$$$Selling Better Together How to Ensure Scalable Revenue Growth

Selling Better Together How to Ensure Scalable Revenue Growth

Webinar slides + video will be emailed to all

Interact with us on Twitter: #SalesPerformance

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Housekeeping Notes:

#SalesPerformance

Your Presenters:

Nick SteinDirector of Marketing@Workdotcom

Mark RobergeSVP Sales and Services@HubSpot

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Agenda

• The Problem in Sales Organizations Today

• What is the Answer?

• Implementation - Coaching

- Diagnosing Issues - Development

• Additional Resources

• Q & A

What is the Problem?

People Work Differently Today

• Connected• Open & Collaborative• Real-Time

New Work Realities:

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But the Way You Manage People is 50 Years Old

Bureaucracy

Painful Reviews

Paperwork

Old Way

Fast Networks

Real-time Feedback

Social Alignment

New Way

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You Are Not Getting the Most from Your People

Misaligned

Lost Productivity

$300B

DemotivatedNot

Performing

Source: Gallup, “Employee Engagement: A Leading Indicator of Financial Performance” #SalesPerformance

And You See the Impact on Your Business

of sales reps leave because of a poor relationship with their manager70%

is the average cost of losing one core sales rep $1M

Pathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. #SalesPerformance

What is the Answer?

Onboard Reps Faster

Social goals create clear milestones and allow new reps to:

• Know the key plays in first 30-60-90 days

• Connect with experts quickly

• Celebrate first wins sooner

SocialGoals

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Grow Revenue Through Sales Alignment

Align sales teams, increase visibility and improve agility with social goals:

• Public commitment ensures accountability

• Connect individual and team sales goals to company mission

• Set meaningful personal development and professional goals

SocialGoals

CompanyMission

ACV

Leads

Pipe

Quota

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Boost Sales Performance with Coaching

Use data to diagnose skill gaps and 1:1 coaching to fill them:

• Focus reps on the right leads

• Create more opportunities

• Increase close rates

Feedback &Coaching

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Increase Sales Discipline

Drive a high-performing sales culture with regular 1:1 coaching

Feedback &Coaching

Increase pipeline predictably

Improve forecasting accuracy

Ensure accurate data inputs

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Develop Engaged Reps

Drive sales rep performance with real-time feedback

• Empower reps to request feedback when they need it

• Apply today’s learnings to tomorrow’s sales call

• Get a comprehensive feedback from managers, peers and customers

Feedback &Coaching

Feedback

Feedback

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Amplify Winning Sales Behaviors

Recognize great work when and where it happens:

• Promote key sales skills and company values

• Motivate reps to feel like they’re winning club every day

• Share success stories across sales team

Thanks

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What Does Implementation Look Like?

CoachingCoaching11

My mission as a sales executive…

Predictable,scalableRevenue

growth

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?

Strategy

If I can…

1. Hire the same type of successful sales person2. Train the sales people in the same way3. Provide each sales person with the same quantity and quality of leads4. Have the sales people work the leads using the same process5. Develop leaders to execute the process

…then I will achieve my goal.

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Hold Sales Team Accountable to Effective Coaching

Morning

Afternoon

1st Day of Month 2nd Day of Month

VP Meets with DirectorReview Skill/Development Plans for each sales person

Director Meets with ManagerReview Skill/Development Plans for each sales person

Manager Meets with Sales PersonDiscuss qualitative performanceReview individual metricsCo-Create Skill/Development Plan

Sales Person / Manager Independent ReviewsThink through qualitative performanceReview individual metricsThink about Skill/Development Plan

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Diagnosing IssuesDiagnosing Issues22

Diagnose the Skill Issue: Start at the Top

* Data has been altered from actual HubSpot data for the purposes of this presentation

Each Color Represents a

Different Sales Rep

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Each Color Represents a

Different Sales Rep

Diagnose: Prospecting Issues

CAUSES OF PROSPECTING ISSUES

oOver-investment in unqualified opportunitiesoTime management issuesoLack of personal goalsoCall reluctance

* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance

Diagnose: Conversion to Opportunity Issues

* Data has been altered from actual HubSpot data for the purposes of this presentation

Each Color Represents a

Different Sales Rep

CAUSES OF OPPORTUNITY ISSUES

oProspecting depthoProspecting personalizationoBuilding trust on the connect

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Diagnose: Conversion to Customer Issues

* Data has been altered from actual HubSpot data for the purposes of this presentation

Each Color Represents a

Different Sales Rep

CAUSES OF CLOSE RATE ISSUES

Developing sense of urgencyGetting beyond surface painReaching the authority

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Diagnose: “Peel Back the Onion” on Metrics for More Insight

Lead-Worked-to-Connect Ratio

Connect-to-Demo Ratio

* Data has been altered from actual HubSpot data for the purposes of this presentation#SalesPerformance

DevelopmentDevelopment33

Co-Creating the Skill/Development Plan

ONE-ON-ONE AGENDA

oSelf assess qualitative performance

oSelf assess quantitative performance

oAgree on a skill to work on – prefer one

oCo-create a development plan

oSchedule the plan

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Development: Common Tactics We Use

COMMON DEVELOPMENT TACTICS

oGroup and 1-on-1 film reviews

oRole playing / modeling

oProspecting call observations

oCall prep and post mortem discussions

oPipeline reviews with specific content check

oDaily reporting on specific content/activity

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Development: Overcoming Activity Motivation Issues

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Development: Overcoming Call Depth Issues

Attempt #

LTV

/ C

OC

A

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Development: Overcoming Trust Development Issues

Always Be Helping

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Development: Overcoming Sense of Urgency Issues

WHAT TO LOOK FOR FROM SALES PERSON

oTrust with prospect is a pre-requisite

o3rd level pain through the “3 Whys”

oPain is quantified and implicated

oWhat happens to the prospect if they delay purchase?

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Understand the professional and personal GOALS of your people and explore synergies with the HubSpot mission.”

“” 37

Development: Motivation through Explicit Goal Setting

SMART Goal Framework

(S)pecific

(M)easurable

(A)ttainable

(R)ealistic

(T)imely

Types of Goals

Performance

Professional

Financial

Personal

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Motivate Your Extended Sales Team

Tangible rewards from Amazon.com allow you to:

• Celebrate big wins throughout your entire company

• Reward people outside your compensation structure

• Track and report reward activity

SocialRewards

Marketing

SupportSales

Engineer

Product

Sales

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ThanksGive Reps the Tools to Close

Create specific goals and custom badges to drive ongoing training and certification:

• Reps always have up-to-date and consistent product knowledge

• Accelerate learning and mastery of new skills

• Accurate view of sales skills that lets you target coaching

SocialGoals

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Spend More Time Selling

Write performance summaries in half the time:

• Performance data captured in one place

• No more email scavenger hunts

• Provide structured feedback when it matters

• Go beyond the numbers to develop winning behaviors

PerformanceSummaries

VS.

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Build the Most Competitive Sales Teams

Get a complete and accurate view of your sales talent:

Calibration

Top Performers

• Look across your entire team to identify top performers

• Facilitate productive conversations to promote key talent

• Build a foundation of talent for future growth

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Additional ResourcesAdditional Resources44

Two Great Books on Today’s Topic

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Two Great Ebooks for You:

http://bit.ly/Unified-SM

http://bit.ly/Aligning-SM

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Find out how HubSpot can help you take your inbound marketing to the next level.

WWW.HUBSPOT.COM/DEMO

Get your custom demo today.

Improve Sales Performance with Work.com

Better Employee

Performance

Better Employee

Performance

Perform

+75%Increase in satisfactionwith performance cycle

Align

+10xImprovement in

understanding of goals

Motivate

+200%Increase in

recognition given

Source: Work.com Customer Survey

View a demo at work.com/demo

#SalesPerformance

Thank You!Thank You!

Q&AQ&A