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“The old ways of on-boarding, training, and coaching sales teams aren’t working for a workforce whose expectations are rapidly evolving. Social, mobile, and real-time are the Table stakes for effective programs to drive change, learning, and productivity.” - Woodson Martin SVP products, salesforce.com
“7 of 8 companies failed to achieve profitable growth, although more than 90% had detailed strategic plans.” - Harvard Business School (Bain consulting study)
View the full webinar here:!
Meet Your Experts:
Mark Roberge SVP Sales and
Services at HubSpot
@markroberge
Walter Rogers CEO of
CloudCoaching International and
Baker Communications
@walterrogers
Tony Robbins Author and Peak
Performance Strategist
@TonyRobbins
Barry Trailer Managing partner and co-founder of
CSO Insights
CSO Insights!
The 2 Millimeter Shift!
You don’t need to dismantle and rebuild your entire sales organization or attempt to transform the system overnight.!Source: CSO Insights and CCI!
What’s Different Between Coaching and Non-Coaching Firms?!
2x likely to be a trusted partner than non-coaching firms!!2x as likely to be viewed as a preferred vendor!!+17% hit their quota!!+24% forecast deals won!
Pathways to Growth!
“Success is processional. It results from a series of small disciplines.”!!-Tony Robbins!
The Three Pillars of Progress!
III. Get Into Action! Unlock &
Unleash Alignment & Integration=
Power
AchieveSuccess
ContributeCelebrate
MassiveAction
II. Get the Best Strategies/
Mentor/Tools/Map/Coaching
for Results
I. Get Laser-Focused, Make It Clear & Compelling
What?Why?
! ! !MASTER THE SALES TEAM MEETING!
Purpose: Team Goal Review and Alignment!
Nobody improves just by calling out a number. Within the environment of the sales team, conversation is the currency of growth. !
D2
Most Companies Align by Function!
MARKETING SALES Generate inbound leads Convert leads
Ø Campaigns focused on Mary and Erin
Ø Weekly Marketing status meetings
Ø Targeting company-wide lead goals
Ø Persona-specific sales processes
Ø Weekly sales status meetings
Ø Targeting person-specific revenue goals
Deliver Leads Deliver Customers
SERVICES Make customers
successful Ø Product-specific services
process Ø Weekly services status
meetings Ø Targeting product-
specific customer success goals
HubSpot Aligns by Buyer Persona
Owner Ollie Team (1-100
employees)
Marketing Mary Team (100-2,000 employees)
Enterprise Erin Team (2,000+ employees)
Group Sales & On-Boarding 1-to-1 Sales & On-Boarding Multi-Level Sales & On Boarding
Ollie Marketing
Ollie Sales
Ollie Services
Mary Marketing
Mary Sales
Mary Services
Erin Marketing
Erin Sales
Erin Services
HOLD SALES TEAM ACCOUNTABLE FOR EFFECTIVE COACHING!
Mor
ning
A
ftern
oon
1st Day of Month 2nd Day of Month
VP Meets with Director Ø Review Skill/Development
Plans for each sales person
Director Meets with Manager Ø Review Skill/Development
Plans for each sales person
Manager Meets with Sales Person Ø Discuss qualitative performance Ø Review individual metrics Ø Co-Create Skill/Development Plan
Sales Person / Manager Independent Reviews Ø Think through qualitative
performance Ø Review individual metrics Ø Think about Skill/
Development Plan
Diagnose the Skill Issue: Start at the Top!
* Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color Represents a
Different Sales Rep
Diagnose: “Peal Back the Onion” on Metrics for More Insight!
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
* Data has been altered from actual HubSpot data for the purposes of this presentation
Co-Creating the Skill/Development Plan!
ONE-ON-ONE AGENDA
Ø Self assess qualitative performance
Ø Self assess quantitative performance
Ø Agree on a skill to work on – prefer one
Ø Co-create a development plan
Ø Schedule the plan