Top Pitfalls that Keep Your Sales Team From Selling And How To · Top Pitfalls That Keep Sales...
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Top Pitfalls that Keep Your Sales Team From Selling – And How To Fix Them Bobby Edmundowicz Director of Worldwide Corporate Sales, Conga
Transcript of Top Pitfalls that Keep Your Sales Team From Selling And How To · Top Pitfalls That Keep Sales...
Top Pitfalls that Keep Your Sales Team From Selling – And How To Fix Them
Bobby Edmundowicz Director of Worldwide Corporate Sales, Conga
Built a Sales Team for Conga in 1 yearFrom 0 to 36 in 12 months, initiated SDR function
What kept me up at night:
• Are our new processes driving revenue?
• Are we getting to leads fast enough?
• Are my reps spending their time where they need to?
Top Pitfalls That Keep Sales Teams From Selling
It isn’t just about the number of reps…
It’s about how productive they are
with their time.
Top Pitfalls That Keep Sales Teams From Selling
Sales in the fast lane.
Our sales operation is:
• High volume
• High speed
Focusing on core selling activities is critical for keeping up.
Top Pitfalls That Keep Sales Teams From Selling
Simplify the sales process.
• Maximize- Direct customer
engagement
• Streamline- Support materials- Proposals
• Delegate- Non-sales activities
• Minimize- Travel time- Trivial work
SOLUTION:
Top Pitfalls That Keep Sales Teams From Selling
Optimizing sales performance:
Sales people are at their best with:
• Product training
• Sales supporting materials
• Time spent doing …
Sales people lacking one of these:
• = lost time
• = lost money
core sales activities
Top Pitfalls That Keep Sales Teams From Selling
Percentage of time sales people spend actually selling:
36%
Top Pitfalls That Keep Sales Teams From Selling
What is your sales team really doing?
of sales time spent on
non-selling activities
64%The Pitfalls:
Selling36%
Downtime7%Service Tasks
16%
Traveling7%
Internal Meetings
6%
Training3%
?25%
Top Pitfalls That Keep Sales Teams From Selling
The biggest time sink of all …
administrative tasks
These take up
25% of non-selling time
Top Pitfalls That Keep Sales Teams From Selling
Creating a more productive sales force:
• Optimize administrative processes, see huge improvement on sales productivity
• Create a happier, more efficient sales team
Top Pitfalls That Keep Sales Teams From Selling
Pitfall #1: Manual document creation
Sales documents:
• Proposals
• Quotes
• Contracts
• SOWs
• … and More
Top Pitfalls That Keep Sales Teams From Selling
The dark side of manual document creation:
#1: Copying and pasting = valuable time lost and errors
Top Pitfalls That Keep Sales Teams From Selling
#2: Inconsistent formatting and
branding = poor company image
#3: No visibility = document status ???
Solution #1: Automate Document Generation
• CRM information populates automatically
• Instant document production
• Formatted, templated documents
• Document saved in Salesforce
Results Benefits
= no more user error – clean documents every time
= time savings, more sales productivity
= professional, brand consistent documents
= visibility into document content & status
Top Pitfalls That Keep Sales Teams From Selling
100X PRODUCTIVITY INCREASE WITH CONGA COMPOSER
CHALLENGE: Building a scalable business with disparate legacy systems left Telnexus with disjointed document generation, inconsistent brand messaging and disjointed processes.
SOLUTION: “We’ve been able to use Conga Composer to leverage our entire business, so we’ve created all of our customer documents based on this technology. We’ve created a real-time information system…we’ve grown 100x in terms of productivity.”
Document generation – fast and simple:Top Pitfalls That Keep Sales Teams From Selling
Pitfall #2: Dirty Data
You need good sales data for:
• Task management
• Lead queues
• Pipeline management
• … and More
Bad data: missing and inaccurate data, inconsistent information, lack of pipeline insight, time wasted on administrative tasks.
Top Pitfalls That Keep Sales Teams From Selling
Solution #2: Data Optimization
• Work with Salesforce data – faster and smarter
• Quick, effective, accurate data updates
• Intuitive interface, single-screen views
• Easily view, act and report on sales information
Results Benefits
= 10x improved efficiency with data tasks
= clean, up-to-date, actionable data for visibility across your business
= drive Salesforce adoption and understanding
= vastly improve pipeline and sales insights
Top Pitfalls That Keep Sales Teams From Selling
Improving the Productivity of Every RepTop Pitfalls That Keep Sales Teams From Selling
Double Sales Productivity
SDR uses ActionGrid to double the amount of leads he can work in Salesforce.
“ActionGrid really makes your day and activity much more efficient. We’re typically working 750 leads per
week. That’s 100% doable through ActionGrid. Without ActionGrid, we’d probably be looking at half that
amount.”
Sales Coaching at ScaleTop Pitfalls That Keep Sales Teams From Selling
No More Missed Opportunities
Our AE changed her view of Salesforce as a cumbersome, annoying system to one that enabled her to be a better sales rep.
“With ActionGrid, I’ve got a really good snapshot of everything I’m working on so nothing gets lost. It’s a much easier way to keep my focus on what I’m working, and I’m not dropping the ball.”
A powerful combination: Doc Gen and Good Data
• Spend more time selling
• Automate the sales cycle, end-to-end
• Send out clean data in professional documents
• Execute large-scale tasks with ease(example: find and send quotes to all contracts renewing in 90 days – from a single screen)
= a seamless sales process, incredible sales productivity
Top Pitfalls That Keep Sales Teams From Selling
Talk to a Salesforce expert
today and get more
actionable ideas on how to
see a 100x improvement in
sales productivity:
THANK YOU
