Easier, Faster, Better. Effective Sales Enablement for Maximum Results
•Descargar como PPTX, PDF•
1 recomendación•4,896 vistas
The document summarizes a sales enablement webinar discussing how to better support sales teams. It introduces the speakers and provides an agenda that includes a sales health check, aligning CRMs to sales processes, and five tips to be more effective. A polling question asks participants to rate their organization's seller enablement approach. The document then discusses aligning CRM deal stages to buying cycles, facilitating alignment through dashboards and data visibility, and making resources easy to find. Five tips are provided, such as asking good questions, understanding the sales perspective, prioritizing work that helps sales, and simplifying processes. The summary recaps what was covered and invites participants to future webinars on related topics.
Recomendados
Recomendados
Más contenido relacionado
La actualidad más candente
La actualidad más candente (20)
Destacado
Destacado (18)
Similar a Easier, Faster, Better. Effective Sales Enablement for Maximum Results
Similar a Easier, Faster, Better. Effective Sales Enablement for Maximum Results (20)
Más de Veelo
Más de Veelo (11)
Último
Último (20)
Easier, Faster, Better. Effective Sales Enablement for Maximum Results
- 1. Easier, Faster, Better. Effective Sales Enablement for Maximum Results Easier, Faster, Better. Effective Sales Enablement for Maximum Results All Rights Reserved. © MobilePaks 2013.
- 2. Welcome/Agenda •Enablement of your Sellers: Quick Health Check •The importance of aligning your CRM to sales process •5 tips to be more effective today All Rights Reserved. © MobilePaks 2013.
- 3. Speakers Patrick Dugan Director of Sales Operations, Northwest Evaluation Association Sarah Altman v Principal, Sales Ready Group Consultant to NWEA Moderator: Chanin Ballance CEO, MobilePaks All Rights Reserved. © MobilePaks 2013.
- 4. • Not-for-profit educational services organization • Headquartered in Portland, OR • ~600 Full-time employees • National sales team of 70+ people including Regional Managers & Directors All Rights Reserved. © MobilePaks 2013.
- 5. Enablement of your Sellers Quick 6 Question Health Check
- 6. Health Check: Question 1 1. Do you have one or more former sales people on your sales enablement team (or are you one)? All Rights Reserved. © MobilePaks 2013.
- 7. SH QUESTION 2 2. 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?
- 8. SH QUESTIONS 3 & 4 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?
- 9. QUESTIONS 5 & 6 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. All Rights Reserved. © MobilePaks 2013.
- 10. Polling Question Seller enablement: Health check review How does your organization measure? 0-6 7-12 13-18 19-24 25-30 Just Getting Started Building the Foundation: Getting to repeatable Finding Your Groove: People, process and technology Delivering Great Value: Clear metrics for success SE Rock Stars: Advanced and optimized All Rights Reserved. © MobilePaks 2013.
- 11. Making it Easier The importance of aligning your CRM to your sales process
- 12. Align CRM deal stages to your buying cycle • Tangible steps • Align stages to training, CRM, collateral support, etc. • Keep it simple All Rights Reserved. © MobilePaks 2013.
- 13. NWEA Sales Process & Pipeline Leads > Opportunities > Partners > More Kids Strategic Selling Salesforce Above the Funnel Above the Funnel In The Funnel In the Funnel 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% Real probability of an order and actively working with District to make a purchasing decision Order pending within a defined # of days Partner has confirmed decision to purchase from NWEA In Implementation phase Definition One-Way: District has contacted us One-Way: Pro-actively targeted District, e.g. top 10 on your list OR Inbound from Marketing/“marketing qualified” or Web/ conference name with potential interest 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 39 months Qualifying District as an opportunity Able to estimate # kids, $ revenue 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 Qualified Opportunity with clear single sales objective and target # of kids, and revenue Confirmed budget & funding source Confirmed timeline & decision process Solution is defined and has been discussed and key decision makers like it Prospect is in “Growth or Trouble” mode and has positive rating for our potential solution 1. Able to see clear strategic fit, mode of Trouble or Growth 1. All decision makers/influencers identified 2. Confirmed decision deadline, testing cycle 2. Requirements/ criteria for decision clear Best Few Best Few Have verbal agreement to solution and cost. Final verbal and written commitment Working on written agreement Implementation plans in place and agreed 1.Decision makers confirm they want to purchase the specific proposed solution from NWEA at specific price - verbal commitment 1. Signed MSA and PO Specific proposal requested/written meeting all detailed requirements 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 All Rights Reserved. © MobilePaks 2013. In The Funnel 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 2. Agreeing final price and legal 3. NWEA is ONLY vendor being considered as finalist 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
- 14. 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 All Rights Reserved. © MobilePaks 2013.
