Motivating and Retaining Your Sales Team

  • View
    736

  • Download
    3

Embed Size (px)

DESCRIPTION

A presentation I delivered at the CRN Channel Conference on 13th October, 2011 on how to motivate and retain your Sales Team when selling Cloud IT Services.

Transcript

  • 1. Motivating and Retaining Your Sales Team Richard Tubb IT Business Consultant

2. What is Cloud Computing?Infrastructure as a ServiceCloud Provider (IaaS/HaaS)Examples:Platform as a Service (PaaS)Software as a Service (SaaS)2 3. What do Customers think of Cloud? 4. So what does this mean to youas a Solution Provider? If its 1 percent of$3.8 trillion, its alot. If itsCloud isnt 5, 10, 15, 25 percent depending onwhat market you are talking about its very significant.So just dont ignoregoing away! cloud like its nothappening to yousince you are nothearing it today. Trust me its notzero. Tiffani Bova, Gartner January 2011 5. The new normalSelling Cloud isdifferent 6. Cloud buyers can look differentLINE OF BUSINESS MANAGERSWEB CENTRIC BUYERS NEW CUSTOMERS SAVVY IT LEADERS 7. Account Management 8. Sales Compensation 9. Education, Education, Education Internal Sales Team New Customers Existing Clients 10. Questions? E-Mail: richard@tubblog.co.uk Twitter: @tubblog Blog: www.tubblog.co.uk LinkedIn: www.linkedin.com/in/richardtubb