1. The Power of Sales First
Mark O’Connell
President and CEO, SAVO Group

2. Thank YOU,
our customers.

3. To All our Sponsors, THANK YOU!

4. To All our Sponsors, THANK YOU!

5. To All our Sponsors, THANK YOU!

6. To All our Sponsors, THANK YOU!

7. To All our Sponsors, THANK YOU!
Networking

8. Our Customer and Partner Presenters

9. 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

10. consulting demand
gen
marcomm
support
sales
Power of Sales First
social

11. Are you confident your sales people
have the right tools?

12. 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

13. It’s Just Not Enough
Sales reps are not
equipped properly to draft into
early-stage buyer conversations

14. It’s Just Not Enough
Sales reps fail to retain up to
80% of sales training within
30 days of training
>90%
<50%

15. It’s Just Not Enough
Sales reps not able to provide
valuable insight or differentiate
their offerings to the buyer

16. It’s Just Not Enough
Critical selling tasks are not
optimized or automated to
support mobile sales reps

17. WITHOUT SALES
there is no company
Everyone else is in
SALES SUPPORT
MARKETING > SALES OPS > PRODUCT

18. Sales First Companies Put Customers First
Seller Buyer
VALUE
DRIVERS
BUSINESS
PAINSPRODUCTS SOLUTIONS

19. Sales First Companies Put Customers First
Seller Buyer
VALUE
DRIVERS
BUSINESS
PAINSPRODUCTS SOLUTIONS

20. What’s Your Definition of Sales Productivity?

21. 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

22. 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

23. Companies that put SALES FIRST…
Efficiency
Effectiveness
Engagement
Focus on
driving Sales
Productivity

24. Companies that put SALES FIRST…
Efficiency
Effectiveness
Engagement
Focus on
driving Sales
Productivity