LEADING YOUR SALES TEAM TO PEAK PERFORMANCE

Dionne MischlerCEO, Inside Sales by DesignAA-ISP OC Chapter President

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BrightTalk Webinar: Managing v. Leading and Why They’re Differenthttps://drive.google.com/file/d/0ByDUCNdii43zempadmxJSHpGbEk/view

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WHAT SALES TRAINING ISN’T

1. Sales training is NOT product training

2. Sales training is NOT learning to use your systems

3. Sales training is NOT company orientation

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WHAT SALES TRAINING IS

1. Sales training is getting your team comfortable with your UVP

2. Sales training is getting your team ready to have a conversation

3. Sales training is creating an environment of learning for your team

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BASICBUILDING BLOCKSOFSUCCESS

ALIGNMENT Job Description

Hiring/NetworkingOnboarding/

Training

1:1’sTeam

MeetingsShadowing

PlaybooksExpectations/ReportingOr what I call your Sales Infrastructure™

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Keys to keep in mind:1. Goals2. Mission/Vision3. Culture creation and

reinforcement

Ask yourself:On a scale of 1 to 10; how strong is your framework?

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Goal

Purpose

Perspective

Clarity

Execute

Purpose | Perspective | Clarity | Execute™

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BY THE NUMBERS

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#1 Top Challenge for Sales Leaders

Training and Development

_% Manager’s Account for employee’s variance in engagement

70%

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1. How do you define your company culture?2. How do you define your team’s culture?3. And most importantly, does everybody know what it is?

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Keys to keep in mind:1. Effective Onboarding and

Training2. Sales Manager 1013. Coaching & Motivating your

Reps4. Reporting

Ask yourself:On a scale of 1 to 10; how strong is your framework and build out?

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ONBOARDING AND TRAINING

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WHAT SALES ONBOARDING AND TRAINING REALLY IS

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SALES ONBOARDING – NEXT STEPS

Make it a part of your Hiring StrategyMake it a part of your Team and Company DNADocument, document, document. Includes Product and marketplace information

Monday Tuesday Wednesday Thursday Friday Result

Paperwork/intro’s

Intro’s/downloads from Product,Marketing

Intro’s/downloads from other departments

Read, recapSales ProcessMessaging

Recap/mock-sales calls

Comfortable with value prop

Read, recap, shadow, tech

CRMSalesProcess

CRM/ToolsSales Messaging

Review with Leadership

Recap/mock-sales calls

Comfortable with VP in own words

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SALES TRAINING – NEXT STEPS

Make it a part of your OnboardingMake it a part of your Team/Company DNAIf you’re a start-up, take away the option and make it

mandatory and round robin the team – have them join webinars, read books, etc.

Document, document, document.What verbiage – email and voice mail – work (Sales

Playbook, anyone?ShadowingLive call feedbackCreate an editorial calendar with the team

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THE BASIC TABLE STAKE = CONSISTENCY

1:1 Example Agenda

▪ By the numbers: goal to quota attainment

▪ Activity metrics review

▪ What went well this week?

▪ What didn’t go well?

▪ What should you work on next week?

▪ What do you need me to do?

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NEXT STEPS AND RESOURCESWhy did you decide to become a Sales

Leader?

Examine these motivations very carefully

Grade yourself

What do you need to start doing?

What do you need to stop doing?

What type of Leader do you want/need to be for your team?

What actions are you taking to make this happen?

Create your overall Training, Coaching and 1:1 Calendar

What are the three adjectives you’ve come up with?

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REPORTING

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DASHBOARD BASICS – KEEP IT SIMPLE!!

Does what your reps look at align to their goals?

Same question for you

Can they at-a-glance, look at their dashboard and know where they’re at? (Both daily and monthly?)

Same question for you

Recommend setting up your dashboards and having your reps start their day there

We can’t improve what we’re not measuring and we certainly can’t pay on it.

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NEXT STEPS

1. Benchmark your current dashboards2. Identify areas of improvement3. Determine plan to fix 4. IMPLEMENT

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Keys to keep in mind:1. Is information accessible?2. Does everyone know where it

is?3. When what the last time you

revisited?

Ask yourself:On a scale of 1 to 10; how strong is your documentation?

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Keys to keep in mind:Coaching works!!!

Ask yourself:On a scale of 1 to 10; how often to you coach?

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WRAPPING UP

Culture starts and ends with the leadership

Build out your Sales Infrastructure

Identify your Ideal Candidate Profile (who’s at your table)

Create and implement your SALES Onboarding and Training Program

Identify and share (numerous times) the expectations

OVER communicate and provide feedback (more than once)

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RESOURCES

Copyright Inside Sales by Design 2014-2017

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WHO AM I?

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Professional

20 years in Sales and TechnologyBuilt first official Inside Sales team in 2007Today, CEO &Founder of Inside Sales by DesignPresident of AA-ISP OC Chapter since 2009

Personal

Born and raised in the Chicago Suburbs living in OCMarried 11 years; Mother to 2 childrenPassionate about Inside Sales and Education

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Dionne MischlerFounder, Inside Sales by DesignAA-ISP OC Chapter President

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Dionne.Mischler@InsideSalesbyDesign.com@DionneMischler