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Similaire à Accelerate Your Sales Machine in 40 Characters
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Accelerate Your Sales Machine in 40 Characters
- 1. MICHAEL HUMBLET Accelerate your Sales Machine
- 2. WHERE DO YOU START ?
- 4. Monday A day in the week of the head of Sales Tuesday Wednesday Follow up & coaching Team Call Individual calls 1h Document ACTIONS Consolidate all info Define Agenda Thursday Friday Reporting to Exco Individual calls Sales operations: pipeline Prepare material for Executive committee Exec committee Emails with Actions Customers Calls with sales to prepare Customer calls/meetings work on quotes approvals Internal working Meetings with department heads (product, support,…) Align with execs on outstanding issues & approvals Coach where problems arise Team Individual calls Pipeline Quote reviews Solve fires Beers with the team
- 5. Commit Best Case Lead Pipeline Closed Inquiry MQL & SQL Qualification Presentation Proposal Validation Negotiation Closed Won Marketing Qualified Leads (MQLs) Sales Qualified Leads (SQLs) Marketing and Telemarketing Mktg to Sales Lead Handover Sales Team takes lead responsibility Sales Opportunity Management through sales pipeline Opportunity either (1) converted by SDR or (2) entered by sales Create a measurable and predictable sales organisation Sales Framework
- 6. 1. Weighted Pipeline • Long term • Good on lots of deals • Hard to measure sales performance 2. Commit/Upside/Pipeline • Management of sales • Add human factor to forecasting • Yes or no question • Short term forecasts Commit/Upside add human factor to forecasting • Commit = we are sure we will get this deal • Upside = there is still some work to do, it might slip • Pipeline = 10%, early stages, there is something but will need a lot of work The art of Forecasting Michael@chaomatic.com
- 7. Reporting Yearly forecast Fiscal year: mix of product & services closed and forecasted Quarterly Forecast Quarterly based: commit/Upside versus target to see runway & asses risks Operational forecast Average timeframe Going from the ideation phase to the Go To Market phase Michael@chaomatic.com
- 8. Team setup Responsible for the region Sales Director Responsible for acquisition Sales Manager Helps Sales with expertise & technical knowledge Pre-sales Responsible for managing account Account Manager Michael@chaomatic.com
- 9. Tools CRM There is no sales life without Dashboards Consolidated views of life Confluence Operational management & tracking of actions Michael@chaomatic.com
- 10. Issues – problems - worries Strategic VS Operational Helicopter view versus getting your hands dirty Operational overhead Wasting endless time in systems: CRM, ppt, excel, … Living from crisis to crisis finding the balance between building and solving problems Michael@chaomatic.com
- 11. HOW DO YOU SCALE ?
- 12. Start-up SMB Enterprise Acceleration Set-up for acceleration by building and operationalizing your sales machine Innovation Set-up for innovation by applying start-up blueprints & optimize teams for growth Lay the foundation for growth by creating the blueprint for sales: market fit, pricing optimization, growth hacking, sales strategy & model Size & revenue Time 1 Foundation : Acquire Acceleration : Grow Innovation : Retain Setup for acceleration by building and operationalizing a sales machine: Sales hires, commission plans, measurement, KPI’s,… Setup for innovation by applying start-up blueprints & optimize teams setup for growth 2 3 2 1 3 Sales Strategy Foundation Lay the foundation and create the sales blueprints The Sales Acceleration Journey Michael@chaomatic.com
- 13. Services Pre-sales, consultancy, professional services,… Longtail Elephant Hunter Complexity Standard Custom Time & Cost of CAC What type of business do you want Michael@chaomatic.com
- 14. Different customers need different sales strategies Sales Model Sales Strategy Match your sales strategy to your CAC
- 15. # time Enterprise salesInternet sales Inside sales 9 – 18 Months0 – 3 Months 3 – 9 Months Enterprise Very Small Business Small & Medium Business Different types of customers Michael@chaomatic.com
- 16. How do you create Scale ? Segment the roles • Understand what each role means • Experiment & Learn each role • Document what you would teach when you delegate the role • Segment and delegate 1 Accountability • The right people • But you need to arm & feed them properly • OKR’s & KPI’s 2 Measure • Measure the steps to get there: Focus on the next step • Start with quantity evolve to Quality 3 Michael@chaomatic.com
