double your sales teams productivity
TRANSCRIPT
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A Sales Story
@seanburkeh
seanhburke
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Jane
Tom
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Poll #1 What % of your sales
organization hits quota each month?
0 - 24%25 - 49%50 - 74%
75% or higherDon't know / Don't track
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Sales Productivity Rating Model
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I need a week...
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Marketing Input
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Late Nights...
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Poll #2
Within your organization, what is the average amount of hours
reps actually spend selling, on a weekly basis (40 hr. work week)?
Less than 1011 - 1516 - 20 21 - 2525 - 30
31+
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How the Sales Team Spends Its Time
5 hours/week in CRM3 hours/week in Internal Meetings4 hours/week Supporting Clients5 hours/week Researching Clients4 replying to Non-Sales Related Emails= 21 hours Non-Selling | 19 hours
Sales Time
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Ranges
Ineffective15% CR
Closed Lost92 Days
Deal Size$1,500
Effective45%CR
Closed Won34 Days
Deal Size$50,000
56% of all deals are lost at the demo phase
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You Need To:
1. Cut out all non-essential time investments for the reps
2. Create a sales process that is consistent across reps
3. Measure this all on a weekly basis to ensure that you are making progress
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Time Savings1. Researches tools to reduce manual CRM data
entry
2. Looks to limit meetings that include reps
3. Looks to limit support issues coming into sales
4. Researches prospecting tools to help reps with research and creating lead lists
5. Looks into email filtering solutions for reps
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Effectiveness & Efficiency Measures
1. Meets with sales process consultants (with goal of achieving more predictable sales outcomes)
2. Considers changes to CRM (lock in sales process)
3. Works with Marketing to create an ICP
4. Asks Marketing to interview clients (learn how they like to buy)
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How Tom recommends saving time
1. Use CRM automation tool that will lower CRM admin by 4 hours/week
2. Limit Salespeople to 1-hour sales meeting per week3. Update sales process/support structure to reduce
customer support to <30 minutes per week4. Employ prospecting tool to decreases research by
70%5. Institute email filtering solution that shows reps
only emails related to sales opportunitiesTotal potential time saved per week 15.8 hours/rep
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How Tom addresses Effectiveness & Efficiency1.Hire a sales process expert to create a
consistent sales playbook
2.Make necessary adjustments in CRM to help facilitate this process
3.Create an Ideal Client Profile (ICP) to help focus reps on the right prospects
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Effectiveness & Efficiency Impact
Estimated Effectiveness Impact:
• Close ratio normalizes to 32%
• Avg deal size normalizes to $17(k)
• Deals lost at the demo phase decrease from 56% to 20%
Efficiency impact from updated sales process:
• Closed/won stays at 34 days
• Closed/lost drops to 20 days
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Resources for you • Sales Leaders Guide to Sales Force
Productivity (includes the Sales Productivity Rating Model)
• Daily productivity checklist for sales people
• Predictable Revenue – Aaron Ross’s Book
• Salesforce Productivity Infographic
• Hubspot Sales Productivity Research
@seanburkeh
seanhburke
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Tools to Check Out Research
Charlie App LinkedIn Predictive AnalyticsInfer 6senseInsightSquaredSales Prospecting -
KiteDeskProspecting & ResearchCRM automatic syncingIdeal Client ProfilesEmail filteringSocial Selling