- 15. Make resources easy to find All Rights Reserved. © MobilePaks 2013.
- 16. 5 Tips You Can Use Today, Including What Sales Reps Want and Need
- 17. 1. Ask Good Questions and Listen 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. All Rights Reserved. © MobilePaks 2013.
- 18. 2. Walk in Their Shoes The best Sales Enablement professionals and leaders understand selling. •If you don’t, take a rep for lunch and ask. •Read books – Spin Selling, Selling to Vito, Hope is Not A Strategy
- 19. 3. Make Your Content Easy to Find & Use All Rights Reserved. © MobilePaks 2013.
- 20. 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.) All Rights Reserved. © MobilePaks 2013.
- 21. 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? All Rights Reserved. © MobilePaks 2013.
- 22. Summary/Q&A • What we covered today • Questions from our audience? All Rights Reserved. © MobilePaks 2013.
- 23. 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 info@mobilepaks.com All Rights Reserved. © MobilePaks 2013.
Notas del editor
- Intros and lead in to health check
- CB:Note upfront Sales Enablement a broad topic. Covers many aspects and often not common definition. For purposes of this webinar we are going to focus on enabling the “seller’s specifically” and what you can do that translates to better support, faster on-boarding and ultimately what we all want, shorter sales cycles and more revenue.
- CB: Moderator introduces by name, each speaker gives 1 minute background highlightAs the Director of Sales Operations, Patrick oversees operations and enablement for all sales teams. Patrick is building this new functionality for the organization, developing support and processes for CRM alignment and optimization, dashboard and reporting capabilities, forecasting, field and event enablement as well as lead management/generation. Patrick has served in a variety of sales roles including Regional Sales Manager, field sales and account management. Sarah Altman is passionate about creating environments where sales teams thrive and exceed expectations because they have superior knowledge, skills and support, and are empowered and motivated. After years over fourteen years of selling and sales leadership positions for companies such as Oracle, EMC, WebTrends and Vesta, she launched her consulting company, Sales Ready Group, five years ago to combine her passion for sales, coaching and mentoring. As a consultant, she finds that her sweet spot is helping organizations understand how to prioritize their limited time and resources to maximize their sales teams’ performance and happiness factor.
- CB:In this short format we are going to go through each of the points, but draw consistently on real examples from your experiences at NWEA. Patrick, we have an audience of marketing directors, sales operations, sales effectiveness managers, but many of them do not know about NWEA. Can you give us the highlights. Patrick gives overviewCB: When did NWEA centralize it’s process?
- CB:Orgs get very noisy, take a few moments to identify where you are and how you are doing and prioritize
- CB: Sarah, we are staring out with your personal health check. 6 Quick question to rate yourself are you doing enough for your sellers. Please walk us through how this works and this first question here. Sarah to explain why this is important and evaluation Description of scoring so audience can evaluate themselves as we go: Scale 1-51 – haven’t quite built up5– you’re best in class
- Teams that provide access to expertise, resources and support for all of the systems and toolsC: How does NWEA doe this?P: Formalizing relationships; Help teams understand what a sales enablement relationship looks like; based on buying cycles; what the buyer needs in the sales cycle
- Q3: What material doesn’t fit, what has been created? What hasn’t worked?Traditional SharePoint and CRM but new technologies coming into play here. MobilePaks make it accessible but track what they are using. Sarah: Ask a few reps what materials they used for their past 3 sales calls. Where was it located, was it effective, was it easy to find?Q4: We’ll show a few examples in the next section on CRM, so we’ll hold questions for then. I imagine the advance organization will have defined metrics across sales, marketing and ops, mid-level would be consistent dashboards for the team and a beginner would be random, inconsistent and unused? We’ll get to see a few examples in the next section…
- C: Describe to us what a good onboarding and training process looks like. What are reps expecting today?S: Lots of orgs have nothing to support reps, used to be formalize Lunch and Learns and webinars; having it regular and it short doses. How do I most effectively get sales over learning curve. Is it the right stuff?Those of you getting 5s must look like….example of low endExample from Patrick – trying to mature; done live – recorded an stored for access later; focus on critical knowledge to address questions they are getting around drivers, funding and fit; how do you work with other teams to make it happen, how to store?Q6: how it could have been better?Question 6 continued:Extra credit? Is it saved for easy replay, located in an easy to find location? Searchable?
