BUILDING CHAMPIONS SalesLoft’s Rainmaker Conference

W Hotel (Midtown)Atlanta, Georgia

January 14th, 2015

JON BIRDSONG | CEO | RIVALRY

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WHAT MAKES A GREAT LEADER?

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"LEADERSHIP IS THE ART OF GETTING SOMEONE ELSE TO DO

SOMETHING YOU WANT DONE BECAUSE HE WANTS TO DO IT.”

- DWIGHT EISENHOWER

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"THE TASK OF THE LEADER IS TO GET HIS PEOPLE FROM

WHERE THEY ARE TO WHERE THEY HAVE NOT BEEN.” - HENRY

KISSENGER

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TWO WAYS: PROCESS IMPROVEMENT

SKILL IMPROVEMENT

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PROCESS IMPROVEMENT

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SKILL IMPROVEMENT

MESSAGING

BUILDING RAPPORT

PROSPECTING

NAVIGATING BUYER’S SALES CYCLE

STRUCTURE CONTRACT

NEGOTIATION

CALLING CADENCE

FLAWLESS DEMOS

FINALIZE DEAL

COLLECT PAYMENT

FAT CHECK

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SKILL IMPROVEMENT CONTINUED…

MESSAGING

BUILDING RAPPORT

PROSPECTING

NAVIGATING BUYER’S SALES CYCLE

STRUCTURE CONTRACT

NEGOTIATION

CALLING CADENCE

FLAWLESS DEMOS

FINALIZE DEAL

COLLECT PAYMENT FAT CHECK

LEADERSHIP

LEADERSHIP

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BELIEF #1

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GREAT SALES MANAGERS ARE GREAT LEADERS OF PEOPLE

BELIEF #1

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BELIEF #2

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GREAT LEADERS COACH THEIR SALES PEOPLE INTO SALES

CHAMPIONS

BELIEF #2

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DEFINITION OF SALES COACHING?

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1. BUILDING TRUST

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2. FACILITATING CONVERSATION

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3. PROCESS OF ACCOUNTABILITY

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4. TRAINING REMAINS EFFECTIVE

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SALES COACHING: 3 AREAS

WHAT WHY HOW CRM DATA YOU YOU

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SKILL IMPROVEMENT REQUIRES SALES COACHING

MESSAGING

BUILDING RAPPORT

PROSPECTING

NAVIGATING BUYER’S SALES CYCLE

STRUCTURE CONTRACT

NEGOTIATION

CALLING CADENCE

FLAWLESS DEMOS

FINALIZE DEAL

COLLECT PAYMENT FAT CHECK

LEADERSHIP

LEADERSHIP

SALES COACHING

SALES COACHING

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Do You Have a Coaching Mindset?

1.  Belief in the Team: Is the team more important than the individual?

2.  Conflict Management: Do you avoid conflict?

3.  Involvement: Do you act before a response is needed?

4.  Employee Focus: Do you pay attention to top performers too?

5.  Team Building: Do you mandate everyone practices?

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Recurring Market Problems

Sales reps churn can be high as 33%**•  Not happy!•  Unmotivated!•  Uninspired!•  Unengaged!•  View role as job,

not career.!•  Not bought into

company mission.!

Churn

*DePaul University Center for Sales Leadership

Avg onboarding is 6-9 months. • Constantly

reinforcing training.!

• No post-training structure.!

•  Insufficient product knowledge.!

• Lack of business acumen.!

• Rep is not trusted advisor.!

Delayed Onboardings

•  Constantly putting out fires!

•  Building reports!•  Managing

spreadsheets!•  Pipeline

management!•  Interviewing/

Hiring!•  Configuring CRM!•  Lead dispersion/

management!•  Managing

calendars!

Reactive

Underperform 10% to quota**

•  MGRs think they are coaching 40% more than reps feel!

•  Inconsistent performance!

•  Difficultly forecasting!

Underperform

**Sales Executive Council

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Sales Coaching Benefits

!!

Save $30k-$45k /rep / recruiter.

!•  Happy!•  Motivated!•  Inspired!•  Engaged!•  Not bought into

company mission.!

•  Stay past 5 p.m.!

Less Churn

Increase output 17-19%

!• Consistent

performance!!•  Forecastable

Results!

Over Perform

**Sales Executive Council

•  Spend Time Practicing!

•  1-on-1’s Occur!•  Setting Agenda!•  Constructive

conversations!

Proactive !!

Shorten onboardings

25%-50%.

• Constantly reinforcing training.!

• Post-training structure.!

• Sufficient product knowledge.!

• Rep is trusted advisor.!

Onboardings

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HOW ARE YOU BUILDING CHAMPIONS?

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QUESTIONS?