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 [email protected]
Bob KellyChairmanSales Management [email protected]
© 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
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16 – 18 OCTOBER 2017 ATLANTA
© Copyright 2017 The Sales Management Association. All rights reserved.
Today’s Speakers
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Lisa Clark
Vice President, Marketing
Qstream
Bob Kelly
Chairman
Sales Management Association
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 [email protected]
Bob KellyChairmanSales Management [email protected]
© Copyright 2017 The Sales Management Association. All rights reserved.
The best ideas should be shared
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• @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
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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
© Copyright 2017 The Sales Management Association. All rights reserved.
When is it OK to stop?
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© Copyright 2017 The Sales Management Association. All rights reserved.
Continuous ‘re-boarding’
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© Copyright 2017 The Sales Management Association. All rights reserved.
The bottom line
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Top performers
are proficient
in all aspects of
their job
© Copyright 2017 The Sales Management Association. All rights reserved.
One-third of reps are not all that…
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But which ones are they?
© Copyright 2017 The Sales Management Association. All rights reserved.
What can CRM tell us, really?
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Competency vs. Productivity
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What does good look like?
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© Copyright 2017 The Sales Management Association. All rights reserved.
Chat: The ideal salesperson
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Describe in a few words
the qualities/behaviors
of the ideal sales rep?
© Copyright 2017 The Sales Management Association. All rights reserved.
The sales talent lifestyle
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Onboarding effectiveness
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Identifying Onboarding Capability Gaps
Sales Management Association
February 2015
© Copyright 2017 The Sales Management Association. All rights reserved.
Measure what reps do
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Measure what reps produce
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Measure what reps know
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© Copyright 2017 The Sales Management Association. All rights reserved.
Measure over time
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Now tie all that together
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© Copyright 2017 The Sales Management Association. All rights reserved.
Mind the gaps
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© Copyright 2017 The Sales Management Association. All rights reserved.
Data-driven coaching tools
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© Copyright 2017 The Sales Management Association. All rights reserved.
Data-driven coaching insights
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© Copyright 2017 The Sales Management Association. All rights reserved.
Data-driven coaching templates
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© Copyright 2017 The Sales Management Association. All rights reserved.
Guided selling tools
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© Copyright 2017 The Sales Management Association. All rights reserved.
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?
© Copyright 2017 The Sales Management Association. All rights reserved.
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