Embed Size (px)
Citation preview
MICHAEL HUMBLET
Accelerate your Sales Machine
WHERE DO YOU START ?
VP
CEO
Director Director
Strategic
Operations
Monday
A day in the week of the head of Sales
Tuesday Wednesday
Follow up & coaching
Team CallIndividual calls 1h
Document ACTIONSConsolidate all info
Define Agenda
Thursday Friday
Reporting to Exco
Individual callsSales operations:
pipelinePrepare material for
Executive committee
Exec committeeEmails with Actions
Customers
Calls with sales to prepare
Customer calls/meetings
work on quotesapprovals
Internal working
Meetings with department heads (product, support,
…)Align with execs on outstanding issues
& approvalsCoach where
problems arise
Team
Individual callsPipeline
Quote reviewsSolve fires
Beers with the team
CommitBest Case
Lead Pipeline ClosedInquiry MQL &
SQLQualification Presentation Proposal Validation Negotiation Closed Won
Marketing Qualified Leads (MQLs)
Sales Qualified Leads (SQLs)
Marketing and Telemarketing
Mktg to SalesLead
Handover
Sales Teamtakes lead responsibility
Sales Opportunity Management
through sales pipeline
Opportunity either (1) converted by SDR or (2) entered by sales
Create a measurable and predictable sales organisation
Sales Framework
1. Weighted Pipeline• Long term• Good on lots of deals• Hard to measure sales performance
2. Commit/Upside/Pipeline• Management of sales• Add human factor to forecasting• Yes or no question• Short term forecasts
Commit/Upside add human factor to forecasting
• Commit = we are sure we will get this deal• Upside = there is still some work to do, it might slip• Pipeline = 10%, early stages, there is something but will need a lot of
work
The art of Forecasting
Reporting
Yearly forecastFiscal year: mix of product & services
closed and forecasted
Quarterly ForecastQuarterly based:
commit/Upside versus target to see runway & asses risks
Operational forecastAverage timeframe Going from the ideation phase to the Go To Market phase
Team setup
Responsible for the region
Sales Director
Responsible for acquisition
Sales Manager
Helps Sales with expertise & technical knowledge
Pre-sales
Responsible for managing account
Account Manager
Tools
CRMThere is no sales life
without
DashboardsConsolidated views
of life
ConfluenceOperational
management & tracking of actions
Issues – problems - worries
Strategic VS OperationalHelicopter view versus getting your hands dirty
Operational overheadWasting endless time in systems: CRM, ppt, excel, …
Living from crisis to crisisfinding the balance between building and solving problems
HOW DO YOU SCALE ?
Start-up
SMB
Enterprise
Acceleration
Set-up for acceleration by building and operationalizing
your sales machine
Innovation
Set-up for innovation by applying start-up blueprints & optimize teams for growth
Lay the foundation for growth by creating the blueprint for sales: market fit, pricing optimization, growth hacking, sales strategy & model
Size & revenue
Time
1
Foundation : Acquire
Acceleration : Grow
Innovation : Retain
Setup for acceleration by building and operationalizing a sales machine: Sales hires, commission plans, measurement, KPI’s,…
Setup for innovation by applying start-up blueprints & optimize teams setup for growth
2
3
2
1
3
Sales Strategy
Foundation
Lay the foundation and create the sales blueprints
The Sales Acceleration Journey
Services
Pre-sales, consultancy, professional services,…
Longtail
Elephant HunterComplexity
Standard Custom
Time & Cost of CAC
What type of business do you want
Different customers need different sales strategies
Sales Model Sales Strategy
Match your sales strategy to your CAC
#
timeEnterprise salesInternet sales Inside sales
9 – 18 Months0 – 3 Months 3 – 9 Months
Enterprise
VerySmall
BusinessSmall & Medium Business
Different types of customers
How do you create Scale ?
Segment the roles
• Understand what each role means
• Experiment & Learn each role
• Document what you would teach when you delegate the role
• Segment and delegate
1 Accountability• The right people
• But you need to arm & feed them properly
• OKR’s & KPI’s
2 Measure• Measure the steps to get there:
Focus on the next step
• Start with quantity evolve to Quality
3
How do you Accelerate ?
ACTION - StartDon’t be perfect, start, iterate later…keep moving
FOCUS – Learn to say NOYour customers will sell you into what they want
MEASURE – The right thingsLook for the root causes, the causal reason is key
The Vegetable dilemma
How do you Accelerate: Pricing Strategies
“People don’t like to be sold, but they love to buy”
Jeffrey Gitomer’s
+ 10.000 €
- Feature 3- Feature 4
- Very Advanced Feature 1
- Very Complex Feature 2
+ 10.000 € + 10.000 €
Price
Feat
ures
- Feature 1- Feature 2
How do you create Focus
Focus on 1 segment of your market:
Sales SprintsW 2W1 W 3
Setup
W 4 W 6
W 2W1 W 3
Setup
W 4 W 6
Execution
Execution
• FOCUS• ACCELERATE• OWN THE SEGMENT
W = Week
VOLUME => ITERATE => QUALITY => REPEAT
What to measure
QuantityMeasure the activity & steps to get to a certain goal or KPI
QualityMeasure the
conversion rates and final results.
How many leads / contacts do you need ?
Deals
Sales Qualified
Marketing Q
ualifiedContacts
1
3
9
27 How many phone calls in average… ?• Lead gen ex:
• 40 calls a day• Average 2 MQL, around 1 SQL• Database is key (contact
quality)
Calculating Sales Load: Work Backwards
Sales, marketing or product ?
Your next Hire?
Sales ExecAccount managers,
business development managers. Focused to
outside work
SDRSales Development Representative to scale business.
Based inside
Content / MarketingCreation of content, that delivers a great push. Inside based
Salary
“Measurement Drives Behavior”
Pay for what you want
• Acquisition VS Upsell• Recurrent versus One
off
Intrinsic Motivation• Ownership• Personal Growth
Alternatives• Family / Friends
principle• travel
Outsource
Automate
CRMFocus on what you
are good in and outsource where you
can win time: Upwork,…
SocialFocus on a CRM to wins time and that
automates. It needs to serve you not the
other way round
Content should be at your core.
Controling the machine
TrustOr you should not have hired them in the first place
Random ControlYou are the manager, so you should randomly go along
Feed the machineNot only with leads but also with hope and energy
Scale
VP OF SALES
Focus HireAccelerate AutomateMeasure REPEAT
What is the impact ?
“Chaomatic helped us doubling our MRR in less than FOUR months time. Thanks to their hands-on tips on sales management, recruitment, negotiation and pricing, we were able to kickstart our SaaS sales engine that is still going hard today."
Just ask any of these Founders
Share how to scale
yourself
Ask me Any Sales
Question
Read Chaomatic.be/blog
NEXT ACTIONS : Accelerate your Revenues
Michael Humblet
Skype: Humbletm
0474 84 27 42
All rights reserved. No part of this document may be reproduced, utilized, stored in a retrieval system, or transmitted in any form or by any means without the prior written permission of Chaomatic.
The information, including any analyses, numbers, images, and pricing data contained in this document are non-binding and for discussion purposes only. As such, they are subject to adjustments and/or modifications at the sole discretion of Chaomatic.
Any agreement is subject to the signature of a definitive final contract between Chaomatic and the recipient and the acceptance by the Recipient of Chaomatics’ terms and conditions.
Legal notices and disclaimer
