Selligy- Sales-Velocity-2014-New Sales Meeting
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description
Sales Velocity 2014 - San Francisco - Usman Muzaffar, Selligy, CTO & Co-founder
Transcript of Selligy- Sales-Velocity-2014-New Sales Meeting
The Story of a Sales Team…
• Hot startup
• Big customers
• Long, technical sales
• Series B closed
• Time to ramp sales!
The Original Sales Team
• Superstar sales team
• Highly coordinated
• Meetings were about:
– Strategy/Tactics
– Decoding process
We’re bigger, lets get organized!
• Too many deals,
what if we lose track?
• Implement CRM
• Meetings were about:
– Updating each other
– Mentoring new
members
No, I mean really organized
• Driven by report
• Meetings were about:
– Updating boss
– Sales process
• “Take it offline”
So Rigid, It’s Lax
• Meeting itself non-trivial
• Meetings were about:
– Updating forecast
– Defending updates
• “Mute until your turn”
De-Evolution of Sales Meetings
Valueof
meeting to team
Team Size
De-Evolution of Sales Meetings
Valueof
meeting to boss
Team Size
Sure, more valuable, but we’re not thrilled either….
Why is it like this? Many suspects…
• “Boss’ fault”
• “Team’s fault”
• “Tool’s fault”
• “Process fault”
• “It’s normal. It’s growth!”
The Most Famous Diagnosis
“If the reps would
just keep Salesforce
updated, we’d have
such great visibility!”
Impossible goals?
• Need more data…
– but not more data entry
• Need more discussion
– but not more meeting
Have other departments solved this?
Who…
• Has a large team
• Trying to roll up status
• Trying to give guidance
• Interminable meetings…
This Happened to Your VP Engineering
• Dev Meetings worse– Changing goals,
lousy scheduling,
no metrics
• Enter Agile
– Focus on shipping iterations
– Continuous feedback works!
We’ve seen the future…
Sales Meetings, Revisited
• Increase frequency,
decrease length,
tighten the loop
• Automate the status:
who/what/when/how
• Watch for the changes
that matter
So… what would that look like?
An App Even
Austin Powers
Could Use
A much richer
report at your
fingertips…
Selligy’s Mission: Field HQ
HQ: Sales & Marketing
Field: Sales Reps
Just enough data to keep biz alive
Selligy’s Mission: Drip FAT 2-way pipe
HQ: Sales & Marketing
Field: Sales Reps
…and much better sales meetings!
