This document discusses strategies for improving sales performance, including recognizing that most people do not follow a normal bell curve distribution in their performance. It recommends coaching high performers instead of focusing on average performers, and acknowledges common reasons why customers may resist changes to the status quo. The document also advocates for sales reps to leverage technology to listen, engage and persist with customers, and discusses optimizing sales reps' time by using outsourced labor for some tasks. Finally, it proposes segmenting customers into quartiles based on their activity level and prioritizing efforts on the lowest performing quartile.

1. 1
Sales Codification
Work Smarter. Not Harder.

2. Daniel Barber
Director, Sales Development & Operations
ToutApp, Inc.
@Gaijindan

3. Your Team
– Power-Law Distribution
Your Audience
– Status Quo Bias
Technology: Listen. Engage. Persist.
– Knowledge Workers
Social Randomness
– Social Proximity vs. Random
Agenda
3

4. People follow a Bell Curve,
right?
(NormalDistributionforthoseofyoucan’trememberStats101)
4

5. Wrong. 94% of people
don’t follow a Bell Curve.
Source: Ernest O’Boyle Jr., Herman Aguinis - Revisiting the Norm of Normality of Individual Performance.

6. Coach to the curve
Power-Law Distribution
6
Sources: Josh Bersin, The Myth of the Bell Curve, February 2014; Michael Mankins; How to Hire More Top Performers, May 2014

7. Your Audience
Push vs. Pull
7

8. – Company gets acquired
– Competitor releases new product/solution
– Incumbent sales rep leaves
– Prospect changes decision maker
– Prospect wins large account – increased capital availability
– Capital raise
How do you stop the inertia?
Status Quo Bias
8
Sources: Status Quo Bias in Decision Making – Journal of Risk and Uncertainty, Harvard, 1988; Jamie Shanks, AA-ISP Conference, February 5th, 2013

9. Technology
Listen. Engage. Persist.
9

10. What’s the cost of your
time?

11. 11
# of Supported Reps x Rep
Quota / Working Hours

12. $3,800+/hr. (asmp. 500K quota)
Knowledge Workers
12
Data.com vs. oDesk
– 60% vs. 80+% accuracy
Intern vs. outsource
– What’s the experience?
IT Security
– Encrypted Google Document

13. Social Randomness
Territory Management 2.0
13

14. Accounts follow the
Pareto’s Principle, right?
(Hopefullyyoucaughttheearliertip,butifnot,thinkbacktoStats101)
14

15. Right. 20% of activity
brings in 80% of the
desired result.
Source: Ernest O’Boyle Jr., Herman Aguinis - Revisiting the Norm of Normality of Individual Performance.

16. Who’s in your 25%?
Quartile Development
Step 1: Know your customer – LinkedIn Function, Datanyze, BuiltWith,
SimilarWeb, import.io, etc.
Step 2: Introducing the Random Function, adjust for standard deviation,
mean, median and quartile breakdown
Step 3: Upload your clean data with SFDC data wizard
Step 4: Prioritize your outreach – 5X5 programs for your bottom 25%

17. e: daniel@toutapp.com
t: @gaijindan