What's the secret behind motivating your "A" players and eliminating your "C" players? This webinar, featuring Jeff Hoffman, will set you on the road for successful sales management.

1. The Secrets of Sales Management:
How to Motivate your “A” Players &
Eliminate your “C’s”
#CoachingABC
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2. Agenda
• Inspiring a Sales Culture
• A’s, B’s, and C’s
• Auditing your team
• Motivation Behaviors
• Pipeline Review Techniques
• Coaching Framework
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3. Inspiring a Sales Culture
• People are different, and require different coaching styles.
• “A” Goal: 10% lift and retention.
• “B” Goal: Move them 1/3 to the right.
• ‘C” Goal: Quarantine and remove.
• People are different than you.
• Coaching Requires tremendous commitment, but has immediate
impact
• Develop a specific coaching plan for each rep
• Imagine your reps are sales prospects
• Apply during pipeline reviews, phone calls, meetings, listening in,
etc.
• Focus on modeling to communicate expectations
#CoachingABC
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4. Ask yourself…
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#CoachingABC
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5. Ask yourself…
What kind of
sales culture
do you have right now?
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#CoachingABC
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6. Evaluate your team
B
B-
C
B+
A
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7. Evaluate your team
Sales Rep inspection:
• List each sales rep
• List 2 things they excel with
• List 2 things they struggle with
• Rate each rep A, B, C
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8. Evaluate yourself
Focus on the behavior you want to affect
• Apply relevant coaching strategies to each rep
• Commit to 15 minutes of coaching every day
• Apply the “Pigeon Principle”
• Coaching must be initiated by you
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9. Motivating your A’s, B’s, and C’s
• Money
A, B, C
• Recognition
A, B, C
• Status
A, B, C
• Competition
A, B
• Career advancement
A, B, C
• Increased responsibility
A, B
• Safety
B, C
• Belonging
B, C
• Team/Company success
A
#CoachingABC
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10. Motivating your A’s, B’s, and C’s
Money
• Cash, tickets, prize choice, “lost”
afternoon
Recognition/Status
• Family spiffs, executive emails
Competition
• Team award, activity boards
Increased responsibility
• Mentor/captain
Safety/Belonging
• “Rent-a-manager,” family events
Company success
• Executive exposure
Career advancement
• Sales executive meeting,
competency spiff, presentations
to other regions
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#CoachingABC

11. Motivating your A’s, B’s, and C’s
Roles
Reward
• Catch them doing something
right
Roles
Reprimand
• Speak to them immediately and
privately
• Speak deliberately
• Speak deliberately
• Tell them that you are
recognizing their behavior
• Tell them that you are
recognizing their behavior
• Tell them what they did right
• Tell them what they did wrong
• Tell them why it was right
• Tell them how that makes you
feel
• Stop and be quiet
• Thank them and tell them to
continue the behavior
• Anchor with physical contact
• Stop and be quiet
• Tell them that you still value
them, just not the behavior
• Anchor with physical contact
#CoachingABC
Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

12. Pipeline Review
•
•
•
•
•
•
•
•
•
•
Goal is to transfer ownership
Insure that you have a common language
Constantly refer to their territory plans
Stay focused
Do not offer solutions
Drill 3x deep — “don’t know response”
Start at the back of the pipeline
Value and reward forecasting
Inspect the commitments/goals
Pre-determine the length of the meeting
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13. Coaching Framework
Determine ACTIVITY
Frame the POSITIVE
A
The same
A
Long term
B
The same
B
Choice of long or short
C
The same
C
Short term
Select a GOAL
Establish & capture RESULTS
A
Share goal
A
The same
B
Choice
B
The same
C
Withhold goal
C
The same
CLOSE
A
The same
B
The same
C
The same
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14. Summary
• Know who is an A, B, C on your team to manage and
motivate appropriately:
• “A” Goal: 10% lift and retention.
• “B” Goal: Move them 1/3 to the right.
• ‘C” Goal: Quarantine and remove.
• Identify the type of sales culture you want to inspire
• Establish ownership in pipeline reviews
• Coach goals not outcomes
#CoachingABC
Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved

15. QUESTIONS?
Ask away…
#warmcalling
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16. THANK YOU
Connect with Jeff:
http://www.mjhoffman.com/
@mjhoffman & @YourSalesMBA
Our next webinar with Jeff will take place Wednesday June 6th, 2014 @ 12 pm EST
Screening, Recruiting, & Hiring Top Sales Talent
Thanks for joining us today!
Happy Coaching!
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#CoachingABC