www.connectleader.com Sales Productivity Trends Featured Presenter Dr. Richard Rocco Assistant Professor DePaul University Center for Sales Leadership
Aug 07, 2015
www.connectleader.com
Sales Productivity Trends
Featured PresenterDr. Richard Rocco Assistant Professor DePaul University Center for Sales Leadership
www.connectleader.com
Rich Rocco| DePaul University
• Assistant Professor• Teaches inside sales and
sales strategy and technology courses• Conducts sales
effectiveness research • Center for Sales
Leadership• 20+ years of sales &
marketing experience
www.connectleader.com
Dr. Rich Rocco – Assistant Professor
DePaulCenter for Sales Leadership
www.connectleader.com
About the Center for Sales Leadership
One of the largest university sales programs in the world is at DePaul University (Chicago):• 25,000 students at DePaul University• 800-1000 students taking a sales
class/quarter• 200-250 annual sales graduates • 22 sales faculty• 13 distinct sales classes• 10+ years of leadership in sales education
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Sales Effectiveness & Productivity What are the top drivers of selling effectiveness for organizations to increase productivity and performance?
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Best In Class Perspective
Trending into 2015 we consistently see:
3 key drivers…
Of sales effectiveness which have the most significant impact on sales productivity and performance…..
Impacting Both Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
3 Key Drivers
#1 Defining & Developing Competencies
#2 Managing Turnover
#3 Defined Sales Process + Technology
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#1 Defining & Developing Competencies
What does this relate to?
Hiring +Training…Both for on-boarding of new sales reps + ongoing sales development training…..
Have you defined and/or updated your sales competency model across sales roles?
& Coaching… Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#1 Defining & Developing Competencies
How often do you receive or provide coaching?
½ day coaching per week…
Spending the time can yield significant gains…..
1.5-2x productivity Inside and field sales organizations
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#2 Managing TurnoverWhat is your average annual turnover?
28% average turnover…
While some level of turnover is acceptable per one’s specific industry sector…..higher levels can be costly…
$114,000 Re-Hiring Costs & Lost Productivity
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#3 Defined Sales Process + Technology
Do you have a formal sales process?
<50% follow one<35% can describe itDeveloping and following a defined sales process distinguishes best-in-class from their peers …
Process + Technology aligned how your
customer buysCopyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#3 Defined Sales Process + Technology
“You cannot manage what you do not measure”- Peter Drucker
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
#3 Your Sales Process + TechnologyManaging Your Pipeline and Sales Operations:
Alignment of sales process and technologieswith key KPI’sFurther distinguishes best-in-class companies from their peers in increasing productivity and sales performance…
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Thoughts for you in 2015?• Defining and developing your key sales
competencies – connecting with your hiring, training, and coaching initiatives
• Driving and evolving a disciplined sales process and pipeline management with…
• Leading enabling tools and technology aligned to support your KPI’s
• And yes, more coaching…
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
www.connectleader.com
Thank you for your timeLooking for more information about our sales program, research, training, and corporate partner community?
Read my co-authored Harvard Business Review article on “Teaching Sales”
https://hbr.org/2012/07/teaching-sales
Email me: [email protected]
Visit us at: www.salesleadershipcenter.com
Copyright 2014 – Dr. Richard A. Rocco and David C. Hoffmeister
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