- Pull stats on best practices to incorporate – Sirius, ForresterSarah to develop some ranges and discussJust some helpful tipsGive examplesGo ask your sales reps how you’re doing and how you can be better?
- Section Break - Moderator transition points:
- Sarah Include example from NWEATangible steps for repsHate the word process, has nothing to do with selling, publish and followWant to get the most out of CRM Ok, so I broke my own rule. I used the word process. But really, if you don’t have a published sales process with questions and sales activities to align to each stage of the selling cycle – get one. Train to it, support it, have it. It doesn’t need to be complex, but it’s the blueprint that you have as a team.
- CB ask PatrickPatrick to discuss different dashboards and how they use themHere are a few of the dashboards our RM’s access routinely. We’ve recently modified some of these and standardized them which has been quite a shift – all sales leaders are now looking at very similar data (and aligned to the way our Sales Exec views these data, too). The result is better adoption and alignment. We are looking into better forecasting and pipeline tools in SFDC, as well.Bullet list of dashboards that are most importantFrom 30 per team to just a handful; simplifies training up and training down; Started to shift to Productivity metrics – not just what you are selling, but how you are selling;Standardized pipeline example from Patrick – frontline manager coaching the reps (velocity & volume); Tailored content for each stage of the pipeline.Have sales rep and sales management dashboards and reports that are consistent across territories and regions, that include the top 3 metrics that drive successful sales behaviors, have a pipeline report that everyone uses so you have a common language and way to talk about deals and proactive work that is driving sales. You’ll get more bang to your buck from your CRM with this consistency and it will save time and energy focusing on the billion different ways you can display things to getting to the point – what are you going to do next with whom to move business forward. I’ve experienced way too frequently the transitory nature of a ‘new and awesome’ idea from a sales manager where they measure a new thing and get it into the CRM solution. It’s used for about a month or two, forgotten about, and then there is legacy fields in CRM that aren’t updated, used and get in the way. Don’t do this.
- Keep the alignment and helps reps be more effective. Ties back into dashboard – sales cycle length and other Example of MobilePaks in salesforce
- Section Break
- Sales reps know what they need and what isn’t working, they just don’t believe anyone cares. Ask them – but ask them good questionsBe of service. Be an advocate. The reps are your customer.One on One trumps groupsFace it – the personality that made these guys a rep or a sales leader in the first place – is one where a few core genes are missing.Like the one to pay attention to detailOr the one to be patient and find the ‘training’ email or instruction They want individualized training and support, when they need it. I call it just in time Sales Enablement. You can’t do this just with people – leverage technology, systems, other teams’, etc. Except when… they complain about using their CRM. Remember – it’s NOT that hard! And, finally, you can’t please everyone – and that’s not the goal.
- First bullet point continued: … They understand the work, the stresses and know what is being asked of the sales team and sales leaders. They know how to process an order, create a quote, find a MSA, create a lead.If they ask you for something, ask why
- Chanin can speak to thisPatrick to speak about Tying to buying to sales cycle, manage, share and grade/rate the content, see how folks are using it
- It’s an evolutionStory: make small continuous improvements. Know how the sales team works and challenges and make frequent small effective changesDon’t try and solve all problems with all projects. Sales Enablement is about less friction, making decisions everyday around 2 questionsTake time to look at your Opportunity page in your CRM system and evaluate if you are asking them to fill out something no one uses – then get rid of it.
- It’s an evolutionStory: make small continuous improvements. Know how the sales team works and challenges and make frequent small effective changesDon’t try and solve all problems with all projects. Sales Enablement is about less friction, making decisions everyday around 2 questionsTake time to look at your Opportunity page in your CRM system and evaluate if you are asking them to fill out something no one uses – then get rid of it.
- You don’t have to do it all at once Enabling your sellers: A quick health check with how you are doing Covered the basics of aligning your CRM to sales process -- and making it easier for the sellers and managers to get what they need 5 tips to be more effective today
- Tip sheet as a take away – easier, better, faster.