What Your Reps Will Never Tell You...What Your Reps Will Never Tell You • Bad news • Accurate stage forecasting • Authentic activity • Prospect engagement • Where their time

2014 Sales Force Productivity Conference

15-17 September, Atlanta, Georgia

Sales Force Productivity

Conference 2014

What Your Reps Will

Never Tell You

1

David Kerr

COO

TinderBox


David KerrCOO

TinderBox

2


Conference Takeaways for Me

Deliberate Practice vs. 10,000 hours

Activity over Outcomes

Millennials Rock

Coaching & training delivers results

Focus on your customers and prospects

Relationship building is more important than industry experience

3


Agenda

• What your reps will never tell you

• Trends in sales effectiveness

• Best-in-class sales organization practices

4


5

719-266-2837


By the Numbers

5,000,000+ inside sales reps

200,000+ companies using CRM

25,000,000+ end-users using eSignature

50% of leads are qualified but not ready to buy

Only 25% of leads are legitimate and should advance to sales

35%-50% of sales go to the vendor that responds first

Buyers are 70%+ of they way through the sales funnel

before they contact sales

6


Are We Measuring the Right Things?

7


What Your Reps Will Never Tell You

• Bad news

• Accurate stage forecasting

• Authentic activity

• Prospect engagement

• Where their time is spent

• What they need to close more business

• Opportunity legitimacy

• True path to quota

8


OOPS!

9


Sales Management’s Biggest Problems

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• Closing Deals in the Expected Timeframe

• Prioritizing Opportunities

• Competitive Differentiation

• Understanding the Customer’s Buying Process

• Aligning Your Solution with Customer Problems

• Generating Accurate / Effective Proposals

--CSO Insights 2013


How Sales Reps Spend Their Time

• Reps spend less than 36%of their time actually selling

• Nearly 40% of their time on

admin & post-sale tasks

• Lost revenue through sales

process inefficiency

11


Top 3 Areas to Increase Sales Effectiveness

1. Improve immature sales methodologies and processes

2. Increase the ability to attract, retain and grow sales talent

3. Drive tangible business outcomes from sales technology

--CSO Insights 2013

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Effectively Measuring the Sales Process

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29%38%62%

Importance Effectiveness Ability to Measure

29%

Ability to Measure


Measuring Sales Process Effectiveness

14

Salesperson productivity

Selling activity “quality”

Forecast accuracy


Drowning in a Sea of Technology Opportunity

15


Prospect Engagement

16


Being User Centric is Disruptive

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Challenge

Transparency & Collaboration

Listen, coach and inspire sales team

Selling is a team sport

18

User Centric Technology

Focus on sales team and prospect

Prospect Engagement

Use technology and techniques that provide for collaboration & tracking

Adoption

Focus on user centric technologies and process

Executive commitment that translates to sustained activity

Integrate with workflow

Training


Q and A

Please remember to speak into

the microphone – we’re recording!

19


Thank you!

15-17 September, Atlanta, Georgia

Sales Force Productivity

Conference 2014

20

Documents

What Your Reps Will Never Tell You...What Your Reps Will Never Tell You • Bad news • Accurate stage forecasting • Authentic activity • Prospect engagement • Where their time