5 barriers that block salespeople from hitting quota

#AccelerateQTC @rbarsi

Ralph Barsi / April 14, 2016

5 Barriers that Block Salespeople from Hi4ng Quota

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•  Frequent speaker, writer, and teacher of sales development and inside sales •  Named by the AA-‐ISP as one of the industry’s most influenQal inside sales leaders in 2014 and 2015 •  Rock drummer and family man, and lives with his wife and three boys in the San Francisco Bay Area

Ralph Barsi, Senior Director, Global Sales Development, ServiceNow

“Man stands in his own shadow and wonders why it’s dark.”

Zen proverb

@rbarsi


79% OF SAAS SALES REPS MISS QUOTA 14% NEVER EVEN ACHIEVE 10% OF QUOTA QUOTA HAS RISEN 33% IN THE LAST 4 YEARS REPS HITTING QUOTA HAS FALLEN 25% Sources: SaaS Benchmark Report, Xactly (2014); Inside Sales Metrics & Comp Report, The Bridge Group (2015)

FACTS ABOUT SALES QUOTAS

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#1 OBSCURITY

#2 LACK OF FOCUS

#3 INACTIVITY

#4 NO CONVERSATION FLOW

#5 FAILURE TO KEEP IMPROVING

*They’re all self-‐imposed

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THE 5 BARRIERS*


The state of being unknown, inconspicuous, or unimportant

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#1 OBSCURITY


Help people learn about you •  OpQmize your social media profiles •  Share on LinkedIn, SlideShare, Twijer, Instagram, YouTube

Use social media as another way to reach your goals •  Recognize your customers, prospects, and team •  Use hashtags and tags to expand your reach •  Stay in the stream Hustle unPl you no longer have to introduce yourself •  Contribute more value than you consume •  Teach others what you’ve learned •  Earn a reputaQon of service for others, for your customers and industry

HOW TO OVERCOME OBSCURITY

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#2 LACK OF FOCUS

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If you chase two rabbits, they will both escape.


Actually write down your goals •  Consider the outcomes you want •  Make them measureable, keep them visible, be accountable

Own your day (or it will own you) •  Work on no more than 3 wildly important projects at a Qme •  Reach people you must speak to, as well as people you must hear from •  Do what must be done today, no majer what – work the prioriQes Measure your progress – daily, weekly, quarterly (think “x to y by when”) •  Know where the #’s need to be by when, then work backwards •  Pin notes to your monitor, schedule alerts in your calendar •  Build an individual dashboard in your CRM – stay in your own lane

HOW TO FOCUS

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#3 INACTIVITY

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Don’t just do something, stand there!


Make outbound prospecPng an acPvity, like fishing •  Don’t expect prospects to just appear – work hard to ajract them to you •  OpQmize all your tools & resources (CRM, sales intel, dialers, auto-‐emails, etc.)

Calendar your prospecPng & daily work •  Use the “bookends approach” to your weeks – every minute counts •  Mondays & Fridays = admin days, internal meeQngs; Tues-‐Thurs = phones!

Pick up the damn phone •  ConversaQons = relaQonships = pipeline = sales = referrals •  What you put into your work is exactly what you’ll get out of it

Every disappointment in your life is a result of not taking enough acPon •  Business leader, Grant Cardone, said that…

HOW TO BECOME ACTIVE

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#4 NO CONVERSATION FLOW

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The Police

With one breath, with one flow, you will know synchronicity


Make the conversaPon about them •  I challenge you to not menQon your company’s product in that first call •  Leverage sales intelligence to know when it’s Qme to engage

Consider every detail of your messaging •  From email subject lines to voicemails to emails to in-‐person, know your rap •  Keep your wriQngs brief, concise, and acQonable

Have the same conversaPon over and over, to build momentum •  Talk to the same Qtles, areas in the territory, & verQcals at one Qme Ask open-‐ended quesPons •  Is this a good Qme to talk? “No.” Now what? •  Are you currently using a product like ours? “Yes.” Now what?

HOW TO ESTABLISH FLOW

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#5 FAILURE TO IMPROVE

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If we did things we are capable of, we would astound ourselves

Thomas Edison


AnPcipate plateaus •  Raise your standards. Change your beliefs. Create new strategies. Sales leaders: Surround yourselves with winners and serve their teams •  Recognize your team, get to know them personally, help them develop •  Show your team the many great paths their careers can take

Sales reps: Stay in the present and master the role you’re in right now •  Embrace the grind, learn as if you need to teach someone else •  Work to improve yourself 1% a day •  Skills you master today will get used deep into your career

WAYS TO CONTINUOUSLY IMPROVE

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Ralph Barsi / April 14, 2016

THANK YOU!

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