Selling Power: Moving Beyond Simple Sales Operations to Sales Enablement
The Power of Sales First
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The Power of Sales First Mark O’Connell President and CEO, SAVO Group
Transcript of The Power of Sales First
The Power of Sales First
Mark O’Connell President and CEO, SAVO Group
Thank YOU,
our customers.
To All our Sponsors, THANK YOU!
To All our Sponsors, THANK YOU!
To All our Sponsors, THANK YOU!
To All our Sponsors, THANK YOU!
To All our Sponsors, THANK YOU!
Networking
Our Customer and Partner Presenters
Daniel Pink
• Why problem finding has become more important than problem solving
• Why questioning your abilities before
a sales call is more effective than pumping yourself up
• Why the most effective sales people are not extroverts
consulting demand
gen
marcomm
support
sales
Power of Sales First
social
Are you confident your sales people
have the right tools?
Challenges of a B2B Sales Rep
Research tasks
Figure out what to do next
Tailor my own materials
Client meeting
Create proposal manually
email, calls, email
It’s Just Not Enough
Sales reps are not equipped properly to draft into
early-stage buyer conversations
It’s Just Not Enough
Sales reps fail to retain up to 80% of sales training within
30 days of training
>90%
<50%
It’s Just Not Enough
Sales reps not able to provide valuable insight or differentiate
their offerings to the buyer
It’s Just Not Enough
Critical selling tasks are not optimized or automated to support mobile sales reps
WITHOUT SALES there is no company
Everyone else is in SALES SUPPORT
MARKETING > SALES OPS > PRODUCT
Sales First Companies Put Customers First
Seller Buyer
VALUE DRIVERS
BUSINESS PAINS
PRODUCTS SOLUTIONS
Sales First Companies Put Customers First
Seller Buyer
VALUE DRIVERS
BUSINESS PAINS
PRODUCTS SOLUTIONS
What’s Your Definition of Sales Productivity?
Efficiency Effectiveness Engagement
+ + Have we made
everything quick and easy for our
sales reps?
Have we made sure they are doing the right things and doing them well?
Have we made sure that what and how they
communicate is relevant, unique, and memorable?
SALES PRODUCTIVITY
The Three “E’s” of Sales Productivity
The Sales First Transformation
Increase Sales Rep productivity (win rate & deal size) by greater than 20%
Shorten new-seller ramp time by 17% or 4 weeks on average
Increase quota attainment by 10-15 percentage points
Reduce non-selling time by Sales Reps on average by 25% * SAVO Sales Enablement Value Assessment Program
Companies that put SALES FIRST…
Efficiency
Effectiveness
Engagement
Focus on
driving Sales
Productivity
Companies that put SALES FIRST…
Efficiency
Effectiveness
Engagement
Focus on
driving Sales
Productivity
