 70% more revenue

than a 5% shift in the top

Middle 60%

Sales Executive Council (SEC)

Driving Revenue Growth

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And get up to speed

34% faster

Happy, productive reps stick around

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When is it OK to stop?

11

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Continuous ‘re-boarding’

12

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The bottom line

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Top performers

are proficient

in all aspects of

their job

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One-third of reps are not all that…

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But which ones are they?

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What can CRM tell us, really?

15

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Competency vs. Productivity

16

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What does good look like?

17

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Chat: The ideal salesperson

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Describe in a few words

the qualities/behaviors

of the ideal sales rep?

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The sales talent lifestyle

19

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Onboarding effectiveness

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Identifying Onboarding Capability Gaps

Sales Management Association

February 2015

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Measure what reps do

21

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Measure what reps produce

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Measure what reps know

23

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Measure over time

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Now tie all that together

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Mind the gaps

26

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Data-driven coaching tools

27

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Data-driven coaching insights

28

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Data-driven coaching templates

29

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Guided selling tools

30

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Validate your hiring profile

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Time

Convenience

Insights

Motivation

Important reboarding considerations

© Copyright 2017 The Sales Management Association. All rights reserved.

Three success metrics

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Sales Representatives

SALES CAPABILITIES

Sales Managers

COACHING EFFECTIVENESS

Senior Sales Management

PERFORMANCE ANALYTICS

© Copyright 2017 The Sales Management Association. All rights reserved.

Results

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30% 3% 12%

Quota

attainmentGross profit Sales turnover

© Copyright 2017 The Sales Management Association. All rights reserved.

How Does Training Become More Nimble?

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How is this concept different from a standard training program? Is it just admitting that we don’t focus ongoing training and that this is just a method in bringing to that light?

© Copyright 2017 The Sales Management Association. All rights reserved.

How Does Training Become More Nimble?

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How much ongoing training should be self directed versus prescribed?

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How Does Training Become More Nimble?

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How does all this data get put into the CRM? Is it from the coach, trainer or manager?

© Copyright 2017 The Sales Management Association. All rights reserved.

How Does Training Become More Nimble?

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Is this your quote? Can I quote you?

© Copyright 2017 The Sales Management Association. All rights reserved.

How Does Training Become More Nimble?

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What were the four or five “how wells” you asked early on about determining individual salesperson proficiency?

© Copyright 2017 The Sales Management Association. All rights reserved.

Thank You

Thank You