Sales Productivity Trends Presentation

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Sales Productivity Trends

Featured PresenterDr. Richard Rocco Assistant Professor DePaul University Center for Sales Leadership

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Rich Rocco| DePaul University

• Assistant Professor• Teaches inside sales and

sales strategy and technology courses• Conducts sales

effectiveness research • Center for Sales

Leadership• 20+ years of sales &

marketing experience



Dr. Rich Rocco – Assistant Professor

DePaulCenter for Sales Leadership



About the Center for Sales Leadership

One of the largest university sales programs in the world is at DePaul University (Chicago):• 25,000 students at DePaul University• 800-1000 students taking a sales

class/quarter• 200-250 annual sales graduates • 22 sales faculty• 13 distinct sales classes• 10+ years of leadership in sales education

Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister



Sales Effectiveness & Productivity What are the top drivers of selling effectiveness for organizations to increase productivity and performance?




Best In Class Perspective

Trending into 2015 we consistently see:

3 key drivers…

Of sales effectiveness which have the most significant impact on sales productivity and performance…..

Impacting Both Inside and field sales organizations




3 Key Drivers

#1 Defining & Developing Competencies

#2 Managing Turnover

#3 Defined Sales Process + Technology





What does this relate to?

Hiring +Training…Both for on-boarding of new sales reps + ongoing sales development training…..

Have you defined and/or updated your sales competency model across sales roles?

& Coaching… Inside and field sales organizations





How often do you receive or provide coaching?

½ day coaching per week…

Spending the time can yield significant gains…..

1.5-2x productivity Inside and field sales organizations




#2 Managing TurnoverWhat is your average annual turnover?

28% average turnover…

While some level of turnover is acceptable per one’s specific industry sector…..higher levels can be costly…

$114,000 Re-Hiring Costs & Lost Productivity





Do you have a formal sales process?

<50% follow one<35% can describe itDeveloping and following a defined sales process distinguishes best-in-class from their peers …

Process + Technology aligned how your

customer buysCopyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister




“You cannot manage what you do not measure”- Peter Drucker




#3 Your Sales Process + TechnologyManaging Your Pipeline and Sales Operations:

Alignment of sales process and technologieswith key KPI’sFurther distinguishes best-in-class companies from their peers in increasing productivity and sales performance…




Thoughts for you in 2015?• Defining and developing your key sales

competencies – connecting with your hiring, training, and coaching initiatives

• Driving and evolving a disciplined sales process and pipeline management with…

• Leading enabling tools and technology aligned to support your KPI’s

• And yes, more coaching…




Thank you for your timeLooking for more information about our sales program, research, training, and corporate partner community?

Read my co-authored Harvard Business Review article on “Teaching Sales”

https://hbr.org/2012/07/teaching-sales

Email me: [email protected]

Visit us at: www.salesleadershipcenter.com


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