5 Critical Tools For Your Sales Organization

Derek Grant @derekgrant

#Rainmaker2015  

Derek Grant FullStory

#Rainmaker2015  

A little about my history

#Rainmaker2015  

#Rainmaker2015  

2012-2013 2013-2014 2007-2012

Now I’m back at a Startup

#Rainmaker2015  

#Rainmaker2015  

Which “tools” will I be using?

#Rainmaker2015  

Tool #1 – Defined Corporate Culture

It drives everything an organization does: Our belief is that if you get the culture right, most of the other stuff will happen naturally on its own. -Zappos

#Rainmaker2015  

Our reputation and interactions have a big effect on how people perceive us. Attention to detail, technical knowledge, savviness, and aesthetics all matter. -FullStory

#Rainmaker2015  

“Our Team”

We “get s#!t done.” We deliver lot of high quality work output and high ratios of results to effort. We make the number. -HubSpot

#Rainmaker2015  

“Effing Effective”

Sustained B-level performance, despite ‘A for effort,’ generates a generous severance package -Netflix

#Rainmaker2015  

“Hard Work is Not Relevant”

Tool #2 - Voice & Tone

Word choice matters It’s important to think about our readers. Though our voice doesn’t change much, our tone adapts to our users’ feelings. -MailChimp

#Rainmaker2015  

Tool #3 - Training

Don’t set them up to fail Hire for passion and intensity; there is training for everything else. ― Nolan Bushnell

#Rainmaker2015  

Initial Training

Ongoing Training

#Rainmaker2015  

Tool #4 - Efficiency

Tools save time: My goal is to do the most with the least—get the maximum output with the minimum input. ― Jarod Kintz

#Rainmaker2015  

Tools we use

Tactics we use

#Rainmaker2015  

Tool #5 - Measurement

Track KPIs and Benchmark If you can’t measure something, you can’t understand it. If you can’t understand it, you can’t control it. If you can’t control it, you can’t improve it. ― H. James Harrington

#Rainmaker2015  

Activity Measurement

#Rainmaker2015  

Ramp Measurement

#Rainmaker2015  

In Closing

It takes time to develop tools, so focus on the important ones: #1 – Defined Corporate Culture #2 – Voice & Tone #3 – Training #4 – Efficiency #5 - Measurement

#Rainmaker2015  

Thank You!

#Rainmaker2015