turn your a-players into coaches
Post on 29-Nov-2014
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@tawheedtoutapp.com
TURN YOUR A-PLAYERS INTO COACHES
by building a collaborative sales culture
@tawheedtoutapp.com
• Founded in 2011
• Based in San Francisco, CA
• Our mission is to help Salespeople be faster, better and stronger.
Rated 5 Stars on: !!!!✓Salesforce AppExchange ✓Google Apps Marketplace ✓Chrome Web Store
@tawheedtoutapp.com
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OUR UNIQUE PERSPECTIVE
• As we work with the #1, #2 and #3 company in a given space (Storage, Collaboration, Email, Advertising)
• We see a fundamental difference between the #1 and #3,4,5 companies
• We’ve seen top sales management create a culture around collaboration and sharing
@tawheedtoutapp.com
COLLABORATIVE• Creates 1,000+
templates across a team
• Routinely checks analytics to bubble up best stuff
• Takes a laissez-faire attitude but monitors for success
@tawheedtoutapp.com
COMMAND & CONTROL• Asks for limitations on
our software
• Turns off template sharing
• Often moves away from Sales Collaboration software and back into Marketo
@tawheedtoutapp.com
THE BASICS• [Creativity] Establish the right tools/
frameworks to drive creativity
• [Sharing] Establish a culture around sharing, especially with your A-players
• [Measure] Establish a culture around being data driven
@tawheedtoutapp.com
OFFER FRAMEWORKS• Offer Frameworks and
Tools to guide their thinking
• We have a “5x5 Method” for Sales Campaigns
• Jeff Hoffman’s “Why You, Why Now” is another great framework to teach
@tawheedtoutapp.com
YOUR TOP PERFORMERS• 80% of the most
effective content is going to be developed by your Top 20%
• Focus on them and make sure they’re constantly trying new things
@tawheedtoutapp.com
IT’S NOT EASY• Most salespeople aren’t “into” sharing
• Champions that bring in ToutApp into an organization almost always gets promoted within ~6m
• Incentivize your people and make it part of the culture to drive sharing and friendly competition, call it “coompetition”
@tawheedtoutapp.com
MAKE IT EASY• Have a company Wiki, Mailing List or Chatroom for
collaboration or sharing
• Use ToutApp for easy Template Sharing (more on this later)
@tawheedtoutapp.com
THIS IS IMPORTANT• This last step is what makes the difference
between building a successful collaborative culture and one that is pure chaos
• You have to teach your people to be data driven and understand what is actually working
@tawheedtoutapp.com
KNOW WHAT TO MEASURE
• Engagement Rates (Open, Click, Visits)
• Response Rates (% Replied)
• Success Rates (Did they close?)
@tawheedtoutapp.com
SET ASIDE TIME FOR THIS• Establish weekly meetings where you sift
through your data
• Identity the best performing stuff
• Promote to the rest of the team
• Give Props to encourage more of this
@tawheedtoutapp.com
5X5 CAMPAIGNS• 5 Pre-Planned Templates
• 5 Days/Weeks/Months Apart
• Multiple Touches At Scale
• Multiple Channels
@tawheedtoutapp.com
WE USE 5X5 FOR• Prospecting and Sales Development
• Handling Newly Assigned Leads
• Nurturing During the Deal Process
• Post Sale Follow-Ups
• Driving Renewals
@tawheedtoutapp.com
STRATEGIC TOUCHES1. Introduce Yourself
2. Provide Value
3. Offer Help
4. Engage for Feedback
5. “The Ask”
@tawheedtoutapp.com
Introduce
Provide Value
Provide Value
Engage For Feedback
“The Ask”
@tawheedtoutapp.com
By analyzing common sales emails and numerous templates, we also detected
patterns.
@tawheedtoutapp.com
We found that best practices was something that constantly came up
@tawheedtoutapp.com
CONCLUSIONS• Collaborative and creative sales teams outperform
command and control teams
• The right frameworks and tools can help your team share best practices
• There’s a fine line between bubbling the best vs complete chaos, and all of it relies on the discipline behind being data driven
@tawheedtoutapp.com
Come by our booth. https://store.toutapp.com
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