7 sales time wasters to avoid
Post on 17-Oct-2014
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DESCRIPTION
Are your sales reps ready to start selling or are they wasting valuable time with inefficient tools and processes? In this presentation we cover how sales, marketing & the entire organization can help eliminate these leading factors in sales rep wasted time: Poor Sales and Marketing Strategy Poor Lead Generation Sources Slow Response to Lead Inquiries Too Few Attempts to Contact Leads Poor Training Coaching & Mentoring Poor Lead Management Processes Not Knowing Your Wins and LossesTRANSCRIPT
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7 Must Avoid Sales & Marketing Time Wasters for 2014
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• Mick Hollison CMO, InsideSales.com
HQ in Silicon Slopes, Utah
Leader in sales acceleration technology
3 years of 100%+ annual revenue growth
350+ employees – Inc. Hire Power winner
• Giles House CMO, CallidusCloud
HQ in Pleasanton, CA
Leader in sales and marketing effectiveness
650+ employees worldwide
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1. Poor sales and marketing strategy
2. Weak lead generation sources
3. Slow response to lead inquiries
4. Too few attempts to contact leads
5. Lackluster training, coaching & mentoring
6. Ineffective lead management processes
7. Not knowing your wins and losses
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Poor sales & marketing strategy
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• Ask the tough questions What is your core message and USP?
Who is your target buyer?
How is your product or service different?
What is your most successful lead source?
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Simon Sinek
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Renee Mauborgne
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7% Sales lost because territories are not properly
valued
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Weak lead generation sources
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90% of visitors on your website are anonymous
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• Provide a sustainable source of quality inbound leads
• Buy high-quality lists Costs 5-10% of the labor costs
Could be wasting 40% of reps time
• Use intelligent communications technology
Increase contact volume and rates
Predict lead value and contact-ability
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Slow response to field inquiries
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Too few attempts to contact leads
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20% Nurtured leads more likely to convert to
opportunities
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Lackluster training, coaching & mentoring
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17% Quota attainment increase with
3 hours a month of coaching
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Experiential
Coaching & Mentoring
Formal Education
McCall,
Eichinger,
Lombardo
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• Begin with onboarding experience
• Don’t depend on managers Hire role-based coaches
• Align coaching content to KPIs
• Cut sales rep ramp time by 50% from 4 months to 2 months
• Decreased product implementation time by 33%
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Ineffective lead management processes
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80% Of leads generated by marketing die and
remain dead because sales
doesn’t believe they’re “sales ready”
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• Typical model is finger-pointing between sales & marketing
• Time to initial contact is often 48 hours or more
• Automated lead management is essential
Lead capture
Lead scoring
Lead sorting
Lead tracking
Lead reporting
Lead source analysis
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Not knowing your wins & losses
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• Know sources of success & failure
• Monitor & record sales interactions in “real-time”
• Build a BI team
• Implement basic KPIs inbound
outbound
new account acquisition
revenue rep performance
• Build a sales operations center
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