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TRANSCRIPT
Seasons of GrowthHow to Prepare and Position Your Company for Success
John Kaplan | October 26, 2018
Confidential | ©2003-2018 Force Management | 2
Key Topics • Growth Challenges
• Sales Effectiveness and Growth Stages
• Leadership Best Practices for Growth
Seasons of Growth
HUNTERS ZOOLOGISTS
Knows the Target Knows the Map
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Common Growth Challenges
Inside Sales to Field
Direct to Channel
Delivery to Cloud
Landing and Can’t Expand
Perpetual to Subscription
Growth Decision
Points
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The Force Management Point-of-View
Customer Engagement
Sales
Message
Articulating Value& Differentiation
Sales
ProcessQualifying, Advancing, and
Closing Opportunities
Management Operating Rhythm
Sales
Planning
Maximizing Revenue inTerritories & Accounts
Sales
TalentSelecting, On-Boarding, and
Retaining Top Performers
The Company &Sales Leadership
Inside Sales &Support Teams
Field Sales &Support Teams
Channel &Distribution Teams
The Buyers
Right Message
Standardize Sales Process and Talent
Scale and Drive the Business
Startup
Foundation
Expansion
Translate Vision to the Sales Conversation
Right People Doing the Right Things
Right Priorities
Sales Growth Stages
Leading Through Growth
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Manage the Tension
Deals vs. Process
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Extreme Ownership
You Have to Do the WorkMake the Why a Priority
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Assess Your Sales Organization
Sales Messaging Sales and Management Planning
• Does your sales process align to your customer buying stages?
• Do your sales teams understand the qualified activity needed by sales stage and by role?
• Are there customer verifiable outcomes defined for each sales stage?
• Is there company-wide clarity on the qualification criteria?
Sales Process
• Is there clarity on how to build pipeline and what an ideal customer is?
• What % of your reps are hitting quarterly and annual quotas?
• How efficiently are key accounts covered? (user and non-user)
• How accurately are you forecasting our business?
• What problems do you solve?
• How do you solve those problems?
• How do you do it differently or better than the competition?
• Where have you done it before?
Sales Talent• Is there clarity on what success looks like in each role?
• Why have you hired the wrong people in the past?
• Why do you lose key talent?
• Why would someone want to work in your company?
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What You Do
MATTERS
Leading Through Growth: Lessons from the Experts
Alison ElworthyVP of Customer Success
HubSpot
Brian AhernChairman and CEO
Threat Stack
Kara GilbertChief People Officer
Turbonomic
Mike McGuinnessEVP of Sales
Veracode