managing a world class sales team partner n able june 2014
DESCRIPTION
How to build and manage a sales team that consistently achieves great resultsTRANSCRIPT
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Build and Manage Your
Dream Sales Team
Frank Colletti
Vice President of Sales, N-able Technologies
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It all Starts with the Funnel
40,000
Dials
2500
Leads
500
IP’s Booked
400
IP’s Completed
80
80%
20%
20% Close Ratio
• How many Funnels?
• New vs. Existing
• Avg. Completed /Rep
• Avg. deals Rep
• Avg. deal Size
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MSP Sales Funnel
1000
Dials
75
Leads
15
IP’s Booked
12
IP’s Completed
2.5
80%
20%
20% Close Ratio
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What you need to Build & Manage
a Sales Organization
1. Market, Customer & Profile Segmentation
2. Pre-Sales Tools & Lead Generation
3. Defined Sales Process
4. DNA of a Successful Team
5. Hiring, Training & Motivating Top Talent
6. Selling Strategies & Productized Offerings
7. Database Management CRM
8. Activity & Sales Management
9. Reporting | Key Metrics
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5
2500+
Enterprise
250 - 2500
Mid-Enterprise
75-250
Medium
5-75
Small Business
1-5
SOHO
Segmentation | Market
• Verticals
• Partnerships
• Target Decision Maker
• Geography ?
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Segmentation | Customer
• New Customer Acquisition – Value Proposition
– Competitive Differentiator
– Sales Approach
• Existing Customer– Upsell and Cross Sell
– Missed Opportunity
– Conversion
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Segmentation | Profile
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Pre-Sales | Lead Generation
• Lead Generation
– Business Directories:
• Manta, Yelp, Zoominfo, YellowPages , Business.com
– Social Media:
• LinkedIn, Twitter, Blogs, Forums
– List Sources:
• InfoUsa, Dun & Bradstreet
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Pre-Sales | Lead Generation
• Networking Events
– Chamber of Commerce
– Business Network International
– Entrepreneurs’ Organization (EO)
• Customer Referrals
– 1 per month
• Writing & Videos
– Blogs, case study, newsletters
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Pre-Sales | Tools • CRM Tools:
– PSA | Connectwise, Autotask
– Salesforce.com
– Microsoft CRM
– SugarCRM
– Act!
• Predictive Dialer System:
– PhoneBurner
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What Does Your Sales Process Look
Like? (N-able’s)
Raw Lead Initial
Technical/Trial
BP/ROI
Quote SentDeal Time CLOSED LOST
CLOSED WON
CLOSED FUTURE
OPPORTUNITY
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What Does Your Sales Process Look Like? (MSP)
Raw Lead Initial
Technical
Assessment
Business
Analysis
Proposal Deal Time CLOSED LOST
CLOSED WON
CLOSED FUTURE
OPPORTUNITY
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The DNA of Successful Sales Team • Inside Sales
– Focused on lead generation
– Prospecting & cold calling
– Books qualification meetings
• New Customer Acquisition Sales– Focused on new client acquisition
– Manages the entire sales cycle
• Account Representative – Manages the customer life
– Retention, cross sell, up sell
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Hiring and Retaining Top Talent
• Compensation Plans | Profile of Rep
• Recognition
• Awards
• Autonomy
• Presidents Club
• Star Awards
• Spiffs
– Weekly, Monthly, Quarterly
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Training Top Talent
• Weekly sales training
• Weekly content training
• New hire training
• Product training
• Training, training, training, training..……
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Selling Technology vs. Business Solutions
• Technology gets consumed when needed or purchased
• They purchase as much as they currently need
• They buy in the manner that preserves their cash
• You cannot push a technology purchase through the pipeline
• A business solution is an investment in their business
• It affects their profitability
• It has urgency
• It creates an emotional sale with need to purchase
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Productized Sales OfferingFully ManagedProactiveEssential A La Carte
