“Success is processional. It results from a series of small disciplines.” - Tony Robbins

“The old ways of on-boarding, training, and coaching sales teams aren’t working for a workforce whose expectations are rapidly evolving. Social, mobile, and real-time are the Table stakes for effective programs to drive change, learning, and productivity.” - Woodson Martin SVP products, salesforce.com

“7 of 8 companies failed to achieve profitable growth, although more than 90% had detailed strategic plans.” - Harvard Business School (Bain consulting study)

UNCOVER SALES SECRETS

TO MAXIMIZE BUSINESS

GROWTH!

View the full webinar here:!

Meet Your Experts:

Mark Roberge SVP Sales and

Services at HubSpot

@markroberge

Walter Rogers CEO of

CloudCoaching International and

Baker Communications

@walterrogers

Tony Robbins Author and Peak

Performance Strategist

@TonyRobbins

Barry Trailer Managing partner and co-founder of

CSO Insights

CSO Insights!

The 2 Millimeter Shift!

You don’t need to dismantle and rebuild your entire sales organization or attempt to transform the system overnight.!Source: CSO Insights and CCI!

What’s Different Between Coaching and Non-Coaching Firms?!

2x likely to be a trusted partner than non-coaching firms!!2x as likely to be viewed as a preferred vendor!!+17% hit their quota!!+24% forecast deals won!

Pathways to Growth!

“Success is processional. It results from a series of small disciplines.”!!-Tony Robbins!

The Three Pillars of Progress!

III. Get Into Action! Unlock &

Unleash Alignment & Integration=

Power

AchieveSuccess

ContributeCelebrate

MassiveAction

II. Get the Best Strategies/

Mentor/Tools/Map/Coaching

for Results

I. Get Laser-Focused, Make It Clear & Compelling

What?Why?

! ! !MASTER THE SALES TEAM MEETING!

Purpose: Team Goal Review and Alignment!

Nobody improves just by calling out a number. Within the environment of the sales team, conversation is the currency of growth. !

D2

Most Companies Align by Function!

MARKETING SALES Generate inbound leads Convert leads

Ø  Campaigns focused on Mary and Erin

Ø  Weekly Marketing status meetings

Ø  Targeting company-wide lead goals

Ø  Persona-specific sales processes

Ø  Weekly sales status meetings

Ø  Targeting person-specific revenue goals

Deliver Leads Deliver Customers

SERVICES Make customers

successful Ø  Product-specific services

process Ø  Weekly services status

meetings Ø  Targeting product-

specific customer success goals

HubSpot Aligns by Buyer Persona

Owner Ollie Team (1-100

employees)

Marketing Mary Team (100-2,000 employees)

Enterprise Erin Team (2,000+ employees)

Group Sales & On-Boarding 1-to-1 Sales & On-Boarding Multi-Level Sales & On Boarding

Ollie Marketing

Ollie Sales

Ollie Services

Mary Marketing

Mary Sales

Mary Services

Erin Marketing

Erin Sales

Erin Services

DISCIPLINE 2 !

! ! ! !LEARNING HUDDLES

! ! ! !RIDE-ALONG/ CALL-ALONG!

D3

D7

HubSpot Example:!!“FILM REVIEW”!

HUBSPOT EXAMPLE!

PERFECTING THE DEMO!

HUBSPOT EXAMPLE!

COACHING ON ONE SKILL!

! ! ! !MASTER 1:1 MEETING!D8

Strategy Story State

HUBSPOT EXAMPLE!

MEETING WITH MANANGERS AND HAVING METRICS DRIVEN!

HOLD SALES TEAM ACCOUNTABLE FOR EFFECTIVE COACHING!

Mor

ning

A

ftern

oon

1st Day of Month 2nd Day of Month

VP Meets with Director Ø  Review Skill/Development

Plans for each sales person

Director Meets with Manager Ø  Review Skill/Development

Plans for each sales person

Manager Meets with Sales Person Ø  Discuss qualitative performance Ø  Review individual metrics Ø  Co-Create Skill/Development Plan

Sales Person / Manager Independent Reviews Ø  Think through qualitative

performance Ø  Review individual metrics Ø  Think about Skill/

Development Plan

Diagnose the Skill Issue: Start at the Top!

* Data has been altered from actual HubSpot data for the purposes of this presentation

Each Color Represents a

Different Sales Rep

Diagnose: “Peal Back the Onion” on Metrics for More Insight!

Lead-Worked-to-Connect Ratio

Connect-to-Demo Ratio

* Data has been altered from actual HubSpot data for the purposes of this presentation

Co-Creating the Skill/Development Plan!

ONE-ON-ONE AGENDA

Ø Self assess qualitative performance

Ø Self assess quantitative performance

Ø Agree on a skill to work on – prefer one

Ø Co-create a development plan

Ø Schedule the plan

HUBSPOT EXAMPLE!

COACHING ONE SKILL!

THANK YOU!