#SalesSummit | @rbarsi

#SalesSummit | @rbarsi

HOW TO MOTIVATETHE HELL

OUT OF YOUR TEAM

RALPH BARSISenior Director, Sales DevelopmentACHIEVERS

#salessummit | @rbarsi

#SalesSummit | @rbarsi#salessummit | @rbarsi

ACHIEVERS’ GROWING SALES DEVELOPMENT TEAM*

*Chock-full of potential, happy, motivated, successful.

#SalesSummit | @rbarsi#salessummit | @rbarsi

HOW TO MANAGE THE EBB AND FLOW OF MOTIVATION

Raise your standards

Think outcome first, process second

Know the purpose (yours and the team’s)

Take ridiculous action

Feed the fire

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WHAT BUMS PEOPLE OUT AT WORK

70% don’t feel valued by their employer

64% leave due to lack of recognition

People leave managers, not companies

Sales cycles can last up to 2 years

It can take 6 hours of prospecting to get one appointmentSources: US Department of Labor, Gallup, LeapJob, Ovation Sales Group

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WHAT INSPIRES PEOPLE TO WORK

Serving the needs of prospects and customers

Making progress (progress = happiness)

Contributing value to the team / company goal

Building friendships / relationships, feeling part of a team

Being recognized / appreciated for their effortsSources: Adam Grant, Tony Robbins, Dan Ariely

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TO GIVE ANYTHING LESS THAN YOUR BEST IS TO SACRIFICE THE GIFT Steve Prefontaine

RAISE YOUR STANDARDS

Lead by example. Serve. Commit to success

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THINK OUTCOME FIRST, PROCESS SECOND

HIT THE GOAL*INBOUND OUTBOUND

*Never lower it. Instead, modify and maximize the approach.

Fill the funnel with quality leads

Comply with an SLA (accept/reject leads)

Provide CRM Intelligence & technologies

Transparent activity metrics, dashboards

Continuous coaching, training, education

Introduce, reinforce sales methodologies

Distribute sales playbooks

Develop airtight weekly cadence

Collaborate, sell with AE’s in the field

Increase each SDR’s brand and image

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KNOW THE PURPOSE (YOURS AND THE

TEAM’S)

The Barsi Family

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TAKE RIDICULOUS ACTION

VISUALIZATION

You’ve already hit the goal

A film crew is documenting your story

Conduct “Blue Angels” meditations(bit.ly/blue_angels_preflight)

Treat people like “what they’ll become”

There is no finish line

DAILY ACTIVITY

Brief team meeting every Monday

Bi-weekly 1:1’s (outside the office)

SDR Power Hours, blitzes

Frequent Lunch ‘n’ learns (owned by reps)

Occasional SPIFFs

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FEED THE FIRE

Dan PinkDan ArielyAndy PuddicombeSimon SinekTim FerrissMel RobbinsMatt CuttsRita F. PiersonSeth GodinScott Geller

“Dream”“Why Do We Fall?”

“Live Your Dream & Master Life”“Fight the Enemy Within”

“How Bad Do You Want It?”“The Story of Rick and Dick Hoyt”

“Life and Overcoming Depression”“Billy Mills 10,000 Meter Gold Medal”

#motivation

#salessummit | @rbarsi

#SalesSummit | @rbarsi

NOW GO MOTIVATETHE HELL

OUT OF YOUR TEAM

#salessummit | @rbarsi Images: Acclaim Images, Fré Sonneveld, Craig Garner, Nike Running, Edward Dullard, Cynthia Smalley

RALPH BARSISenior Director, Sales DevelopmentACHIEVERS