the quantified-self meets sales motivation
DESCRIPTION
Ambition CEO Travis Truett's Presentation at AA-ISP Boston Sept 2014. Cutting edge thought leadership for sales coaches.TRANSCRIPT
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State of the Union
● Millennials rapidly entering workforce● Technology has caught up to needs● CRM is mature, ecosystems catching up ● Social Era in full swing, Analytics Era next
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Measure. Motivate. Improve.
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You cannot manage what you cannot measure.
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Measure - A Primer
● Measure Verbs, Not (Just) Nouns● Identify the Metrics that Matter ● Monthly Weekly Daily Real-Time
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Do you know what your employees do every day?
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Verbs(Activities)
Nouns(Objectives)
What Employees Do What We Measure
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Find Your Moneyball Metrics.
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Moneyball: Step 1
Identify top and bottom performer with same experience level and job role.
Extra Credit: Use cohorts, not people
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Moneyball: Step 2
For each employee, calculate their monthly totals across pipeline metrics.
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Moneyball: Step 3
1. Divide verbs into nouns2. Order hybrid metrics by largest deltas
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Make the Move to Real-Time
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Measure - Summary
Hitting (and exceeding) quota starts with understanding daily behavior, tracking Moneyball Metrics, and exposing progress.
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Measure. Motivate. Improve.
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Be a Coach, Coach.
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Motivate - A Primer
● Create an Inclusive “Why”● Incentivize Progress across Process● Leverage Efficiency via Teams
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People Work for Why (Not What)
● Simon Sinek’s TED Talk● Create a cause and champion it ● Intangible > Tangible
** Multiplier effect with Millennials
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Motivate for Progress on Process
Build competitions and set expectations around multiple metrics, ideally a pipeline superscore.
● Little Wins = Increased Engagement● Reactivate employees milking large
accounts
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Many-to-Many Motivation (MMM)
● Teams go farther, faster.● Shift from few managers solely responsible
for encouraging many employees.
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Motivate - Summary
Create a compelling story around a reachable goal. Focus efforts on incentivizing consistent, small wins across teams.
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Measure. Motivate. Improve.
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Improve - A Primer
● Proactive Communication + Coaching● Continual Reassessment of Metrics● Healthy Mindset that Sales is Science
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How much time do you still spend in Excel?
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Push Notifications == Reports 2.0
Address behavior in real-time as inflection points occur throughout the day…
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Advanced Moneyball… Part 1
Thirty days ago you identified Moneyball Metrics, set expectations, and motivated through team-based competition.
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Advanced Moneyball… Part 2
Let’s look at what happened...
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You don’t know what you don’t know
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The System and the Salesperson
She’s just a great salesperson no longer cuts it, there is too much technology / data available.
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Productivity / Employment 1947-2011
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Improve - Summary
Productivity is incremental, technology-driven, and real. The answers are becoming increasingly discoverable to those who harness data and process.
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Measure. Motivate. Improve.