How to Scale Your Coaching Efforts to Build a World Class Sales Team
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What You'll Learn: - How to extend your reach as a leader - Ways to identify top performers and utilize them - Opportunities to implement technology to help scale
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How to Scale Your Coaching Efforts to Build a World Class Sales Team
- 1. 1 5 Tips to Scale Sales Coaching September 17, 2019
- 2. Confidential – Dialpad, Inc. ® Colin Campbell Director of Marketing Alex Whisenhunt Sales Effectiveness Manager
- 3. Confidential – Dialpad, Inc. ® AGENDA Market Trends 5 Tips for Scaling Coaching 1. Implement a process. 2. Identify performance zones. 3. Crowdsource best practices. 4. Utilize your support teams. 5. Extend your reach. Q&A
- 5. 20% 1 : 1-3 Reps 41% 35% 4% 1 : 4-7 Reps 1 : 8-12 Reps 1 : 13+ Reps Manager to Rep Ratio 6.5 6.0 7.0 7.2 2010 2012 2015 2017 2017 Change Over Time According to The Bridge Group’s SaaS AE Report.
- 6. The increasing complexity of sales. Increasing Number of Buyers Increasingly Defined Criteria More Knowledgeable Buyers Data Loss
- 7. Top Challenges 6% 13% 17% 2012 2015 2015 Managers that identified “On-going Training” as a top challenge in the The Bridge Group’s SaaS AE Report.
- 8. 8 5 Tips to Scale Coaching
- 9. Implement a process and hold your team (and yourself) accountable. No. 1
- 10. The Business Case for Coaching Win Rates ↑ 35% Per Year ↑ $75K
- 12. Identify performance zones and utilize them. No. 2
- 13. Cater to Your Audience Performance Counseling Empowerment Coaching Directing Training Low Motivation High Motivation LowSkillHighSkill
- 14. Prioritize Your Time AVERAGE PERFORMERS ABOVE AVERAGE PERFORMERS HIGH PERFORMERS BELOW AVERAGE PERFORMERS LOW TO NON PERFORMERS 70% 20%10%
- 15. Incremental Improvements AVERAGE PERFORMERS ABOVE AVERAGE PERFORMERS HIGH PERFORMERS BELOW AVERAGE PERFORMERS LOW TO NON PERFORMERS 70% 20%10%
- 17. Your Reps Know Best Email Pipeline Voice
- 18. Utilize your support teams. No. 4
- 19. It Takes a Village Sales Managers Sales Ops Data Loss Sales Enablement
- 20. Extend your reach. No. 5
- 21. Technology Has Come a Long Way Listen to a call Fill out a Sharepoint form Fill out a Sharepoint form
- 22. Technology Has Come a Long Way Listen to a call Fill out a Sharepoint form Fill out a Sharepoint form
- 23. Use Tech to Scale 1. Increase Visibility 2. Scale Volume 3. Track the Improvement 4. Reinforce Best Practices 5. Improve the Process
- 24. Use Tech to Scale 1. Increase Visibility 2. Scale Volume 3. Track the Improvement 4. Reinforce Best Practices 5. Improve the Process
- 25. Use Tech to Scale 1. Increase Visibility 2. Scale Volume 3. Track the Improvement 4. Reinforce Best Practices 5. Improve the Process
- 26. Use Tech to Scale 1. Increase Visibility 2. Scale Volume 3. Track the Improvement 4. Reinforce Best Practices 5. Improve the Process Throw from 10 feet, release at 120 degrees
- 27. Use Tech to Scale 1. Increase Visibility 2. Scale Volume 3. Track the Improvement 4. Reinforce Best Practices 5. Improve the Process 4 POINTS
- 28. Spread the Impact Best Practices Increased Productivity Call Analytics Coaching Streamlined Processes
- 29. 5 Tips for Scaling Sales Coaching Implement a process. Identify performance zones. Crowdsource best practices. Utilize your support teams. Extend your reach.
- 30. Questions?
- 31. Thank You