Barry Trailer - Using Research Data To See How You're Doing on Your Objectives?
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Transcript of Barry Trailer - Using Research Data To See How You're Doing on Your Objectives?
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#SalesSummit | @Your twitter handle
Sales Collaboration
Q1 is Nearly Over…How’re You Doing on Those Objectives?
04/18/2023© 2012 CSO Insights
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OtherIncrease Reorder/Renewal Rates
Improve Team SellingReduce New Rep Ramp-up Time
Improve Margins/Reduce DiscountingOptimize Deal Size: Up-sell/Cross-sell
Reduce Sell Cycle TimeImprove Customer Loyalty/Satisfaction
Increase Win Rates of Forecast DealsIncrease Penetration into Accounts
Optimize Lead GenerationIncrease Sales Effectiveness
Capture New Accounts
1.9%9.5%10.1%10.7%11.8%
17.9%20.6%21.0%
23.3%33.6%
40.2%40.4%
60.4%
Top Sales Objectives for 2014
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CSO Insights
• Researching B2B sales effectiveness past 20 years.
• Presenting data from 2014 SPO (1200) and SMO (3100) and surveys.
• Survey companies of all sizes, industries and locales.
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"Where Are The Leads? We Gotta Have the Leads.“
Glenn Gary Glenn Ross
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A Good Problem to Have?
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Maybe Not So Much…
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Primary Functions of Inside Sales
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Coaching vs. Non-Coaching
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Rigorous vs. “Casual” Coaching
Results of Alternative Coaching Approaches
Level 2 Sales Process & Informal Coaching Culture
Level 4 Sales Process & Positive Coaching
Culture
Percentage of Reps Meeting/Beating Quota 54% 63%
Average Annual Revenue Target Attainment 88% 92%
Total Sales Rep Turnover (Voluntary + Involuntary) 26% 28%
Outcome of Forecast Deals: Won/Lost/No Decision 41%-38%-22% 51%-30%-19%
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What we say to Reps:
Pat, I’m completely fed up with your attitude. Your lack of initiative is amazing and if you don’t get with it, Pat, you’re going to find yourself looking for a new job.
What Reps hear:
Pat blah blah blah blah blah blah blah blah blah blah blah blah amazing blah blah blah blah Pat blah blah blah blah blah blah blah blah new job.
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Coaching = Feedback
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5 Tests for Meaningful Feedback:
1) Timely
2) Objective
4) Relevant
3) Accurate
5) Individualized
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Next Steps
• View an on-line Coaching Video
• Take the 2014 SMO Survey!
• View the on-line Lead Gen Video
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Thanks & Be in Touch!
Barry Trailer
#barrytrailer
p: 415-924-3500
