Sales Management Association Webcast Talent...

© Copyright 2015 The Sales Management Association.

Sales Management Association Webcast

24 June 2015

Presented by

Talent Analytics: The Sales Leader’s

New Competitive Edge

https://www.linkedin.com/profile/view?id=1438135


https://twitter.com/SolutionSelling




https://www.linkedin.com/pub/trevor-byrd-ph-d/11/672/4b1


About The Sales Management Association

Slide 2© 2015 The Sales Management Association. All rights reserved.

A global, cross-industry professional association for sales

operations and sales management.

Focused in providing research, case studies, training, peer

networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers,

academics, and practitioners.

Learn More: www.salesmanagement.org

http://www.salesmanagement.org/

Today’s Speakers


#SalesLeader

https://twitter.com/smassociation










© Copyright 2015 The Sales Management Association.

Sales Management Association Webcast

24 June 2015

Presented by

Talent Analytics: The Sales Leader’s

New Competitive Edge









52015 © Sales Performance International

The Sales Productivity Challenge for Sales and HR leaders

Why?

“86% of CSO’s expect to miss

their 2015 revenue targets”


Low Sales Productivity

Source: (Accenture)

7 - 12 Months Average Ramp-up Time(Sales Benchmark Index)

50% of new sales hires are a poor fit (Schmidt & Hunter)

X X X

Current Talent Talent Acquisition

70%

“Frozen

Middle”15% - Low

Performers

15% - Top

Performers


Productivity Improvers, or Overload?

Incentive

Compensation

CRM

Marketing

Automation

Gamification

Training &

Coaching

Social Media

Marketing

Analytics

Business

Intelligence

Proposals

Dialers

Benchmarking

Configuration

Meetings

Territory Alignment

Contract

Development

Marketing

Automation

Gamification

Training &

Coaching

Social Media

Learning

Platforms

Business

Intelligence

Globalization

Dialers

Information

Research

Meetings

Implementation

Procurement

Sales

Training

Sales

AnalyticsBusiness

AnalyticsCloud

Apps

Email

Notifiers

Mobile

ApplicationsSales

Analytics

Content

Development

Call Tracking

Data

Territory Alignment Account Management

Software

Sales

Analytics

Content

Platforms

Sales

Coaching

Assessments

Sales

Tools

TechnologySubscriptions

CRM

Configuration


Poll: What is your company investing in to

improve sales productivity?

o CRM / Sales Technology

o Business Intelligence

o Marketing / Sales Automation

o Training / Coaching

o Content Platforms


It’s Not Working!

“90% of sales training

has no lasting impact

after 120 days.” ES Research

“Sales quotas have risen nearly

33%, yet the percentage of reps

making their quota has fallen by

25%.” The Bridge Group

“Out of 100,000 salespeople,

4% sold 90% of the goods.” Harvard University Study

“Sales turnover across

industries averages 25%

annually.” CSO Insights


Guesswork Facts


TALENT ANALYTICS:THE SALES LEADER’S NEW COMPETITIVE EDGE


SUCCESS STORY

IMPROVED PRODUCTIVITY AT THE 4TH

LARGEST SOFTWARE COMPANY IN WORLD

The Impact: +26.1% in Sales Productivity

“The industry was growing, we were not…”


The Old Way

Limited Data + Limited Analytics = Guesswork

Personality

Data Only

Highlights a

Fraction of

Performance

Indicators

<17% of Sales Leaders

Use Analytics


The New WayTalent Analytics statistically pinpoint differentiators of High-Performers

Personality

Knowledge

Behavior Pipeline Business Results

Better Data + Talent Analytics = Facts


The New WayBetter Data, Sooner

The Competitive Edge

Fact-based Talent Decision-Making…Sooner!


The Practical Approach

Track Development

Progress Towards “Good”

Align Talent Hiring

with “Good”

Define what “Good”

Looks Like

Assess Existing Talent

Based on “Good”


20%-30% Sales Productivity Increase

$2M

$2.5M

60%

75%

$100M

$125M

Rev

/Rep

Quota

/Rep

Co.

Rev.


Poll: What could impact your sales productivity

in the next 6-12 months

o Hiring new sales reps?

o Deploying sales training?

o Launching new products?

o Pending merger or acquisition?

o Selling broader portfolio?

Choose all that apply


Sales Talent Optimization Checklist

Do you know what differentiates top

performers at your company?

Do you know which sales candidates

are your future top-performers?

Do you know where to target

development to maximize the impact

on your business outcomes?

Do you know the ROI of your

development investments?


SPI’s Approach to Increase Sales Productivity


Learn More…

White Paper Series on Talent Optimization:Global.spisales.com/TalentOptimization


• 1,100,000+ alumni

• 600+ global clients

• 175+ certified professionals

• 50+ countries

• 14+ languages

• 50+ industries served

• 27+ years in business

Recognition for

Sales Talent

Analytics

Solution

9th

Consecutive

Year

Optimize Global Sales Performance.

Accelerate Revenue Growth.

5th

Consecutive

Year

Questions and Discussion


Enter your questions in the

“Questions” box on the right

hand side of the webinar

application window.

Did we run out of time before we got to your

question? Presenters can follow-up with you via

email. Feel free to submit more questions if

you’d like an offline response.

#SalesLeader













What most often surprises

companies that implement this

kind of talent management

approach for the first time?

#SalesLeader













What hard behavior data, other

than results vs quota can you

capture? How much selling

time vs non-selling time?

#SalesLeader













Please elaborate on how you identify the attributes

of the best sales people? Is it through interviews,

observation, or just data? Can you give some

specific examples of the kinds of characteristics

that are identified in this step?

#SalesLeader













Can you give some specific

examples of the kinds of

characteristics that are identified in

this step?

#SalesLeader













I’ve been in transition currently and have taken several of these

assessments over the last two months. Many times I find myself

oscillating on an answer because either both options are

extremely applicable or both options are completely off base.

How do the effects of several answers like this effect the

outcome and how are these seemingly obtuse questions tied

back to behaviors?

#SalesLeader













Does this approach apply equally well to

Sales Managers and Sales People. What

are any unique issues related to manager

talent optimization that are important?

#SalesLeader











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