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Next Generation Sales Leadership
Webinar | June 19th, 2018
PatChristineMax
Patrick MorrisseyChief Marketing Officer
Today’s Presenters
Christine MerrittFormer Channel Sales
& Biz Dev Executive
Max Altschuler Founder & CEO
Let’s talk about the stereotypes regarding Millennials
“We were born into a world where computers could travel with us…everything is mobile.”
Source: New York Times: Are You 21 to 37? You Might Be a Millennial.
Altify Business Benchmark 2018 - Decline in Sales Best Practices
Relative to 2017, there is a decline in the executionof key sales best practices.
63%69%
48%
FRONTLINE SALES TEAMS ABLETO EFFECTIVELY DO JOB
SALES PROCEES MAPPEDTO CUSTOMER
MAXIMIZING THE VALUEOF EACH DEAL
59%59%
46%
20182017 20182017 20182017
4% 10% 2%
The First Line Sales Manager
(The most difficult role in the company)
What’s different in managing millennials vs. other employees?
WHAT SUCCESSLOOKS LIKE
FOR MILLENNIALS
WHAT TOOLS AND TECHNOLOGY
ARE IMPORTANT FOR MILLENNIALS?
How do you successfully lead and coach millennials in sales?
WHAT ARE THE CRITICAL ELEMENTS
TO PROMOTE TO SALES LEADERSHIP?
Effective Front Line Sales Management = ResultsCompanies with effective front line salesmanagement report:
AVERAGEDEAL SIZE
DEAL SIZE WITHEFFECTIVE FRONT LINESALES MANAGEMENT
SALES CYCLE WITHEFFECTIVE FRONT LINESALES MANAGEMENT
87% larger deal size 12% shorter sales cycle
Top 3 keys to successfully manage and grow millennials for sales leadership
To do:1.Hire great people2. Sell3. Grow / promote
PatChristineMax
Patrick MorrisseyChief Marketing Officer
Q&A
Christine MerrittFormer Channel Sales
& Biz Dev Executive
Max Altschuler Founder & CEO
Altify: Unlocking Digital Sales TransformationAltify solutions help your team: • Win the deals that matter most• Identify whitespace and maximize revenue• Improve sales execution with guided selling
Accelerating sales execution for the world’s best sales teams
If you are not transforming your sales team, then good luck, because your competitors are… It should be a priority for any B2B sales force.
MICK HEGARTY Director, Customer First Faculty BT Business UK
To learn more about sales leadership and millennialsSales best practices and 2018
Business performance Benchmark Study:
Altify.com
Get Max’s new book, Career Hacking for
Millennials: getcareerhacking.com
Sales leadership, hiring, managing and developing
Millennial talentAltify.com/blog
Next Generation Sales Leadership
Webinar | June 19th, 2018