Colleen StanleyFounder & President

Building A High Performance Sales Culture

The Sales Playbook

According to

%of salespeople

achieve their

sales quota!

Only

It’s Time for a New Perspective

Sales EQ Sales IQ

Sales Structure

Hiring and Selection

Lead Generation

Process

Sales EQ and IQ

0

1

2

3

4

5

6

Systematize the Sales Department

BDR/SDRAccount

Executive

Account

Management

Get the right people on the bus and in the right seats.

-Jim Collins

Self-Regard

Delayed

Gratification

Self-

Actualization

Self-

Awareness

Business

Development

Size of “deal”

Branding

Level of

Contact

“Every world-class sales force I’ve worked with puts great emphasis on coaching. They don’t just give lip service to coaching; they create systems and processes to make coaching happen. The best way to improve sales results is to make effective coaching happen.”

- Neil Rackham, Author of Rethinking the Sales Force

Sales Management

• Setting Strategy

• Developing

Channels

• Major Account Sales

and Relationships

• Manages Sales

Managers

Executive Vice President

• Hiring and Selecting

• On-boarding

• Training

• Coaching

• Documenting

Scripts

• Running Sales

Meetings

Mgr/Coach/Teacher

Good at analysis

Lifelong learners

Comfortable with accountability and feedback.

“CAREFRONTATION” Effective leaders

instill discipline and

STRUCTURE into

their sales

organizations.

❑Geographic – States, zip codes, regions

❑Vertical / Industry

❑Size – NAM, TAM (National Account

Manager, Territory Account Manager)

Someone must own every account.

Types of Sales Assignments

ONE SIZE FITS ALL

SALES QUOTAS

Prospects – 1M Customers - $750K

A

B

C

A

B

C

Prospects – 5M Customers - $750K

A

B

C

A

B

C

=______

=______=______

+0

-

=______

=______=______

+0

-

=______

=______=______

+0

-

New Business

$300K

Average

Transaction

$20K

= 15 New

Clients @

$20K

20 New Clients

Divide by Qtr

5 per Qtr

Existing

Business

$500K

Joe Smith

2017 YE - $500K

2018 GOAL

1M=

Client A

= $ ______ (3X)

= $ ______ 700K

Client B

Client C

X 30% close

2.1M

Pursuit Strategy

WHO is your ideal client? DEMOGRAPHICS PSYCHOGRAPHICS

• # Of locations/offices

• Niche – portfolio

• Size of company

• No RFP/Negotiated Work

• Current/future opportunity

•# Of employees/Revenue

•Transactional vs. value

• Growth

• Relationships / expertise

• In-house or outsource

• Shortcuts or do-it-yourself

•Learning/progressive

Leading Indicators Lagging Indicators

#___________Outbound/CC/Email/

LinkedIn#_____________

New leads created – 1st

exploratory call – move to

funnel

#___________ Speaking Engagements #_____________2nd meeting – Discovery

meeting - ‘sales conversation’

#___________ Networking / Associations #_____________ Proposals

#___________ Referrals – ASK client

#_____________ New opportunities converted

to closed business

= $____________________

#___________ Referrals – GIVE partners

#___________ Account Mgt. Review

#___________ Account Mgt. Sell LOB

Sales Activity Plan

3@$50K

6

16/mos

36/mos

$150K/mos4/mos

4/mos

4/mos

5/wk

2/mos

2/mos

125/wk

Sales Management Activity Plan

# _____ Recruiting calls/interviews – (People Pipeline)

# _____ Ride-a-longs – (Marketing Dept.)

# _____ Pre-call planning with salesperson

# _____Debriefing calls with salesperson

# _____Training and development meetings

SALES

PLAYBOOK

Task

Mitigates

Risk

Risk

Takers

LIKEABILITY

People

CautiousThinker

SteadyRelator

Driver

Influencer

Interpersonal

Empathy

Financial

Strategic

Personal

3 questions must be answered…

Impulse Control

Problem Solving

DelayedGratification

Willing

Able

Assertiveness

It’s Time for a New Perspective

Sales EQ Sales IQ

The Sales Coach is IN!

Questions??

Colleen Stanley@eiselling

julie@salesleadershipdevelopment.comwww.eiselling.com

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Sales EQ & IQ Blog

Sales EQ & IQ Ebooks

Colleen StanleyFounder & President

Building A High Performance Sales Culture

The Sales Playbook