Easier, Faster, Better. Effective Sales Enablement for Maximum Results

Easier, Faster, Better. Effective Sales Enablement for Maximum Results

All Rights Reserved. © MobilePaks 2013.

Easier, Faster, Better. Effective Sales Enablement for Maximum Results


•Enablement of your Sellers: Quick Health Check

•The importance of aligning your CRM to sales process

•5 tips to be more effective today

Welcome/Agenda


v

Speakers

Moderator: Chanin Ballance CEO, MobilePaks

Patrick DuganDirector of Sales Operations, Northwest Evaluation Association

Sarah AltmanPrincipal, Sales Ready GroupConsultant to NWEA


• Not-for-profit educational services organization

• Headquartered in Portland, OR

• ~600 Full-time employees

• National sales team of 70+ people including Regional Managers & Directors

Enablement of your SellersQuick 6 Question Health Check


Health Check: Question 1

1. Do you have one or more former sales people on your sales enablement team (or are you one)?

SH

QUESTION 22. Rate the strength of the cross functional

relationships in your organization? (e.g. sales and marketing alignment)

• Do they understand the sales relationships?

• Do they understand the buying cycle of your customers?

SH

3. Do your reps have the right sales materials at the right time?

4. Have you provided your sales reps and sales managers their own business dashboard?

QUESTIONS 3 & 4


5. How strong is your training program for the sales team?

6. How consistent is your sales on-boarding process? Think back to the last 3 reps who joined your organization.

QUESTIONS 5 & 6


Seller enablement: Health check reviewHow does your organization measure?

Polling Question

0-6 Just Getting Started 7-12 Building the Foundation: Getting to repeatable13-18 Finding Your Groove: People, process and technology19-24 Delivering Great Value: Clear metrics for success25-30 SE Rock Stars: Advanced and optimized

Making it EasierThe importance of aligning your CRM to

your sales process


• Tangible steps• Align stages to

training, CRM, collateral support, etc.

• Keep it simple

Align CRM deal stages to your buying cycle


Strategic Selling

Above the Funnel Above the Funnel In The Funnel In the Funnel In The Funnel

Best Few Best Few

Salesforce Lead / Contact Target Opportunity Opportunity Opportunity Opportunity Partner Partner

Sales Stage 1. Lead 1. Target 2. Prospect 3. Discovery 4. Solutions 5.Proposal 6. Decision Closed / Won

Probability 0%

0% 10%First Stage

25% 50% 75% 100% 100%

Definition One-Way: District has contacted us OR Inbound from Marketing/“marketing qualified” or Web/ conference name with potential interest

One-Way: Pro-actively targeted District, e.g. top 10 on your list Note: Use this category if Account is already in Salesforce. If not, enter as a Lead

In conversation:A Lead or Target an NWEA PRR has had a promising conversation with

District WILL buy something in the next 3- 9 months

Qualifying District as an opportunity

Able to estimate # kids, $ revenue

Qualified Opportunity with clear single sales objective and target # of kids, and revenue

Confirmed budget & funding source

Confirmed timeline & decision process

Prospect is in “Growth or Trouble” mode and has positive rating for our potential solution

Real probability of an order and actively working with District to make a purchasing decision Solution is defined and has been discussed and key decision makers like it

Specific proposal requested/written meeting all detailed requirements

Order pending within a defined # of days

Have verbal agreement to solution and cost.

Working on written agreement

Partner has confirmed decision to purchase from NWEA

Final verbal and written commitment

Implementation plans in place and agreed

In Implementation phase

CRITERIA: Checklist for each Sales Stage

1. Name or a lead identified 2. District appears worth talking to/looks like a potential fit

1. Potential fit for NWEA 2. Contact information for key decision makers identified 3. Researched District’s size, current vendor & trends - see that they are likely to be in “Growth or Trouble” mode

1. Engaged in phone or in-person conversation with a decision maker 2. District is looking to purchase assessment and/or PD. They expressed interest 3. Able to estimate the # kids, $ revenue

1. Able to see clear strategic fit, mode of Trouble or Growth

2. Confirmed decision deadline, testing cycle

3. Confirmed budget & funding source

4. Confirmed # kids and $ revenue opportunity, and PD needs

5. Have shown demo (s), identified likes, concerns, gaps

6. Cost is understood

1. All decision makers/influencers identified

2. Requirements/criteria for decision clear

3. Key buyer mode and rating positive

4. Concerns, reasons NOT to choose NWEA are clear and being addressed

5. Strong Ideal Partner criteria fit

1.Decision makers confirm they want to purchase the specific proposed solution from NWEA at specific price - verbal commitment

2. Agreeing final price and legal

3. NWEA is ONLY vendor being considered as finalist

1. Signed MSA and PO 2. Implementation plan, milestones, accountability clear and agreed 3. The follow up, contact, cross-sell plan is clear with accountable people, known by the team

1. Business Ops marks Opportunity Closed Won & Why 2. Implementation team contacts Partner

3. PRR thanks partner for the business and understands what a successful partnership looks like

NWEA Sales Process & Pipeline Leads > Opportunities > Partners > More Kids


Facilitate alignment with joint KPIs and visibility

Standardizing dashboards so all sales leaders see very similar data

Align the presentation of data with their KPIs for better adoption and organizational alignment


Make resources easy to find

5 Tips You Can Use Today, Including What Sales Reps Want and Need


Examples:• What is one improvement to

your CRM that would help you the most?

• What’s the one thing you spend a lot of time on that feels like a waste of time?

Get a feedback loop. Make priorities and answers visible.

1. Ask Good Questions and Listen

2. Walk in Their Shoes

•If you don’t, take a rep for lunch and ask. •Read books – Spin Selling, Selling to Vito, Hope is Not A Strategy

The best Sales Enablement professionals and leaders understand selling.


3. Make Your Content Easy to Find & Use


4. Little Big Bang Theory

• Create a file, folder or Pak of sales reps favorite presentations and share with team

• Delete 100 old custom reports that haven’t been used in over 3 months

• Ask a rep if there is a useful report their whole team can use

• Schedule a new product training and commit to sharing it live and on demand via any device

• Sit with a rep and review the order process and identify 3 ways to make it simpler and fix it (leverage technology, support team, etc.)


5. Prioritize your work by asking this one question:

Does the work I’m doing make life easier, faster or better for the sales team?


Summary/Q&A

• What we covered today

• Questions from our audience?


Thank you for attending. A copy of the presentation will be sent out shortly.

Join us for our next webinar: • 10/16 The Power of Sales-Marketing Alignment – To enable

sales and improve business performance • 10/24 Sales training doesn't have to suck. Make it relevant

and engaging• 11/6 Sales Enablement – Evolving from random acts to a

holistic system

For more information, contact us at [email protected]

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Easier, Faster, Better. Effective Sales Enablement for Maximum Results