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Scientific Secrets of SuperHero Sales Managers- #inbound18

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If managers are spending the same amount of time coaching, motivating, and keeping their teams accountable, why are some more successful than others? What does over 360 million data points say about the impact managers have on their salespeople? How much time should they be spending? Is there such a thing as too much time?

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Scientific Secrets of SuperHero Sales Managers- #inbound18

  1. 1. SCIENTIFIC SECRETS OF SUPERHERO SALES MANAGERS CAROLE MAHONEY
  2. 2. 2 #NOTABOUTME WHO I HELP “I am working way too hard to be barely making quota, and my manager doesn’t have the time to coach me.” Salespeople 50% “No matter what I do I am treading water without making a solid move in any direction.” Sales Managers 25% Sales Leaders “We have given them every tool and training, yet revenue is still inconsistent. Who can and will improve?” 25% @icarolemahoney
  3. 3. OUR AGENDA SHOULD SALES MANAGER BE SPENDING THEIR TIME? WHERE IS THE IMPACT ON SALESPEOPLE? WHAT TO CREATE SUPERHERO SALES MANAGERS? HOW @icarolemahoney bit.ly/superherosecrets
  4. 4. TIME “Show me how you spend your time and I’ll tell you what is important to you.” ~Kent Clothier #NOTABOUTME
  5. 5. @icarolemahoney WHERE IS TIME SPENT NOW? Data source: sales managers evaluated by Objective Management Group
  6. 6. 6 “Coaching is not a component within the sales manager role; managing is now a component of the new coaching role.” ~Trish Bertuzzi, “Sales Development Playbook”
  7. 7. @icarolemahoney HOW MUCH COACHING TIME? incremental impact of coaching time peaks between 40-50%. PEAK RETURN Data source: salespeople & their sales managers evaluated by Objective Management Group only 3% of managers are spending at least 50% of time coaching. THE OPPORTUNITY
  8. 8. @icarolemahoney NOT ALL COACHING TIME IS CREATED EQUAL sales managers average coaching competency level 43% sales managers who have coaching as a strength 7% IMPACT OF COACHING SKILLS ON SALESPEOPLE managers with strong coaching skills have stronger salespeople 22% Data source: salespeople & their sales managers evaluated by Objective Management Group
  9. 9. REQUIRE SCHEDULED COACHING CALLS ● 15-20 min, 3x per week min ● group calls 2x per week ● opportunity, skill specific ● set aside time for email reviewing TALK LESS, ASK MORE ● record coaching calls ● manager listens to 2 per week- 1 good, 1 bad ● analyze talk time, # of questions asked ● practice coaching calls with managers ● managers practice sales calls with reps STRUCTURED DEBRIEF FORMAT ● start with outcome ● how got there? ● why? ● what’s next? ● practice BUYER BASED SALES PROCESS ● layered questions sales process ● align buyer behaviors ● checklist of criteria to justify stage COACHING EXPERIMENT ELEMENTS @icarolemahoney
  10. 10. 10 “Motivation will always beat mere talent.” ~Norman Ralph Augustine
  11. 11. @icarolemahoney HOW MUCH MOTIVATING TIME? too much time means more motivated salespeople needed HIRE BETTER Data source: salespeople & their sales managers evaluated by Objective Management Group too much = cheerleading PUT AWAY THE POM-POMS
  12. 12. @icarolemahoney NOT ALL MOTIVATING TIME IS EQUAL sales managers who have motivating as a strength 21% sales managers with half of the necessary motivating skills 90% IMPACT OF MOTIVATING SKILLS ON SALESPEOPLE strong motivating skills equals stronger salespeople 17% Data source: salespeople & their sales managers evaluated by Objective Management Group
  13. 13. ID PERSONAL GOALS GIVE RECOGNITION ● have managers go through their own goal setting ● manager help reps do their own goals ● align to company goals (quota) ● private ● public CREATE ACTION PLAN REPORT PROGRESS ● KPIs ● activities ● disciplines ● daily, weekly, monthly ● share challenges,iterate on the plan ● share insights learned and applied MOTIVATION EXPERIMENT ELEMENTS @icarolemahoney
  14. 14. 14 “Accountability is the glue that ties commitment to the result. ~Bob Proctor
  15. 15. @icarolemahoney HOW MUCH ACCOUNTABILITY TIME? more time showed improvements in hunting, CRM Savvy, & social selling TOFU Data source: salespeople & their sales managers evaluated by Objective Management Group sharp decline between 10-19% GET OFF MY BACK!
  16. 16. @icarolemahoney NOT ALL ACCOUNTABILITY TIME IS EQUAL sales managers who have accountability as a strength with at least 75% of the skills needed 16% sales managers who have at least 50% of the necessary accountability skills 68% IMPACT OF ACCOUNTABILITY SKILLS ON SALESPEOPLE salespeople whose managers have strong accountability skills are 15% stronger 15% Data source: salespeople & their sales managers evaluated by Objective Management Group
  17. 17. CULTURE GROUP ACCOUNTABILITY ● learning organization ○ personal mastery ○ bias recognition ○ shared vision ○ team learning ● group coaching calls ● daily huddles EXPECTATIONS & ACTION PLANS ALIGNED METRICS ● co-created ● clearly defined, written & shared ● consistent ● leading KPIs measure behaviors that lead to outcomes ● outcomes are aligned to personal and company goals ACCOUNTABILITY EXPERIMENT ELEMENTS @icarolemahoney
  18. 18. CONTACT ME Resources to start your own experiments bit.ly/superherosecrets @icarolemahoney in/carolemahoney www.unboundgrowth.com

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If managers are spending the same amount of time coaching, motivating, and keeping their teams accountable, why are some more successful than others? What does over 360 million data points say about the impact managers have on their salespeople? How much time should they be spending? Is there such a thing as too much time?

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