Scaling Sales: Tips the YourSales Way

Jakob Thusgaard @ YourSales

Scaling SalesYourSales for Sales Hackers Amsterdam

January 29th 2015

Jakob Thusgaard, YourSales

360 Sales Professionals

61 Countries

Founder & CEO

2 Years in business

<Links/>

twitter.com/thusgaard

www.linkedin.com/in/thusgaard

www.yoursales.com

YourSales Industry Split

Information Technology

Finance

Media

Professional Services

Medical

Telecom

YourSales Regional Split

DACH (Germany, Austria,Switzerland)United States - Coast to Coast

France

Benelux

Nordics (DK, FI, NO, SE)

United Kingdom

(Animated)

Year: 10.000 B.C. (Ice Age)

Organisation: Tribal structure

Chief

Tool MakersGatherersHunters

Guru

The story about the

mammoth

(Vs.)

Høvding

Guru

Tool MakersGatherersHuntersMammoth

Chief

Mammut)

The Guru’s cunning

plan…

Speed = 15 km/t Distance = 10 meters

Chief

Mission

Survival

Line of businessHunt

Mammot

hs

CapabilitiesMove

QuicklyHit Target

Tools

Feet Spear

(Vs.)

2.000 years later…

(Vs.)

Høvding

Guru

Tool MakersGatherersHuntersMammoth

Chief

Deer

Hit Target

Mammot)

The Guru’s new cunning

plan…

Speed = 15 km/t Distance = 10 meters

Line of business

Capabilities

Tools

Chief

Speed = 15 km/t Distance = 10 metersSpeed = 30 km/t Distance = 20 meters

Mission

Survival

Hunt

Mammot

hs

Move

Quickly

Hunt

Mammot

hs

Hunt

Deer

Feet SpearBow and

Arrow

Performan

ce

Analytics

Mammot)

The Sales Director’s

cunning plan…

Line of business

Capabilities

Tools

CEO

MissionMarket

Leader

Hunt

Mammot

hs

Lead

Generatio

n

Hunt

Mammot

hs

Sell New

Product

Sales

ProcessSpearSales

Technique

s

Sales

Tools

Know Your Numbers

Budget * Authority * Need * Timing * Access = Win Rate

– Budget 0,4

– Authority 0,5

– Need 0,8

– Timing 0,3

– Access 0,05

– Win Rate 0,0024

• Sales is a numbers game...

How to Scale vs Time ?

• You need a Lead

Generator to gear

your profits !

• Do you have one

today?

– In-house / Out

sourced

– 100% Sales

Commission vs.

Retainer fee/Base

Salary

Take-aways!

Take-aways

1. Sales Organization Awareness

2. Know Your Numbers

3. Scale sales through lead generation

– Number of leads

– Average Deal Size

– Conversion rate

– Time to close

<Links/>

YourSales Bag o’ Trickshttp://tools.yoursales.com

Jakob Thusgaard

Founder & CEO, YourSales

Mobil: +31 646233271

E-mail: [email protected]

LinkedIn:

www.linkedin.com/in/thusg

aard

Thanks - Let’s Talk