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Jason Jordan - 3 Things Sales Leaders Desperately Need

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Accurate sales forecasts. Healthy sales pipelines. Impactful sales coaching. These are 3 expectations of every sales leader that CRM was created to enable. So why do we still suffer anemic pipelines, erratic forecasts, and feeble coaching? Join best-selling author Jason Jordan as he reveals specific best practices that are proven to turn CRM into the high-leverage investment it should be.

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Jason Jordan - 3 Things Sales Leaders Desperately Need

  1. 1. #INBOUND16#INBOUND16 3 THINGS SALES LEADERS DESPERATELY NEED… BUT DON’T GET JASON JORDAN Vantage Point
  2. 2. #INBOUND16 Reasonable Expectations 1. Accurate Sales Forecasts 2. Healthy Pipeline of Opportunities 3. Coaching of Sales Reps Sales Leader
  3. 3. #INBOUND16 A Sales Leader’s Reality Sales Manager Salespeople Sales Leader Gateway to the World
  4. 4. #INBOUND16 A Sales Manager’s Reality Sales Manager Hug A Sales Manager
  5. 5. #INBOUND16 Google Images: Hug a Sales Manager
  6. 6. #INBOUND16 The Path to These… 1. Accurate Forecasts 2. Healthy Pipelines 3. Sales Coaching Sales Managers Goes through These
  7. 7. #INBOUND16 Enter Vantage Point Sales Management Training Advancement through Research
  8. 8. #INBOUND16 First, 4 Things about Vantage Point World-Class Training “The best, most successful training ever launched to our sales force" Enter Vantage Point Demonstrated ROI 30% Revenue 20% Reps at Quota 15% Pipeline 20% Win Rate
  9. 9. #INBOUND16 Fans
  10. 10. #INBOUND16 Now… What to Do? 1. Accurate Sales Forecasts 2. Healthy Pipeline of Opportunities 3. Coaching of Sales Reps
  11. 11. #INBOUND16 SALES FORECASTING
  12. 12. #INBOUND16
  13. 13. #INBOUND16 • Historical data → Anecdotal inputs • One reality → Several ‘forecasts’ • Real time data in CRM → Periodic scrubbing • Nearly all do it → Nearly none trust it • Consumes A LOT of time → Doesn’t improve sales Defying Common Sense
  14. 14. #INBOUND16 More Heat Than Light Frequency of One-on-One Forecasting Meetings Source: Vantage Point / Sales Management Association Survey
  15. 15. #INBOUND16 What To Do?
  16. 16. #INBOUND16 Best Practice Softball… Enable It with Technology +30% Forecast Accuracy 3.2 4.2 Not Technology Enabled Technology Enabled Avg Source: Vantage Point / Sales Management Association Survey
  17. 17. #INBOUND16 Avg Train Your Front-Line Managers to Forecast +27% 3.3 4.2 Managers Untrained Managers Trained Forecast Accuracy Source: Vantage Point / Sales Management Association Survey
  18. 18. #INBOUND16 Define It for Them 3.5 4.3 Conversational Language Clearly Defined Terms Avg +23% Forecast Accuracy Source: Vantage Point / Sales Management Association Survey
  19. 19. #INBOUND16 Avg Make It Real 3.2 4.0 Not Held Accountable Held Accountable +26% Forecast Accuracy Source: Vantage Point / Sales Management Association Survey
  20. 20. #INBOUND16 Keys to Better Forecasting 1. Enable with Technology 2. Train Your Managers 3. Hold Folks Accountable 4. Define What It Is
  21. 21. #INBOUND16 PIPELINE MANAGEMENT
  22. 22. #INBOUND16 5% 51% 16% 17% 11% Several Times per Week Weekly Several Times per Month Monthly Less than Monthly Sales Pipelines are a Big Deal Expected Frequency of Pipeline Meetings 72 % Source: Vantage Point / Sales Management Association Survey
  23. 23. #INBOUND16 And They Consume A LOT of Time 36% 54% 10% 30 Minutes or Less 45-60 Minutes 90 Minutes or More Duration of Each Pipeline Meeting Average = 53 minutes Source: Vantage Point / Sales Management Association Survey
