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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/ralph-barsi Session Overview Today’s salespeople have it tough. Prospects rarely answer the phone, have no time for email, and consider salespeople among the last people to call back. Finally, when prospects do want to buy, they get 70% of the way on their own through references and research. Feel like giving up? Well, that’s what most salespeople do. There’s one thing that separates the winners from the rest of the pack. Motivation. In this session, Inside Sales leader, Ralph Barsi, will share how the most productive, effective salespeople battle back, step on the gas, and drive forward!
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#SalesSummit | @rbarsi
#SalesSummit | @rbarsi
HOW TO MOTIVATETHE HELL
OUT OF YOUR TEAM
RALPH BARSISenior Director, Sales DevelopmentACHIEVERS
#salessummit | @rbarsi
#SalesSummit | @rbarsi
ACHIEVERS’ GROWING SALES DEVELOPMENT TEAM*
#salessummit | @rbarsi *Chock-full of potential, happy, motivated, successful.
#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
#salessummit | @rbarsi
#SalesSummit | @rbarsi#salessummit | @rbarsi
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 appointment
Sources: US Department of Labor, Gallup, LeapJob, Ovation Sales Group
#SalesSummit | @rbarsi#salessummit | @rbarsi
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 efforts
Sources: Adam Grant, Tony Robbins, Dan Ariely
#SalesSummit | @rbarsi#salessummit | @rbarsi
TO GIVE ANYTHING LESS THAN YOUR BEST IS TO SACRIFICE THE GIFT Steve Prefontaine
RAISE YOUR STANDARDS
Lead by example. Serve. Commit to success
#SalesSummit | @rbarsi
THINK OUTCOME FIRST, PROCESS SECOND
HIT THE GOAL*INBOUND OUTBOUND
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
#salessummit | @rbarsi *Never lower it. Instead, modify and maximize the approach.
#SalesSummit | @rbarsi
KNOW THE PURPOSE (YOURS AND THE
TEAM’S)
#salessummit | @rbarsi The Barsi Family
#SalesSummit | @rbarsi
TAKE RIDICULOUS ACTION
VISUALIZATION
You’ve already hit the goal
A film crew is documenting your story
Conduct “Blue Angels” meditations
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
#salessummit | @rbarsi
#SalesSummit | @rbarsi
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
