Meetings can be the most or least productive part of your day. Rob Jeppsen, CEO of Xvoyant, gives insight into holding meetings that are timely, involving, and most of all, relevant to participants, You can read the article in Forbes here, in Inc. here, or in the Huffingotn Post here, or the full text is included below.
While firms continue to spend billions of dollars in sales stack technologies to improve rep decision-making and productivity, very few dollars hit their mark. According to the Garner Group and Accenture’s Sales Performance Optimization Study, as much as 85% of all deployed sales tools failed to improve sales performance. Today sale leaders and reps are inundated with a variety of technologies to make sales leaders and reps smarter. Yet according to a recent study by CSO Insights, we continue to see sales quota attainment decline for the fifth straight year. Why isn’t sales technology improving rep performance and making reps more successful?
Over the years I have witnessed the complexity of having to deliver rapid growth while having to deal with radical changes in the sales process, managing the performance of a new breed of technology aided sales professionals, in a fiercely competitive market. To make matters worse success is expected to happen in months. Who is shouldering this burden? The VP of Sales!
We all want to make a difference. We all want to be relevant. Sometimes, however, it can be difficult and sales coaching is one place where it is extremely hard. We recently did a training for one of our customers and during the session, one of the sales reps approached us. He was a star performer for the company, but he had some concerns about coaching. He told us, “If you are going to help me get a deal, that’s great. But if are going to put me in a room and talk to me about generic stuff, I don’t have the time or patience for that.” As a coach who wants to help everyone on your team, how do you ensure that you are relevant?
Do you coach your entire team? Or, like most coaches, do you concentrate your efforts on one or two groups of reps? Or maybe you coach only poor performers and when it comes to reps hitting quota, you just get out of their way. So, how do you know where to allocate your time? Because as we all know, a sales manager’s time is scarce at best.
I'm pumped to be speaking at Dreamforce in multiple sessions again this year! I have been asked to share a blueprint for the world's greatest sales coaches. This presentation will share some killer case studies based on some of the most innovative and successful approaches to sales coaching. I'm really looking forward to sharing how you can use Salesforce to help your team intentionally improve and do it faster than you might think is possible.
The days of reviewing a sales rep’s pipeline briefly over lunch and calling it coaching are long gone. Today’s best sales teams have developed methodologies that have transformed coaching and the effect has been seen on the corporate bottom line. In fact, high-performing firms provide 15 to 20% more coaching compared to other firms (Measuring Sales Management’s Coaching Impact, The Sales Management Association), and according to CEB, coaching can improve sales productivity by a whopping 88%. But, those figures are for sales teams that are following best practices. Proper coaching requires cadence and adherence to proven processes in order to be effective.