sales productivity trends presentation
TRANSCRIPT
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Sales Productivity Trends
Featured PresenterDr. Richard Rocco Assistant Professor DePaul University Center for Sales Leadership
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Rich Rocco| DePaul University
• Assistant Professor• Teaches inside sales and
sales strategy and technology courses• Conducts sales
effectiveness research • Center for Sales
Leadership• 20+ years of sales &
marketing experience
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Dr. Rich Rocco – Assistant Professor
DePaulCenter for Sales Leadership
www.connectleader.com
About the Center for Sales Leadership
One of the largest university sales programs in the world is at DePaul University (Chicago):• 25,000 students at DePaul University• 800-1000 students taking a sales
class/quarter• 200-250 annual sales graduates • 22 sales faculty• 13 distinct sales classes• 10+ years of leadership in sales education
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Sales Effectiveness & Productivity What are the top drivers of selling effectiveness for organizations to increase productivity and performance?
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Best In Class Perspective
Trending into 2015 we consistently see:
3 key drivers…
Of sales effectiveness which have the most significant impact on sales productivity and performance…..
Impacting Both Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
3 Key Drivers
#1 Defining & Developing Competencies
#2 Managing Turnover
#3 Defined Sales Process + Technology
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#1 Defining & Developing Competencies
What does this relate to?
Hiring +Training…Both for on-boarding of new sales reps + ongoing sales development training…..
Have you defined and/or updated your sales competency model across sales roles?
& Coaching… Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#1 Defining & Developing Competencies
How often do you receive or provide coaching?
½ day coaching per week…
Spending the time can yield significant gains…..
1.5-2x productivity Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#2 Managing TurnoverWhat is your average annual turnover?
28% average turnover…
While some level of turnover is acceptable per one’s specific industry sector…..higher levels can be costly…
$114,000 Re-Hiring Costs & Lost Productivity
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#3 Defined Sales Process + Technology
Do you have a formal sales process?
<50% follow one<35% can describe itDeveloping and following a defined sales process distinguishes best-in-class from their peers …
Process + Technology aligned how your
customer buysCopyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#3 Defined Sales Process + Technology
“You cannot manage what you do not measure”- Peter Drucker
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#3 Your Sales Process + TechnologyManaging Your Pipeline and Sales Operations:
Alignment of sales process and technologieswith key KPI’sFurther distinguishes best-in-class companies from their peers in increasing productivity and sales performance…
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Thoughts for you in 2015?• Defining and developing your key sales
competencies – connecting with your hiring, training, and coaching initiatives
• Driving and evolving a disciplined sales process and pipeline management with…
• Leading enabling tools and technology aligned to support your KPI’s
• And yes, more coaching…
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Thank you for your timeLooking for more information about our sales program, research, training, and corporate partner community?
Read my co-authored Harvard Business Review article on “Teaching Sales”
https://hbr.org/2012/07/teaching-sales
Email me: [email protected]
Visit us at: www.salesleadershipcenter.com
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
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