Server - $100• Advanced Performance Monitoring
• Key Application Maintenance
• Scheduled Preventative Maintenance
• License & Asset Management
• Managed Anti-Virus
• Managed Backup
• Additional Support Billed at T&M Rates
Network - $25• Quarterly Network Health Review
• Firewall Management & Maintenance
• Router Monitoring
• Switch Monitoring
• Additional Support Billed at T&M Rates
Workstation - $20• Availability Monitoring
• OS & 3rd Party Patch Management
• Scheduled Preventative Maintenance
• Managed Anti-Virus
• Hosted Anti-Spam
$650/month $32.50/user/month
Proactive Options• Hosted Backup - $70 + $0.75/GB
• Managed Mobile - $5/device
• Managed Compliance - $4/IP
Per User - $199Cloud Services
• Virtual Online Workplace
• Application Management
• Microsoft Office Suite
• Hosted Exchange
• Backup & Disaster Recovery
• Secure Cloud Storage
• Mobile Device Access
OnPremise Services
• Workstation & Infrastructure
Management
• Managed Anti-Virus
• Unlimited Remote & Onsite support
• Guaranteed Service Levels
$3980/month $199/user/month
Cloud Services Options• Managed Mobile - $5/device
Server - $250• Advanced Performance Monitoring
• Configuration Management
• Key Application Maintenance
• OS & 3rd Party Patch Management
• Real Time Server Optimization
• Scheduled Preventative Maintenance
• License & Asset Management
• Managed Anti-Virus
• Managed Backup
• Managed Audit
• Unlimited Remote & Onsite support
Network - $65• Firewall Management & Maintenance
• Router Monitoring
• Switch Monitoring
• Unlimited Remote & Onsite support
• Monthly Network Health Review
Workstation - $60• Advanced Performance Monitoring
• Configuration Management &
Enforcement
• OS & 3rd Party Patch Management
• Real Time Workstation Optimization
• Scheduled Preventative Maintenance
• Managed Anti-Virus
• Hosted Anti-Spam
$1830/month $91.50/user/month
Managed Options• Hosted Backup - $70 + $0.75/GB
• Managed Mobile - $5/device
Supplemental
Billable Services - $100-$150/hour• End-user support (Helpdesk)
• Onsite & Remote Support
• Moves, adds, changes
• Project Planning
• Upgrades & Hardware
• After hours Support
Billable Services - $100-$150/hour• Project Planning
• Upgrades & Hardware
Billable Services - $100-$150/hour• End-user support (Helpdesk)
• Onsite & Remote Support
• Moves, adds, changes
• Project Planning
• Upgrades & Hardware
• After hours Support
Essential IT Support – Free• Light Monitoring
• Asset/Software/Hardware Reporting
• Branded Sys-tray Icon
• Remote Control
Managed Anti-Virus - $3/device• Integrated AV deployment
• AV Monitoring
• AV Updates
• Threat/Status Reporting
Managed Patch - $3/device• Windows Patch Management
• 3rd Party Patch Management
• Patch Reporting
Managed Backup - $100-$150/server• Integrated Backup Deployment
• Backup Management & Monitoring
• Capacity/Status Reporting
Hosted Backup - $70 + $0.75/GB• Offsite storage to a secure datacenter
Managed Mobile - $5/device• Mobile management, support & reporting
Managed Compliance - $4/IP• Monthly Vulnerability/Compliance
reporting
$50 - $250/month
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Database Management |CRM• All data should live in your CRM system
• Activities Tracked
– Calls, emails, tasks, notes
• Reporting
• Leads & Accounts Model
• Opportunities
• Sales Pipeline
• Revenue
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Activity & Sales Management
• Weekly
– To review the critical activities and pipeline
– To catch issues on deals quickly
• Monthly 1on1
– To analyses all aspects of the reps business
– From prospecting to close
• Monthly Pitches
– Have they lost touch
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Reporting
• Worldwide Sales Pipeline – Weekly/Monthly
• Deals at Risk
• Weekly Leads
• Presentations Completed
• CMT – Weekly/Monthly Report
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Summary • Get in the front lines and know your pipeline
• Work the pipeline with your reps
• Define the value proposition & sales process
• Consistency, Repetition, Execution, Value Proposition
• Productize your service offerings
• Implement weekly/monthly sales meetings
• Challenge your reps
• Don’t be afraid to upgrade your team