- 17. How do you Accelerate ? ACTION - Start Don’t be perfect, start, iterate later…keep moving FOCUS – Learn to say NO Your customers will sell you into what they want MEASURE – The right things Look for the root causes, the causal reason is key Michael@chaomatic.com
- 19. How do you Accelerate: Pricing Strategies “People don’t like to be sold, but they love to buy” Jeffrey Gitomer’s + 10.000 € - Feature 3 - Feature 4 - Very Advanced Feature 1 - Very Complex Feature 2 + 10.000 € + 10.000 € Price Features - Feature 1 - Feature 2 Michael@chaomatic.com
- 20. How do you create Focus Focus on 1 segment of your market: Sales Sprints W 2W1 W 3 Setup W 4 W 6 W 2W1 W 3 Setup W 4 W 6 Execution Execution • FOCUS • ACCELERATE • OWN THE SEGMENT W = Week VOLUME => ITERATE => QUALITY => REPEAT Michael@chaomatic.com
- 21. What to measure Quantity Measure the activity & steps to get to a certain goal or KPI Quality Measure the conversion rates and final results. Michael@chaomatic.com
- 22. How many leads / contacts do you need ? 1 3 9 27 How many phone calls in average… ? • Lead gen ex: • 40 calls a day • Average 2 MQL, around 1 SQL • Database is key (contact quality) Calculating Sales Load: Work Backwards Michael@chaomatic.com
- 23. Sales, marketing or product ? Your next Hire? Sales Exec Account managers, business development managers. Focused to outside work SDR Sales Development Representative to scale business. Based inside Content / Marketing Creation of content, that delivers a great push. Inside based Michael@chaomatic.com
- 24. Salary “Measurement Drives Behavior” Pay for what you want • Acquisition VS Upsell • Recurrent versus One off Intrinsic Motivation • Ownership • Personal Growth Alternatives • Family / Friends principle • travel Michael@chaomatic.com
- 25. Outsource Automate CRM Focus on what you are good in and outsource where you can win time: Upwork,… Social Focus on a CRM to wins time and that automates. It needs to serve you not the other way round Content should be at your core. Michael@chaomatic.com
- 26. Controling the machine Trust Or you should not have hired them in the first place Random Control You are the manager, so you should randomly go along Feed the machine Not only with leads but also with hope and energy Michael@chaomatic.com
- 27. Scale VP OF SALES Focus HireAccelerate AutomateMeasure REPEAT
- 28. What is the impact ? “Chaomatic helped us doubling our MRR in less than FOUR months time. Thanks to their hands-on tips on sales management, recruitment, negotiation and pricing, we were able to kickstart our SaaS sales engine that is still going hard today." Just ask any of these Founders Michael@chaomatic.com
- 29. NEXT ACTIONS : Accelerate your Revenues Michael@chaomatic.com
- 30. All rights reserved. No part of this document may be reproduced, utilized, stored in a retrieval system, or transmitted in any form or by any means without the prior written permission of Chaomatic. The information, including any analyses, numbers, images, and pricing data contained in this document are non-binding and for discussion purposes only. As such, they are subject to adjustments and/or modifications at the sole discretion of Chaomatic. Any agreement is subject to the signature of a definitive final contract between Chaomatic and the recipient and the acceptance by the Recipient of Chaomatics’ terms and conditions. Legal notices and disclaimer
Notes de l'éditeur
- The VP of sales: how to build, run & accelerate a sales team even when you’re alone. A workshop by Michael Humblet focused on how to build and run a sales team even when you're alone. To give you a perspective I will go through a week in the life of a Vice President of Sales. We will then zoom in on how you can structure and focus your day when you are at the start of a sales team (aka only you in the beginning). We'll go through how to create the blueprint to roll out a team, measure yourself and your team, what is the first profile you would hire, how do you setup a team for growth, where do you focus, what type of sales profiles would you hire, commission schema’s, …
- You’re alone or have a small team 100 things come at you at once, next to selling you run operations, Where do you focus Sales can be faster You feel like every minute you’re being stretched Dali image ?
- Focus on 1 segment of your market. Own it: become the big fish in the small pond. A/B testing, experiment, iterate and keep moving
- Deal 1 Sales Qualified 3 Marketing Qualified 9 Contacts 27
- “How do you know if somebody had a management position”