2017 0314.3 data-driven sales coachingsalesmanagement.org/web/uploads/pdf...limited training for...

Presented by

© Copyright 2017 The Sales Management Association. All rights reserved.

SalesManagementAssociationWebcast

14March2017

Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance

ChrisBucholtzContentMarketingDirectorCallidusCloudcbucholt@calliduscloud.com

KevinMannionGeneralManager,NorthAmericaDatahug,aCallidusCloudcompanykevin.mannion@datahug.com

© Copyright 2017 The Sales Management Association. All rights reserved.

About The Sales Management Association

Aglobal,cross-industryprofessionalassociationforsalesoperationsandsalesmanagement.

Focusedinprovidingresearch,casestudies,training,peernetworking,andprofessionaldevelopmenttoourmembership.

Fosteringacommunityofthought-leaders,serviceproviders,academics,andpractitioners.

www.salesmanagement.org

www.salesmanagementconference.com

2

16 – 18 OCTOBER 2017 ATLANTA

© Copyright 2017 The Sales Management Association. All rights reserved.

Today’s Speakers

3

ChrisBucholtz

ContentMarketingManager

CallidusCloud

cbucholt@calliduscloud.com

KevinMannion

GeneralManager,NorthAmerica

Datahug,aCallidusCloudcompany

kevin.mannion@datahug.com

Presented by

© Copyright 2017 The Sales Management Association. All rights reserved.

SalesManagementAssociationWebcast

14March2017

Data-Driven Sales Coaching: Using Analytics to Boost Your Team's Performance

ChrisBucholtzContentMarketingDirectorCallidusCloudcbucholt@calliduscloud.com

KevinMannionGeneralManager,NorthAmericaDatahug,aCallidusCloudcompanykevin.mannion@datahug.com

© 2014 CallidusCloud - Proprietary & Confidential

Agenda

1. The coaching landscape today2. Why coaching falls flat3. Making the next step in coaching4. Tapping into the data 5. How do you know it’s working?6. Keeping the cycle going

© 2014 CallidusCloud - Proprietary & Confidential

The coaching landscape today

● High priority for sales managers● Still largely reactive● Managers intuition applies● Training is a disconnected part of the process

© 2014 CallidusCloud - Proprietary & Confidential

Why Coaching Falls Flat

●Limited training for managers in coaching●Limited incentives for managers to get better at coaching●Inability to target coaching ●Intermittent coaching leaves salespeople unsupported●Wrong technology●Analytics still not applied correctly

© 2014 CallidusCloud - Proprietary & Confidential

Making the Next Step in Coaching

●Harnessing data●Employing analysis to understand when & what

●Combining technology with managerial talent●Benchmarks and evaluations of results and behaviors

© 2014 CallidusCloud - Proprietary & Confidential

Tapping into the data●Bad data = bad analysis●Before you can do analysis you must connect your systems●Two approaches: best of breed and integration, or a suite●More connections means more correlations

© 2014 CallidusCloud - Proprietary & Confidential

How do you know it’s working?

●Results●Changing behaviors●Customer feedback on

the buying experience●Coaching priorities shift

© 2014 CallidusCloud - Proprietary & Confidential

Keeping the Cycle Going

●Track behaviors●Introduce “self-coaching” options●Reinforce idea of coaching as an on-going activity●Be creative about how you employ the data

© Copyright 2017 The Sales Management Association. All rights reserved.

Your Questions

12

ChrisBucholtz

ContentMarketingDirector

CallidusCloud

cbucholt@calliduscloud.com

KevinMannion

GeneralManager,NorthAmerica

Datahug,aCallidusCloudcompany

kevin.mannion@datahug.com

© Copyright 2017 The Sales Management Association. All rights reserved.

Do managers tire of “KPI of the month” approaches?

13

© Copyright 2017 The Sales Management Association. All rights reserved.

Is it essential that coaches are also coached? Can sales coaching be successful where this isn’t the case?

14

© Copyright 2017 The Sales Management Association. All rights reserved.

Where should you start if your organization has bad data?

15

© Copyright 2017 The Sales Management Association. All rights reserved.

How do you coach things that metrics don’t point out?

16

© Copyright 2017 The Sales Management Association. All rights reserved.

Who should coach?

17

© Copyright 2017 The Sales Management Association. All rights reserved.

Thank You

ThankYou