www.vapartners.ca @markeelliott @vapartners

Presentation for

Sales Managers Handbook

March 15, 2016

www.vapartners.ca @markeelliott @vapartners

Agenda• Goals and Expectation• Product and Value Prop• Target Accounts and Personas• Path to Sales Success• Creating Scripts• Active Learning and Role Playing• Objections and Competition• CRM• Communication Plan• Onboarding

www.vapartners.ca @markeelliott @vapartners

Goals and Expectations

• Revenue• Activities

• Meetings• Proposals• Demos

• Expectations• CRM• Expenses• Hours• Spending your time

www.vapartners.ca @markeelliott @vapartners

Product and Value-Prop• Product Training

• Benefits• Features• Functions

• Demo

www.vapartners.ca @markeelliott @vapartners

Target Accounts and Personas

• Who are you selling to?

• Horizontal or Vertical?• Partner or end user?• Account list• What contacts within

organizations?• Could be multiple

targets with the same account

• Personas are helpful

www.vapartners.ca @markeelliott @vapartners

Path to Sales Success

• What are the steps in the sales cycle

• How does it align with the buyers journey

• Map out the specific steps• Ensure that the supporting

information is available• What other team members are

there

www.vapartners.ca @markeelliott @vapartners

Active Learning and Role Playing

• Give them parts of activities to do in an interactive manner

• Break apart the sales cycle

• Role play• Calls• Demos• Presentations

• Practice makes perfect

https://www.youtube.com/watch?v=Jexb2Q5lO8U

www.vapartners.ca @markeelliott @vapartners

Creating Scripts

• Make them custom for verticals and form• Call• Email• LinkedIn

• Initial messages and follow-up

www.vapartners.ca @markeelliott @vapartners

Objections and Competition

• What are common objections?

• How do you overcome them?

• Great for role playing• Who are your main

competitors?• What are your

strengths and weaknesses?

www.vapartners.ca @markeelliott @vapartners

CRM

• Expectations• Entering data• Funnel reviews• Account reviews• Analytics and reporting

CRM

www.vapartners.ca @markeelliott @vapartners

Communications

• Management by walking around

• Joint calls and meetings• Coaching opportunity

• Sales Team meetings• Get the team involved

• Individual meetings• Funnel• Personal development

www.vapartners.ca @markeelliott @vapartners

Onboarding

• By prepared• Plan out the first week• Involve team managers• Switch it up• Use active learning• Check in with your reps• Sales enablement

software• Don’t forget the

Managers Handbook

www.vapartners.ca @markeelliott @vapartners

Connect with me

melliott@vapartners.ca@markeelliott

Mark Elliott on Linkedin