1.
$$
Selling Better
Together
How to Ensure Scalable Revenue
$ Growth

2.
Housekeeping Notes:
1 Webinar slides + video will be emailed to all
2 Interact with us on Twitter: #SalesPerformance
#SalesPerformance

3.
Your Presenters:
Nick Stein Mark Roberge
Director of Marketing SVP Sales and Services
@Workdotcom @HubSpot
#SalesPerformance

4.
Agenda
• The Problem in Sales Organizations Today
• What is the Answer?
• Implementation
- Coaching
- Diagnosing Issues
- Development
• Additional Resources
• Q&A

5.
What is the Problem?

6.
People Work Differently Today
New Work Realities:
• Connected
• Open & Collaborative
• Real-Time
#SalesPerformance

7.
But the Way You Manage People is 50 Years Old
Bureaucracy Fast Networks
Painful Reviews Real-time Feedback
Paperwork Social Alignment
Old Way New Way
#SalesPerformance

8.
You Are Not Getting the Most from Your People
Not
Misaligned Demotivated Performing
$300B
Lost
Productivity
Source: Gallup, “Employee Engagement: A Leading Indicator of Financial Performance” #SalesPerformance

9.
And You See the Impact on Your Business
70% of sales reps leave because of a
poor relationship with their manager
$1M is the average cost of losing
one core sales rep
Pathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. #SalesPerformance

10.
What is the Answer?

11.
Onboard Reps Faster Social
Goals
Social goals create clear milestones and allow new reps to:
• Know the key plays in first 30-60-90 days
• Connect with experts quickly
• Celebrate first wins sooner
#SalesPerformance

12.
Grow Revenue Through Sales Alignment Social
Goals
Align sales teams, increase visibility and improve agility with social goals:
• Public commitment ensures accountability
• Connect individual and team sales goals to company mission
• Set meaningful personal development and professional goals
ACV
Leads
Company
Mission
Pipe
Quota
#SalesPerformance

13.
Boost Sales Performance with Coaching Feedback &
Coaching
Use data to diagnose skill gaps and 1:1 coaching to fill them:
• Focus reps on the right leads
• Create more opportunities
• Increase close rates
#SalesPerformance

14.
Increase Sales Discipline Feedback &
Coaching
Drive a high-performing sales culture with regular 1:1 coaching
Ensure accurate Increase pipeline Improve forecasting
data inputs predictably accuracy
#SalesPerformance

15.
Develop Engaged Reps
Feedback &
Coaching
Drive sales rep performance with real-time feedback
Feedback
Feedback
• Empower reps to request feedback when they need it
• Apply today’s learnings to tomorrow’s sales call
• Get a comprehensive feedback from managers, peers and customers
#SalesPerformance

16.
Amplify Winning Sales Behaviors Thanks
Recognize great work when and where it happens:
• Promote key sales skills and company values
• Motivate reps to feel like they’re winning club every day
• Share success stories across sales team
#SalesPerformance

17.
What Does Implementation Look Like?

18.
1 Coaching

19.
My mission as a sales executive…
Predictable,
scalable
Revenue growth
#SalesPerformance

20.
Strategy
If I can…
1. Hire the same type of successful sales person
2. Train the sales people in the same way
3. Provide each sales person with the same quantity and quality of leads
4. Have the sales people work the leads using the same process
5. Develop leaders to execute the process
…then I will achieve my goal.
#SalesPerformance

21.
Hold Sales Team Accountable to Effective Coaching
1st Day of Month 2nd Day of Month
Sales Person / Manager Independent Director Meets with Manager
Reviews  Review Skill/Development
Morning  Think through qualitative performance Plans for each sales person
 Review individual metrics
 Think about Skill/Development Plan
Manager Meets with Sales Person VP Meets with Director
Afternoon  Discuss qualitative performance  Review Skill/Development
 Review individual metrics Plans for each sales person
 Co-Create Skill/Development Plan
#SalesPerformance

22.
Diagnosing
2 Issues

23.
Diagnose the Skill Issue: Start at the Top
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance

24.
Diagnose: Prospecting Issues
CAUSES OF PROSPECTING
ISSUES
o Over-investment in unqualified
opportunities
o Time management issues
o Lack of personal goals
o Call reluctance
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation #SalesPerformance

