Quantified-Self Meets Sales Motivation

Travis Truett@tdtruett | travis@ambition.com

State of the Union

● Millennials rapidly entering workforce● Technology has caught up to needs● CRM is mature, ecosystems catching up ● Social Era in full swing, Analytics Era next

Measure. Motivate. Improve.

You cannot manage what you cannot measure.

Measure - A Primer

● Measure Verbs, Not (Just) Nouns● Identify the Metrics that Matter ● Monthly Weekly Daily Real-Time

Do you know what your employees do every day?

Verbs(Activities)

Nouns(Objectives)

What Employees Do What We Measure

Find Your Moneyball Metrics.

Moneyball: Step 1

Identify top and bottom performer with same experience level and job role.

Extra Credit: Use cohorts, not people

Moneyball: Step 2

For each employee, calculate their monthly totals across pipeline metrics.

Moneyball: Step 3

1. Divide verbs into nouns2. Order hybrid metrics by largest deltas

Make the Move to Real-Time

Measure - Summary

Hitting (and exceeding) quota starts with understanding daily behavior, tracking Moneyball Metrics, and exposing progress.

Measure. Motivate. Improve.

Be a Coach, Coach.

Motivate - A Primer

● Create an Inclusive “Why”● Incentivize Progress across Process● Leverage Efficiency via Teams

People Work for Why (Not What)

● Simon Sinek’s TED Talk● Create a cause and champion it ● Intangible > Tangible

** Multiplier effect with Millennials

Motivate for Progress on Process

Build competitions and set expectations around multiple metrics, ideally a pipeline superscore.

● Little Wins = Increased Engagement● Reactivate employees milking large

accounts

Many-to-Many Motivation (MMM)

● Teams go farther, faster.● Shift from few managers solely responsible

for encouraging many employees.

Motivate - Summary

Create a compelling story around a reachable goal. Focus efforts on incentivizing consistent, small wins across teams.

Measure. Motivate. Improve.

Improve - A Primer

● Proactive Communication + Coaching● Continual Reassessment of Metrics● Healthy Mindset that Sales is Science

How much time do you still spend in Excel?

Push Notifications == Reports 2.0

Address behavior in real-time as inflection points occur throughout the day…

Advanced Moneyball… Part 1

Thirty days ago you identified Moneyball Metrics, set expectations, and motivated through team-based competition.

Advanced Moneyball… Part 2

Let’s look at what happened...

You don’t know what you don’t know

The System and the Salesperson

She’s just a great salesperson no longer cuts it, there is too much technology / data available.

Productivity / Employment 1947-2011

Improve - Summary

Productivity is incremental, technology-driven, and real. The answers are becoming increasingly discoverable to those who harness data and process.

Measure. Motivate. Improve.

Questions?

Travis Truett@tdtruett | travis@ambition.com