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Eight (surprising) ways to increase sales team morale and retention

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Heinz Marketing Inc
Heinz Marketing Inc

Presentation deck from TalentReach networking event in Seattle, August 15, 2019

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@heinzmarketing Eight (surprising) ways to increase sales team morale and retention Matt Heinz Founder & President, Heinz Marketing Inc
@heinzmarketing Housekeeping • The deck is yours • Freebies if you want them: • Sales enablement best practices research • Inside sales “book of checklists” • New research on relationship selling • Bring me a business card or mail me at matt@heinzmarketing.com • Also, bacon…
@heinzmarketing I am serious about the bacon
@heinzmarketing How do you impact sales morale?
@heinzmarketing
@heinzmarketing
@heinzmarketing
@heinzmarketing
@heinzmarketing
@heinzmarketing
@heinzmarketing What really works?!
@heinzmarketing 1. CRM Efficiency • The #1 non-selling time suck • Less is more • Your reps know when you’re wasting their time!
@heinzmarketing 2. Time Management • The Checklist Manifesto • Tools and tech stack • Meetings and distractions
@heinzmarketing Do you have processes for: • Start of day • End of day • Before prospect call • After prospect call • 1:1 meetings
@heinzmarketing 3. Recognition & Empathy • An abundance of thank you’s • Visible, external recognition • Active listening (at every level)
@heinzmarketing
@heinzmarketing
@heinzmarketing 4. Coaching & Feedback Loops • How do your managers spend their time? • Is feedback two-way and reciprocal?
@heinzmarketing 5. Marketing Alignment • Objectives • Leads • Quality vs quantity • Post-opportunity support
@heinzmarketing 6. More Precise Content • Less is NOT more • Content for every situation • Content doesn’t mean long or formal
@heinzmarketing 7. Family Involvement • Sales kick-offs • Award dinners (not just President’s Club) • Family events @ the office
@heinzmarketing 8. Career Path • At your company • Beyond your company
@heinzmarketing What’s missing?! (hint: this is interactive content time!)
@heinzmarketing Housekeeping Reminder • The deck is yours • Freebies if you want them: • Sales enablement best practices research • Inside sales “book of checklists” • New research on relationship selling • Bring me a business card or mail me at matt@heinzmarketing.com
@heinzmarketing
@heinzmarketing Questions?
@heinzmarketing Thank you! Matt Heinz President, Heinz Marketing @heinzmarketing matt@heinzmarketing.com

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