Jason Jordan - 3 Things Sales Leaders Desperately Need
•
2 recomendaciones•1,209 vistas
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.
Recomendados
Recomendados
Más contenido relacionado
La actualidad más candente
La actualidad más candente (20)
Destacado
Destacado (19)
Similar a Jason Jordan - 3 Things Sales Leaders Desperately Need
Similar a Jason Jordan - 3 Things Sales Leaders Desperately Need (20)
Más de INBOUND
Más de INBOUND (12)
Último
Último (20)
Jason Jordan - 3 Things Sales Leaders Desperately Need
- 1. #INBOUND16#INBOUND16 3 THINGS SALES LEADERS DESPERATELY NEED… BUT DON’T GET JASON JORDAN Vantage Point
- 2. #INBOUND16 Reasonable Expectations 1. Accurate Sales Forecasts 2. Healthy Pipeline of Opportunities 3. Coaching of Sales Reps Sales Leader
- 3. #INBOUND16 A Sales Leader’s Reality Sales Manager Salespeople Sales Leader Gateway to the World
- 4. #INBOUND16 A Sales Manager’s Reality Sales Manager Hug A Sales Manager
- 5. #INBOUND16 Google Images: Hug a Sales Manager
- 6. #INBOUND16 The Path to These… 1. Accurate Forecasts 2. Healthy Pipelines 3. Sales Coaching Sales Managers Goes through These
- 7. #INBOUND16 Enter Vantage Point Sales Management Training Advancement through Research
- 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
- 10. #INBOUND16 Now… What to Do? 1. Accurate Sales Forecasts 2. Healthy Pipeline of Opportunities 3. Coaching of Sales Reps
- 12. #INBOUND16
- 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. #INBOUND16 More Heat Than Light Frequency of One-on-One Forecasting Meetings Source: Vantage Point / Sales Management Association Survey
- 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. #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. #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. #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. #INBOUND16 Keys to Better Forecasting 1. Enable with Technology 2. Train Your Managers 3. Hold Folks Accountable 4. Define What It Is
- 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. #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. #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. #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
- 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. #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. #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. #INBOUND16 Again, the Sales Managers 4.7 5.1 Untrained Trained +9% Relative Revenue Growth Source: Vantage Point / Sales Management Association Survey
- 31. #INBOUND16 Things Managers Need to Know WIN! RIGHT CONTENTS
- 32. #INBOUND16 Keys to Productive Pipeline Management 1. Define a Good Process 2. Commit the Time (Coach) 3. Train Your Managers$ $ $ $$$ $ $ $$ $ $$ $$$$ $ $ $ $$ $
- 34. #INBOUND16
- 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. #INBOUND16 Sales Managers Perception… Hours per Month Sales Managers <3 7% 3-5 55% >5 38% Vantage Point Client Study
- 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
- 39. #INBOUND16 One Issue: Definition I’m coaching you right now This doesn’t feel like coaching Trust me, this is coaching
- 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. #INBOUND16 The Killer: A Reactive Life Sellers CSO Customers Marketing IT Life
- 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. #INBOUND16 Task 2: Define the Coaching Conversation
- 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. #INBOUND16 The Impact of Deliberate Coaching 91% Coached56% ZERO Coaching 51% Close Rate25% Close Rate Vantage Point Client Study
- 46. #INBOUND16 Evolution of Sales Coaching 1. Clearly Define It 2. Focus on Sales Activities 3. Establish a Rhythm
- 48. #INBOUND16 If Sales Leaders Want These… 1. Accurate Forecasts 2. Healthy Pipelines 3. Sales Coaching Leverage These
- 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