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 [email protected]

Bob KellyChairmanSales Management [email protected]

mailto:[email protected]


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

http://www.salesmanagement.org/

http://www.salesmanagementconference.com/


Today’s Speakers

3

Lisa Clark

Vice President, Marketing

Qstream

[email protected]

Bob Kelly

Chairman

Sales Management Association

[email protected]


Presented by


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]



The best ideas should be shared

5

• Twitter

• @QStream

• @SMAssociation

• Hashtag

• #salesreboarding


Poll: Revenue Growth Forecast

6

• What is your sales growth forecast for this year?

• < 5%

• 5%-15%

• 15%-30%

• > 30%


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


A word about turnover

8

© Copyright 2017 The Sales Management Association. All rights reserved. 9

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


And get up to speed

34% faster

Happy, productive reps stick around


When is it OK to stop?

11


Continuous ‘re-boarding’

12


The bottom line

13

Top performers

are proficient

in all aspects of

their job


One-third of reps are not all that…

14

But which ones are they?


What can CRM tell us, really?

15


Competency vs. Productivity

16


What does good look like?

17


Chat: The ideal salesperson

18

Describe in a few words

the qualities/behaviors

of the ideal sales rep?


The sales talent lifestyle

19


Onboarding effectiveness

20

Identifying Onboarding Capability Gaps

Sales Management Association

February 2015


Measure what reps do

21


Measure what reps produce

22


Measure what reps know

23


Measure over time

24


Now tie all that together

25


Mind the gaps

26


Data-driven coaching tools

27


Data-driven coaching insights

28


Data-driven coaching templates

29


Guided selling tools

30


Validate your hiring profile

31


Time

Convenience

Insights

Motivation

Important reboarding considerations


Three success metrics

33

Sales Representatives

SALES CAPABILITIES

Sales Managers

COACHING EFFECTIVENESS

Senior Sales Management

PERFORMANCE ANALYTICS


Results

34

30% 3% 12%

Quota

attainmentGross profit Sales turnover


How Does Training Become More Nimble?

35

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?



36

How much ongoing training should be self directed versus prescribed?



37

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



38

Is this your quote? Can I quote you?



39

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


Thank You

Thank You

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