Objective
The main goal for this workshop is to provide VPs of Sales and CEOs within the OpenView portfolio with actionable ideas and insight to build better sales organizations in 2012 within their companies.
Agenda
Day 1 – Wed, 01/11/2012
8:00am – 8:30am
8:30am – 9:00am
9:00am – 10:30am
Systematic Hiring Process
You are consistently hiring new sales people that suit your sales model and have the same mix of sales behaviors as your current high-achievers. Are you utilizing a standard assessment methodology and process to alleviate the emotional bias? Create correlation between top issues with sales and sales behaviors.10:30am – 10:45am
10:45am – 11:45am
Systematic Hiring Process Part 2
Review of the Devine sales model and quadrants and the participants individual assessments. Interactive role play on assessing their top and most promising players.11:45am – 12:30pm
Prospecting Systems
The process and behaviors by which you get in front of enough new prospect clients on a regular basis. This includes networking, strategic alliances, cold calling, referral generation, seminars and trade shows.12:30pm – 1:00pm
1:00pm – 1:45pm
Building Behavioral “Cookbooks”
A “recipe” for the specific prospecting behavior (from prior session) that must be done on a monthly, weekly, and daily basis to meet the plan and the goals, along with a method of tracking/measuring that behavior.1:45pm – 2:30pm
Forecasting Accuracy
Explore best practices surrounding building dependable revenue forecast that takes into account a ramp up of expenses as you add sales staff.2:30pm – 2:45pm
2:45pm – 3:30pm
Forecasting “Cookbook”
Participants will create their sales forecasting “cadence” of monthly/quarterly events that need to be completed in order to delvier a valid forecast.3:30pm – 4:45pm
Goals and Plans in Writing
How to create clearly stated and documented goals both professionally and personally for yourself and your team with a business plan or model that specifically states how you will attain them.4:45pm – 5:00pm
Day 2 – Thurs, 01/12/2012
7:30am – 8:00am
8:00am – 8:15am
8:15– 9:45am
Time Management
Participants will be provided with different approaches and techniques to improve their ability to manage their workload and priorities. The takeaway should be a newer approach to managing their time for sales excellence.9:45am – 10:00am
10:00am – 11:00am
Sales Data Capture and Use Part 1
Capturing of all the important information needed to understand your markets, pipeline and opportunities via your CRM.11:00am – 12:00pm
Sales Data Capture and Use Part 2
Rationalize the balance of effort to capture and use into your sales “Dashboard”.12:00pm – 12:15pm
Summaries & Documents
Extraordinary Sales Team Structure & Culture
There are several dynamics that can affect a sales team’s productivity and success. Teams that are properly motivated and compensated, for example, tend to be proportionately more productive. Or, if there is poor communication between managers and sales teams, it can adversely affect the company’s bottom line. This article from Brian Zimmerman shares the key tips to building a successful sales structure and culture.
How to Find and Hire Great Inside Sales People
How would you define the ideal inside sales candidate? Are they affable and engaging, intuitive and resourceful, or maybe confident and competitive? The best inside sales reps are all of those qualities and more. But how do you find and hire them? This article from Brian Zimmerman offer 7 suggestions to building your sales team.
Taking the Guesswork Out of Sales Team Compensation
As most CEOs at the expansion stage eventually find out, sales team compensation can be tricky. There are myriad questions that must be addressed to flesh out compensation plans that are fair for each position within your sales organization. Brian Zimmerman shares some advice on compensating VPs of sales, sales executives, inside sales reps, and lead generators in this article.
Labcast: Fostering Sales Accountability
Following our initial Sales Execution Forum, keynote speaker, Rich Chiarello sat down with Labcast to discuss creating a culture of accountability in your sales environment. Rich offers suggestions to CEO’s looking to hold sales teams accountable for hitting their goals and also provides a few watch out points to avoid.