25.
Diagnose: Conversion to Opportunity Issues
CAUSES OF OPPORTUNITY
ISSUES
o Prospecting depth
o Prospecting personalization
o Building trust on the connect
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance

26.
Diagnose: Conversion to Customer Issues
CAUSES OF CLOSE RATE
ISSUES
 Developing sense of urgency
 Getting beyond surface pain
 Reaching the authority
Each Color
Represents a
Different
Sales Rep
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance

27.
Diagnose: “Peel Back the Onion” on Metrics for More
Insight
Lead-Worked-to-Connect
Ratio
Connect-to-Demo Ratio
* Data has been altered from actual HubSpot data for the purposes of this presentation
#SalesPerformance

28.
3 Development

29.
Co-Creating the Skill/Development
Plan
ONE-ON-ONE AGENDA
o Self assess qualitative
performance
o Self assess quantitative
performance
o Agree on a skill to work on – prefer
one
o Co-create a development plan
o Schedule the plan
#SalesPerformance

30.
Development: Common Tactics We Use
COMMON DEVELOPMENT TACTICS
o Group and 1-on-1 film reviews
o Role playing / modeling
o Prospecting call observations
o Call prep and post mortem
discussions
o Pipeline reviews with specific
content check
o Daily reporting on specific
content/activity
#SalesPerformance

31.
Development: Overcoming Activity Motivation Issu
#SalesPerformance

32.
Development: Overcoming Call Depth Issues
LTV / COCA
Attempt #
#SalesPerformance

33.
Development: Overcoming Trust Development
Issues
Always
Be
Helping
#SalesPerformance

34.
Development: Overcoming Sense of Urgency Issues
WHAT TO LOOK FOR FROM SALES PERSON
o Trust with prospect is a pre-requisite
o 3rd level pain through the “3 Whys”
o Pain is quantified and implicated
o What happens to the prospect if they delay
purchase?
#SalesPerformance

35.
Understand the
professional and
personal GOALS of
your people and
explore synergies
with the HubSpot
mission.”
37

36.
Development: Motivation through Explicit Goal Setting
SMART Goal Framework Types of Goals
(S)pecific Performance
(M)easurable Professional
(A)ttainable Financial
(R)ealistic Personal
(T)imely
#SalesPerformance

37.
Motivate Your Extended Sales Team Social
Rewards
Tangible rewards from Amazon.com allow you to:
• Celebrate big wins throughout your entire company
• Reward people outside your compensation structure
• Track and report reward activity
Marketing Product
Sales
Sales
Engineer Support
#SalesPerformance

38.
Give Reps the Tools to Close Social
Goals
Thanks
Create specific goals and custom badges to drive ongoing
training and certification:
• Reps always have up-to-date and consistent product knowledge
• Accelerate learning and mastery of new skills
• Accurate view of sales skills that lets you target coaching
#SalesPerformance

39.
Spend More Time Selling Performance
Summaries
Write performance summaries in half the time:
VS.
• Performance data captured in one place
• No more email scavenger hunts
• Provide structured feedback when it matters
• Go beyond the numbers to develop winning behaviors
#SalesPerformance

40.
Build the Most Competitive Sales Teams Calibration
Get a complete and accurate view of your sales talent:
• Look across your entire team to identify top performers
• Facilitate productive conversations to promote key talent
• Build a foundation of talent for future growth
Top Performers
#SalesPerformance

41.
Additional
4 Resources

42.
Two Great Books on Today’s Topic
#SalesPerformance

43.
Two Great Ebooks for You:
http://bit.ly/Aligning- http://bit.ly/Unified-
SM SM
#SalesPerformance

44.
Find out how Get your
HubSpot can help custom
you take your
inbound marketing demo
to the next level. today.
WWW.HUBSPOT.COM/DEMO

45.
Improve Sales Performance with Work.com
View a demo at work.com/demo
Sales Team Goals
Better
Employee
Performance
Align Motivate Perform
+10x +200% +75%
Improvement in Increase in Increase in satisfaction
understanding of goals recognition given with performance cycle
Source: Work.com Customer Survey #SalesPerformance

46.
Thank
You!

47.
Q&A