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Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
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Receiving the email or phone call from your boss is never pleasant….
“All hiring is on hold un;l further no;ce.”
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Now, you have to make the rest of 2013 with the sales heads you have.
You MUST make the number with less than a full team.
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GeKng a hiring freeze from
corporate is out of your control.
What you do about it is not.
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Sign up for SBI’s 7th annual research tour:
“How to Make Your Number in 2014: A Sales Strategy You Can Execute”
It is an onsite session with you and your leaders.
By par,cipa,ng, you also receive our Hiring Freeze Survival Guide
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The Hiring Freeze Survival Guide is a 10 step guide you can
implement NOW to sell more with less people.
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In the guide, you will learn:
• How to keep the people you currently have.
• It will also help you answer the ques;on…
“Do I need a reten%on plan or
do I need a produc%vity driver?”
• How to make the number with your remaining sales people
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Missing as li]le as 5% of your budgeted team can cause you to miss the quota?
Did you know…
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There are 10 best prac,ces Sales VPs have taken to ensure this doesn’t happen.
The following are the top 5 of 10:
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#1 -‐ Sales Manager/VP field sales rides
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• Par,cipa,ng with your sales reps on field calls leads to increased revenue.
• By increasing the frequency you ride in the field, you will sell more business.
• It allows you the opportunity to coach and develop the sales rep further.
• When an execu,ve meets early in the buying process, win rates can improve up to 80%.
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• Keeping your current team is vitally important.
• Sales people like to be included in a team environment.
• Involving other team members in deal strategy discussions.
• Establish a fun atmosphere with good feedback channels
#2 – Team Culture Building
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Social Selling: • modern prospec;ng methodology
that fills the funnel with opportuni;es.
Training your sales team how to social sell will immediately improve
your sales pipeline.
#3 -‐ Social Selling Emphasis
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Storytelling in business…
#4 – Big Deal Strategy Reviews • Uncover where they are in the buying process.
• Figure out who is on the Buying Decision Team (BDT)
• Discuss and strategize how to neutralize the compe,,on, especially the compe,tor “Do Nothing”.
• Fill the pipeline with these big deals now and work the Big Deal Strategy Process
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#5 -‐ Virtual Bench Interviewing • The best Sales VPs are ones interviewing during the no hire period. • They are always looking to not only fill open posi,ons, but upgrade. • Prepare candidates knowing they won’t be hired for a certain ,me. • If you find one you like, nurture them. • This enables you to get someone on board shortly aYer the freeze is
liYed.
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Sign up for SBI’s 7th annual research tour:
“How to Make Your Number in 2014: A Sales Strategy You Can Execute”
It is an onsite session with you and your leaders.
By par,cipa,ng, you also receive our Hiring Freeze Survival Guide
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Get tac;cal with 5 best prac;ces:
1. Get the Big Deal Reviews on the calendar today. 2. Demand each one of your Sales Managers interviews a
candidate weekly.
3. Book a social selling training in three weeks. 4. Schedule your field rides with sales reps today. 5. Start team building today. Introduce gamifica,on to make it
fun, establish friends and get feedback to your sales teams.
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A hiring freeze is out of your control. But don’t let it affect you.
Use the 10 proven ac,ons
to make the number with less than budgeted sales people.
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No one will remember what circumstances lead to you missing
the number.
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No one will remember what circumstances lead to you missing
the number.
BUT THEY WILL REMEMBER
YOU NOT MAKING IT.
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Sign up for SBI’s 7th annual research tour:
“How to Make Your Number in 2014: A Sales Strategy You Can Execute”
It is an onsite session with you and your leaders.
By par,cipa,ng, you also receive our Hiring Freeze Survival Guide
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Learn More
If you don’t have a content management process or need help op,mizing your current one, Contact us to hear the rest of the story... Email -‐ [email protected] Phone -‐ 1-‐888-‐556-‐7338 Web: hdp://www.salesbenchmarkindex.com
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