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© Copyright 2017 The Sales Management Association. All rights reserved.
SalesManagementAssociationWebcast
14March2017
Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance
ChrisBucholtzContentMarketingDirectorCallidusCloudcbucholt@calliduscloud.com
KevinMannionGeneralManager,NorthAmericaDatahug,[email protected]
© Copyright 2017 The Sales Management Association. All rights reserved.
About The Sales Management Association
Aglobal,cross-industryprofessionalassociationforsalesoperationsandsalesmanagement.
Focusedinprovidingresearch,casestudies,training,peernetworking,andprofessionaldevelopmenttoourmembership.
Fosteringacommunityofthought-leaders,serviceproviders,academics,andpractitioners.
www.salesmanagement.org
www.salesmanagementconference.com
2
16 – 18 OCTOBER 2017 ATLANTA
© Copyright 2017 The Sales Management Association. All rights reserved.
Today’s Speakers
3
ChrisBucholtz
ContentMarketingManager
CallidusCloud
KevinMannion
GeneralManager,NorthAmerica
Datahug,aCallidusCloudcompany
Presented by
© Copyright 2017 The Sales Management Association. All rights reserved.
SalesManagementAssociationWebcast
14March2017
Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance
ChrisBucholtzContentMarketingDirectorCallidusCloudcbucholt@calliduscloud.com
KevinMannionGeneralManager,NorthAmericaDatahug,[email protected]
© 2014 CallidusCloud - Proprietary & Confidential
Agenda
1. The coaching landscape today2. Why coaching falls flat3. Making the next step in coaching4. Tapping into the data 5. How do you know it’s working?6. Keeping the cycle going
© 2014 CallidusCloud - Proprietary & Confidential
The coaching landscape today
● High priority for sales managers● Still largely reactive● Managers intuition applies● Training is a disconnected part of the process
© 2014 CallidusCloud - Proprietary & Confidential
Why Coaching Falls Flat
●Limited training for managers in coaching●Limited incentives for managers to get better at coaching●Inability to target coaching ●Intermittent coaching leaves salespeople unsupported●Wrong technology●Analytics still not applied correctly
© 2014 CallidusCloud - Proprietary & Confidential
Making the Next Step in Coaching
●Harnessing data●Employing analysis to understand when & what
●Combining technology with managerial talent●Benchmarks and evaluations of results and behaviors
© 2014 CallidusCloud - Proprietary & Confidential
Tapping into the data●Bad data = bad analysis●Before you can do analysis you must connect your systems●Two approaches: best of breed and integration, or a suite●More connections means more correlations
© 2014 CallidusCloud - Proprietary & Confidential
How do you know it’s working?
●Results●Changing behaviors●Customer feedback on
the buying experience●Coaching priorities shift
© 2014 CallidusCloud - Proprietary & Confidential
Keeping the Cycle Going
●Track behaviors●Introduce “self-coaching” options●Reinforce idea of coaching as an on-going activity●Be creative about how you employ the data
© Copyright 2017 The Sales Management Association. All rights reserved.
Your Questions
12
ChrisBucholtz
ContentMarketingDirector
CallidusCloud
KevinMannion
GeneralManager,NorthAmerica
Datahug,aCallidusCloudcompany
© Copyright 2017 The Sales Management Association. All rights reserved.
Do managers tire of “KPI of the month” approaches?
13
© Copyright 2017 The Sales Management Association. All rights reserved.
Is it essential that coaches are also coached? Can sales coaching be successful where this isn’t the case?
14
© Copyright 2017 The Sales Management Association. All rights reserved.
Where should you start if your organization has bad data?
15
© Copyright 2017 The Sales Management Association. All rights reserved.
How do you coach things that metrics don’t point out?
16
© Copyright 2017 The Sales Management Association. All rights reserved.
Who should coach?
17
© Copyright 2017 The Sales Management Association. All rights reserved.
Thank You
ThankYou
