Embed Size (px)
DESCRIPTION
Ken Krogue, Founder and President of InsideSales.com and Gabe Larsen, Head of Systems Consulting at InsideSales.com team up to share seven years of research into best practices to help inside sales professionals address the 2 burning industry issues: more quality people and more quality leads. Slide Titles Background Definition of Inside Sales Inside Sales Industry Growth Sales Team Composition US Total Growth of Inside Sales Founding Case Study Qualification Modes: BANT vs ANUM vs RANDUM CLOSERS Model: Marketing, Skills, Sales Ops Sales Acceleration Research: $2280 Spend per Sales Rep Annually Contact Methods Used Daily Communication at Work Constantly Contacted: At Work Hard to Reach: Preferred Method We Believe in Email My first email... Gabe's Section Top Management Challenges 2013 Only 5% using predictive analytics for hiring Moneyball Oakland A's annual payroll Oakland A's Wins 2012-2013 Cost Per Win Billy Beane - The numbers don't lie Skills or Talent GPA & Test Scores are worthless Sales Indicator scoring Funnel Baseball hiring cards Talent Accelerator InsideSales.com Offers Contact information: Ken & Gabe
Citation preview
Benchmarking to Solve the 2 Critical
Issues of Inside Sales: Hiring & Leads
Background
#1 Blog Forbes ContributorUS Naval AcademyFounder:
InsideSales.com
Ken KroguePresident
InsideSales.com #1Goldman Sachs
Gallup Consulting
Definition of Inside Sales
Inside Sales is Professional Sales Done Remotely
Inside Sales Industry Growth
2011 2012 2013 20140%
10%
20%
30%
40%
50%
60%
70%
19.8% 19.1% 18.8% 18.9%20.4% 20.5% 21.0% 21.1%
59.8% 60.4% 60.2% 60.0%
Outside Inside Retail
Sales Team Composition
2011 2012 20130%
20%
40%
60%
80%
49.3% 48.2% 47.3%50.7% 51.8% 52.7%
Outside Sales Reps Inside Sales Reps
US Total Growth of Inside Sales
2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 20200
1000
2000
3000
1,974 1,9682,202
2,339 2,381 2,424 2,466 2,509 2,551 2,594 2,636
Non
-Ret
ail I
nsid
e Sa
les
Reps
(t-ho
usan
ds) 42,400 New Inside
Sales Reps Per Year
170
Founding Case Study
Flat Growth (benchmark)
12Outside
4Inside Sales
4Lead Gen
Number of Calls:Number of Appts:
20
.5
170
2.5
8.5x Increase
6.5
350
5xIncrease
13x Increase
Qualification Models
A = Authority
N = Need
U = Urgency
M = Money
NEW…
B = Budget
A = Authority
N = Need
T = Time
OLD …
R = Rarely
A = Any
N = Need
D = Decision
U = Urgency
M = Money
COMMON…
CLOSERSTM Model
C = CampaignL = List / LeadsO = OffersS = SkillE = EffortR = Reporting / ResultsS = Systems
Marketing
Sales Training
Sales Operations
Sales Acceleration
$2,280 Per Rep Per Year
Office
Pho
ne
Mob
ile P
hone
Voicem
ail
Face
to Fac
e
Online
Instan
t Mes
sage
Text
Mes
sage
Link
edIn
Fax
Face
book
Twitt
er
Vide
o Cha
t0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%96%
80%
61% 59% 58%
31%26%
14%10%
5% 4% 3%
63%
29%
42%33%
12% 13%
28%
8%4% 7%
1% 2%
At work Outside work
Contact Methods Used Daily
Emai
l
Mob
ile P
hone
Text
Mes
sage
Voicem
ail
Office
Pho
ne
Link
ed-In
Onlin
e In
stan
t Mes
sage
Face
book
Twitt
er
Vide
o Cha
tFa
x0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
72%
39%
67% 83%
28% 31%
8% 10% 12%
84% 79% 81% 86%
17%
49%
18%15% 17%
Likely to Respond Preferred Contact Method
98%
93%
25%
Communication at Work
Constantly Contacted: At Work
0%
25%
50%
75%
100%
Hard to Reach: Preferred Method
0%
25%
50%
75%
100%
We Believe in Email…
My first email…
Opens Click through Forwarded0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
49.1%
22.0%
9.0%
AA-ISP
48%57%
Leads Hiring
Top Management Challenges
2012
78%
54%
Leads Hiring
Top Management Challenges
2013
Among companies with 25,000 or more
employees, only
5% are using predictive analytics in human
resources.
Oakland A’s Annual Payroll 2013
New York Yanke
es
Los A
ngeles Dodgers
Philadelphia Philli
es
Boston Red So
x
Detroit T
igers
San Fr
ancisco
Giants
Los A
ngeles Angels
Chicago W
hite So
x
Toronto Blue Ja
ys
Wash
ington Nationals
St. Lo
uis Card
inals
Texas R
angers
Cincinnati Reds
Chicago Cubs
Baltimore O
rioles
Atlanta Bra
ves
Arizona D
iamondbacks
Milw
aukee Bre
wers
Kansas C
ity Roya
ls
Pittsb
urgh Pira
tes
Cleveland In
dians
Minneso
ta Twins
New York M
ets
Seattle M
ariners
Colorado Rock
ies
San D
iego Padres
Oakland Athletics
Tampa Bay Rays
Miami M
arlins
Houston Astr
os $-
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
Payroll
http://www.sportingcharts.com
Oakland A’s Most Wins 2012-2013
http://www.sportingcharts.com
Cost per Win
Houston Astr
os
Tampa Bay Rays
Cleveland Indians
San Diego Padres
Kansas City
Royals
New York Mets
Baltimore Orio
les
Milwaukee Brewers
St. Louis C
ardinals
Texas R
angers
Boston Red Sox
Toronto Blue Ja
ys
Los A
ngeles Angels
Chicago W
hite Sox
Los A
ngeles Dodgers
$-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
Cost per Win
Billy Beane – Oakland A’s
The numbers don’t lie…
6’4” 200 lbs, 23rd pick 1st round 5’10” 160 lbs 314th pick 13th round
3x All-StarWorld Series ChampionSilver Slugger Award
Skills or Talent?
• Ivy League school • 10+ years
experience • 3.0 GPA• Fortune 500
• Endlessly resilient• Hunger to learn• Highly competitive• Desire to be the
best
Skills & Experience
Talent
“GPA & Test scores are worthless when
predicting performance”
Laszlo Bock – SVP People Operations at Google
AmbitionAn intense desire
to be successful in sales
ResilienceThe ability to manage adversity during the sales process
EmpathyThe ability to
comprehend the state of a prospect
OpennessA passion for expanding one’s understanding
Talent
Mon
eybal
l Hir
ing
Talent
Experience
Culture
Skills
Pre-Screen
Overview
Audition
Interview
Talent Accelerator
HireRecruit Onboard Coach Engage
InsideSales.com Offers
Get Your Own 7-Tier Benchmark
Try Out Sales Indicator
forbes.com/sites/kenkroguekenkrogue.comlinkedin.com/in/kenkrogue@[email protected]
Let’s Connect!
Q&Agabelarsen.com
linkedin.com/in/gabelarsen
@gabelarsen
