selligy- sales-velocity-2014-new sales meeting

Sales Team Meetings:

A New Approach

Usman MuzaffarSelligy CTO

usman@selligy.com

The Story of a Sales Team…

• Hot startup

• Big customers

• Long, technical sales

• Series B closed

• Time to ramp sales!

The Original Sales Team

• Superstar sales team

• Highly coordinated

• Meetings were about:

– Strategy/Tactics

– Decoding process

We’re bigger, lets get organized!

• Too many deals,

what if we lose track?

• Implement CRM

• Meetings were about:

– Updating each other

– Mentoring new

members

No, I mean really organized

• Driven by report

• Meetings were about:

– Updating boss

– Sales process

• “Take it offline”

So Rigid, It’s Lax

• Meeting itself non-trivial

• Meetings were about:

– Updating forecast

– Defending updates

• “Mute until your turn”

De-Evolution of Sales Meetings

Valueof

meeting to team

Team Size

De-Evolution of Sales Meetings

Valueof

meeting to boss

Team Size

Sure, more valuable, but we’re not thrilled either….

Why is it like this? Many suspects…

• “Boss’ fault”

• “Team’s fault”

• “Tool’s fault”

• “Process fault”

• “It’s normal. It’s growth!”

The Most Famous Diagnosis

“If the reps would

just keep Salesforce

updated, we’d have

such great visibility!”

Impossible goals?

• Need more data…

– but not more data entry

• Need more discussion

– but not more meeting

Have other departments solved this?

Who…

• Has a large team

• Trying to roll up status

• Trying to give guidance

• Interminable meetings…

This Happened to Your VP Engineering

• Dev Meetings worse– Changing goals,

lousy scheduling,

no metrics

• Enter Agile

– Focus on shipping iterations

– Continuous feedback works!

We’ve seen the future…

Sales Meetings, Revisited

• Increase frequency,

decrease length,

tighten the loop

• Automate the status:

who/what/when/how

• Watch for the changes

that matter

So… what would that look like?

An App Even

Austin Powers

Could Use

A much richer

report at your

fingertips…

Selligy’s Mission: Field HQ

HQ: Sales & Marketing

Field: Sales Reps

Just enough data to keep biz alive

Selligy’s Mission: Drip FAT 2-way pipe

HQ: Sales & Marketing

Field: Sales Reps

…and much better sales meetings!

Thank you

Usman MuzaffarSelligy CTO

usman@selligy.com