sales training - how do i make my number fast
Post on 21-Oct-2014
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DESCRIPTION
Learn how a custom sales training program saved a $250K investment in a new sales process and increased close rates. This presentation shares some of the details behind an adoption and reinforcement plan for a newly launched sales process. Sales management leveraged the program to drive adoption without consuming valuable selling time. A presentation by Sales Benchmark Index.TRANSCRIPT
Sales Training: Sales Process Adoption & Enforcement
How Do I Make My Number Fast?
Website Email Phone
www.salesbenchmarkindex.com [email protected] 1-888-556-7338
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The Situation• $400M Information Mgmt firm faces:– Poor sales force adoption of new $250K sales
process– Sales force experiencing training fatigue– Management has limited time to drive
adoption• Sales Leader wants:– Results oriented program to ensure sales
process takes hold– Tactical, value-add activity to drive adoption
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What Did Not Work• Telling Sales Mgmt to make it happen• Scheduling a second round of training at
considerable expense• Providing a grace period to reach full
adoption compliance
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What Did Work• Custom adoption/reinforcement
program:• Rep, Mgr and Exec specific activity• Communication plan
• Multiple modes and media used:• On-demand presentations• Scheduled calls• Recorded refresher courses• Deal strategy calls• Real examples posted on SharePoint
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Adoption/Reinforcement Plan
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Deal Strategy Calls• Small group of managers join the call• One Manager brings a live deal to discuss• Strategy is reviewed within context of new sales process• What stage?, What is the exit criteria?• Review job aids (opp assessment, compelling
event checklist, etc)• Outcomes, lessons learned• What are the next steps?
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Sales Process Job Aid Feedback
Opportunity Assessment:• Situational awareness• How can we leverage?• What is our plan?
Anti-sponsor prefers a competitor solution. A plan to neutralize is prepared during the review.
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Recorded Sessions
19 Minute SPIN Call Plan Refresher Session
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Communication Plan• Established Cadence, pre-drafted messages• SVP and Mgr participation
Sender Theme/ContentWeek 1Week 2 SVP email New Process Launch status. Encourage early adoption.Week 3 Mgr emails Managers provide Supporting Content Links to their teams; advise of weekly call focus on sales process.Week 4 SVP email Cite an example of a good Sponsor Letter and express excitement over usage metrics.Week 5 Mgr emails Update on usage metrics within the team and provide expectations.Week 6 Mgr emails Share an example of a Sponsor Letter from within the team
Week 7 SVP emailCite 30 day trend in usage metrics and share an example of Success Metrics captured for an account. Share thoughts on how Success Metrics will impact renewals, marketing, new sales, etc.
Week 8 Mgr emails Share an example of Success Metrics from within the teamWeek 9 Mgr emails Update on usage metrics within the team and compare to expectations.Week 10 SVP email Share an example of a sales person's requirements gathering experience. Cite the value this has on many levels.Week 11 Mgr emails Emphasize requirements gathering and how it applies to their specific team (i.e. give guidance)Week 12 Mgr emails Update on usage metrics within the team and compare to expectations.Week 13 SVP email Advise on upcoming Contract Lifecycle Process and the expected positive effects. Week 14 Mgr emails Emphasize evaluation matrix and how it applies to their specific team (i.e. give guidance)Week 15 SVP/Mgr emails 90 Day review of adoption, usage metrics.Week 16 Mgr emails Emphasize concerns discussion and how it applies to their specific team (i.e. give guidance)Week 17Week 18 SVP/Mgr emails Advise on feedback from the field and planned v1.1 improvements
Date
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Sales Mgr Team Calls – Sales Process
• Established Cadence• Defined Agendas
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Manager Coaching• Provide guidance based on: • Attendance on 1-on-1 calls• Salesforce.com opportunity record audits• Sales process job aid audits• Field ride-alongs
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The ResultMetric Before AfterSales Process Adoption Rate
35% 92%
New Opportunities per Month
78 132
Close Rate 47% 68%
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Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com