  24. 24. #INBOUND16 Pipelines Produce Heat and Light +15% 4.6 5.3 Ineffectively Manage Effectively Manage Relative Revenue Growth Source: Vantage Point / Sales Management Association Survey
  25. 25. #INBOUND16 Effective 44% Neutral 13% Ineffective 43% So We Must Be Good at It, Right? Effectiveness at Managing the Pipeline Source: Vantage Point / Sales Management Association Survey
  26. 26. #INBOUND16 What To Do?
  27. 27. #INBOUND16 Have a Great Sales Process 4.3 5.1 Informal Formal +18% Relative Revenue Growth Source: Vantage Point / Sales Management Association Survey
  28. 28. #INBOUND16 A Sales Process Must Mirror the Buying Process = Identify Needs Establish Criteria Assess Solutions Mitigate Risks Influence Criteria Prospect Qualify Opportunity Influence Criteria Position Offering Build Confidence
  29. 29. #INBOUND16 Give It the Effort It Deserves +11% 4.8 5.3 < 3 hours per month 3+ hours per month Relative Revenue Growth Source: Vantage Point / Sales Management Association Survey
  30. 30. #INBOUND16 Again, the Sales Managers 4.7 5.1 Untrained Trained +9% Relative Revenue Growth Source: Vantage Point / Sales Management Association Survey
  31. 31. #INBOUND16 Things Managers Need to Know WIN! RIGHT CONTENTS
  32. 32. #INBOUND16 Keys to Productive Pipeline Management 1. Define a Good Process 2. Commit the Time (Coach) 3. Train Your Managers$ $ $ $$$ $ $ $$ $ $$ $$$$ $ $ $ $$ $
  33. 33. #INBOUND16 SALES COACHING
  34. 34. #INBOUND16
  35. 35. #INBOUND16 “A” for Effort… 124 sales managers 401 completed (avg 3.2 each) 5 coaching courses ~ 5,000 hours Vantage Point Client Study
  36. 36. #INBOUND16 Sales Managers Perception… Hours per Month Sales Managers <3 7% 3-5 55% >5 38% Vantage Point Client Study
  37. 37. #INBOUND16 Sales Rep Reality Hours per Month Sales Managers <3 7% 3-5 55% >5 38% Sales Reps 56% + 49% 32% - 23% 12% - 26% Vantage Point Client Study
  38. 38. #INBOUND16 What’s Going On?
  39. 39. #INBOUND16 One Issue: Definition I’m coaching you right now This doesn’t feel like coaching Trust me, this is coaching
  40. 40. #INBOUND16 Another Issue: The Models G oal R eality O ptions Way Forward G oal A ssessment I deas N ext Steps S upport
  41. 41. #INBOUND16 The Killer: A Reactive Life Sellers CSO Customers Marketing IT Life
  42. 42. #INBOUND16 Task 1: Identify the Coachable Activities Salesperson and manager activities that can be proactively managed Objectives that require ‘consent’ but can be influenced Organizational outcomes that can not be ‘managed’ whatsoever
  43. 43. #INBOUND16 Task 2: Define the Coaching Conversation
  44. 44. #INBOUND16 Task 3: Establish a Coaching Rhythm Su M Tu W Th F Sa Early-Stage Opportunity Review Late-Stage Pipeline Review Early-Stage Opportunity Review Late-Stage Pipeline Review
  45. 45. #INBOUND16 The Impact of Deliberate Coaching 91% Coached56% ZERO Coaching 51% Close Rate25% Close Rate Vantage Point Client Study
  46. 46. #INBOUND16 Evolution of Sales Coaching 1. Clearly Define It 2. Focus on Sales Activities 3. Establish a Rhythm
  47. 47. #INBOUND16 IN REVIEW
  48. 48. #INBOUND16 If Sales Leaders Want These… 1. Accurate Forecasts 2. Healthy Pipelines 3. Sales Coaching Leverage These
  49. 49. #INBOUND16 Summary of Findings 1. Define Your Processes 2. Set CLEAR Accountabilities 3. Deploy Technology as an Enabler 4. Train Your Managers to Do Their Jobs
  50. 50. #INBOUND16 VantagePointPerformance.com/INBOUND MY PRESENTATION! e-BOOKS!

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