What You'll Learn:
- How top reps leverage good data to fast-track to close-won
- What top reps say on calls
- How top reps speak on calls (sentiment, speed, tone)
- How to define and track signals of success
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Clone Your Star Sales Performers: A 4 Step Process
1. Clone Your Star Sales
Performers: A Four Step
Process
SALES HACKER WEBINAR
@saleshacker
2. Hosted by:
RICHARD HARRIS
Director, Sales Training &
Consulting Services
Sales Hacker
JAKE SHAFFREN
Director, Sales
Development
DiscoverOrg
BRIAN TRAUTSCHOLD
Co-Founder & COO
Ambition
3. Your Sales Team’s Performance Bell Curve
Step 1: Top Performers – Who They Are & What They Do
Step 2: Middle Performers – Setting Them Up for Success
Step 3: Under Performers – What about them
Agenda
1
2
3
4
5 Step 4: Measurement – Keeping Your Team Accountable
4. Richard Harris
SALESHACKER
Director of Sales Training & ConsultingServices at Sales
Hacker
Founder at The Harris ConsultingGroup
Seasoned SaaS sales leader and insidesales trainer with 20+
years experience helping early stage and expansion stage start-
ups build their sales infrastructureand train their sales teams
to "get there faster
5. Scaled the SDR team from 3 to 50+ in 2 years with 4 teams
located in Vancouver, WA, Philadelphia,PA & Bethesda, MD
Deadhead,snowboarder, cold caller
Prior to joining DiscoverOrg, Jake helped start an SDR program
in Sydney, AU. Jake has a Bachelor's in Economics from Union
College, NY.
Jake Shaffren
DISCOVERORG
6. Co-Founder& COO at Ambition
Likes startups,seat upgrades, brown dogs, & age-
appropriatepick up basketball games
Ambition helps companies increase sales effectiveness,
build a strong culture, and align goals.
Our platform is the tool box every sales leader needs to
manage, motivate, and maximize their team.
Brian Trautschold
AMBITION
10. Review Top Rep Activity1
WHAT THEY SAY WHAT THEY DO WHO THEY TALK TO
• More Time on the Prospect
• Less Time on the Product
• Match Prospect’s Sentiment
• Use Decisive and Risk-Reversal
Language
• Say the Prospect’s Name
• Prioritize Outreach
• Research Prospects
• Volume and Type of Activities
• Driven to do more & better
• Identify the Decision Makers
• Navigate the Org Chart
• Avoid Single Point of Failure
• Ensure Accurate Contact Data
• Have a Contingency Plan
Isolate Recurring KPIs among your Top 20% of Performers
11. How do you get your
Middle Performers to
mimic Top Reps?
12. Move the Middle – Setting Them Up for Success
o Systematically implement key
data points from your top
reps into your sales process
o Look at end-result numbers;
data builds the pipeline
o Create scorecards for reps
2
o Publicize and recognize
positive behavior
o Clearly define your process
o Align goals, processes, and
incentives
15. How do you Measure
Success and hold your
teams Accountable?
16. Learn from your mistakes
Understand what sets your top performers apart
Get the right process and tools in place to “move the middle”
Measure, track, and iterate performance
Key takeaways
1
2
3
4