Speakers: Matt Heinz, Craig Rosenberg and Kevin Baldacci discuss the secrets to sales management

1. Five Proven Sales
Management Secrets for
Revenue Growth

2. The speakers
Kevin Baldacci Matt Heinz Craig Rosenberg
Social Strategist President Funnelholic
InsideView Heinz Marketing @funnelholic
@KevinBaldacci7 @heinzmarketing

4. Five sales management secrets to drive growth
1. Focus
2. Culture
3. Coaching and training
4. Metrics and Reporting
5. Technology
#SellingPower

5. 1. Focus
#SellingPower

6. “The enemy of every sales
person is time”
-Some awesome person
“Sales reps spend 65% of their
T time not selling”
-Gerhard Gschwandtner, Sales 2.0 conference
#SellingPower

7. Four ways you know your team lacks focus
1. Miles of “victory laps”
2. Always clicking never calling
3. You don’t know whether they do or not
(that means they do btw)
4. You haven’t helped them
#SellingPower

8. Four inefficiencies that can be painlessly fixed
1. Research – “7 hours per week is the average time a salesperson
spends looking for relevant information to prepare sales calls. “
2. Understanding the perfect customer (2 parts)
– Improves lead generation (time spent on the wrong target)
– Improves lead qualification (too much time on the wrong deals)
3. “Know when to Fold-Em” – know when to give up on a
prospect or customers slide on the next page
4. Paperwork and other logistical issues
#SellingPower

9. Optimize follow-up processes
After 6-8 contacts, the laws of diminishing returns
set in. On the other hand, make sure you make 6
– 8 attempts
#SellingPower

10. 2 and 3. Culture, coaching, and training
#SellingPower

11. 6 ideas for building a great sales culture
1. Get executives involved
– Exec sponsorship promotions
– Call observations & follow-up reports
2. Gamification
3. Celebrate the big and little things
4. Get their families involved
– Awards dinners
5. Mentors
6. Open communication
#SellingPower

12. Coaching is culture
“89% of sales reps want MORE sales coaching from
their managers”
Chuck Penfield, Oracle
#SellingPower

13. 15 Matt Heinz sales coaching tips
1. Focus on the numbers
2. Focus on what they can control
3. Compare current and previous habits and performance measures
4. Peer shadowing
5. Deal walkthroughs
6. Evaluate effort, attitude, and drive
7. Use positive reinforcement and constructive feedback
8. Make a comp plan that requires consistent performance
9. Be aware of personal issues
10. Create friendly but spirited competition between reps
11. Create a longer version of s contest contingent on hitting quota
12. Go back to basics
13. Watch the video tape (be like Pujols)
14. Be willing to use a performance plan
15. Make sure YOU didn’t add to much process
#SellingPower

14. Four keys to training inspired by Dave Stein
1. Self-directed training scales
2. One-size does NOT fit all – personalize
training based on roles, location, type of
sale
3. Tools and Technology training – just
buying it for them, won’t help them use
it
4. Have a year-round training plan not just
on product but on sales skills
https://twitter.com/davestei
#SellingPower

15. 4. Metrics and reporting
#SellingPower

16. The Metrics and reporting slippery slope
Just because you can track it:
• doesn’t mean you should
• doesn’t mean it’s important
• doesn’t mean it should be on your exec dashboard
Choose the right metrics to drive your business to higher
sales, greater pipeline yield and profitability
#SellingPower

17. Five metrics you should not track
1. Dials
2. Demos or appointments scheduled
3. Talk time
4. Salesforce.com logins
5. Logged activities
#SellingPower

18. Ten metrics every revenue organization must track
1. Marketing Cost per Sales
2. Customer Lifetime Value
3. Nurture Database Success
4. Addressable Market Size
5. Sales Cycle Length
6. Lead- Opportunity – Sales Conversion
Rates
7. Deal Size
8. Qualified Leads
9. Referrals
10. Customers
#SellingPower

19. 5. Technology
f
#SellingPower

20. Sales Technology is HOT
“There are estimated over 2000 sales tools on the market”
Nancy Nardin, Sales 2.0
#SellingPower

21. 5 best practices for sales tool adoption
1. Pain-killers not vitamins
2. Implement 1-2/quarter
3. Start with small group first
4. Sit down with reps and walk them through process
5. Roll out globally with success story
#SellingPower

22. Thank You! Follow Us Today!
Twitter @insideview
Facebook facebook.com/sales.intelligence
Website insideview.com
Matt Heinz @heinzmarketing
Craig Rosenberg @funnelholic
Kevin Baldacci @kevinbaldacci7