Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved The Secrets of Sales Management: How to Motivate your “A” Players & Eliminate your “C’s” #CoachingABC
May 13, 2015
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The Secrets of Sales Management: How to Motivate your “A” Players &
Eliminate your “C’s”
#CoachingABC
Proprietary and Confidential ©2013 OpenView Investments, LLC. All Rights Reserved
Agenda
• Inspiring a Sales Culture
• A’s, B’s, and C’s
• Auditing your team
• Motivation Behaviors
• Pipeline Review Techniques
• Coaching Framework
#CoachingABC
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• People are different, and require different coaching styles. • “A” Goal: 10% lift and retention.
• “B” Goal: Move them 1/3 to the right.
• ‘C” Goal: Quarantine and remove.
• People are different than you. • Coaching Requires tremendous commitment, but has immediate
impact • Develop a specific coaching plan for each rep • Imagine your reps are sales prospects • Apply during pipeline reviews, phone calls, meetings, listening in,
etc. • Focus on modeling to communicate expectations
#CoachingABC
Inspiring a Sales Culture
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#CoachingABC
Ask yourself…
#CoachingABC
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#CoachingABC
Ask yourself…
What kind of sales culture
do you have right now?
#CoachingABC
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#CoachingABC
Evaluate your team
A
B
C
B + B -
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Sales Rep inspection: • List each sales rep • List 2 things they excel with • List 2 things they struggle with • Rate each rep A, B, C
#CoachingABC
Evaluate your team
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Focus on the behavior you want to affect • Apply relevant coaching strategies to each rep • Commit to 15 minutes of coaching every day • Apply the “Pigeon Principle” • Coaching must be initiated by you
#CoachingABC
Evaluate yourself
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• Money • Recognition • Status
• Competition • Career advancement • Increased responsibility • Safety • Belonging
• Team/Company success
A, B, C A, B, C A, B, C
A, B A, B, C A, B B, C B, C
A #CoachingABC
Motivating your A’s, B’s, and C’s
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Money • Cash, tickets, prize choice, “lost”
afternoon
Recognition/Status • Family spiffs, executive emails
Competition • Team award, activity boards
Career advancement • Sales executive meeting,
competency spiff, presentations to other regions
Increased responsibility • Mentor/captain
Safety/Belonging • “Rent-a-manager,” family events
Company success • Executive exposure
#CoachingABC
Motivating your A’s, B’s, and C’s
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Roles Reward
• Catch them doing something right
• Speak deliberately • Tell them that you are
recognizing their behavior • Tell them what they did right • Tell them why it was right • Stop and be quiet • Thank them and tell them to
continue the behavior • Anchor with physical contact
Roles Reprimand
• Speak to them immediately and privately
• Speak deliberately • Tell them that you are
recognizing their behavior • Tell them what they did wrong • Tell them how that makes you
feel • Stop and be quiet • Tell them that you still value
them, just not the behavior • Anchor with physical contact
#CoachingABC
Motivating your A’s, B’s, and C’s
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• Goal is to transfer ownership • Insure that you have a common language • Constantly refer to their territory plans • Stay focused • Do not offer solutions • Drill 3x deep — “don’t know response” • Start at the back of the pipeline • Value and reward forecasting • Inspect the commitments/goals • Pre-determine the length of the meeting #CoachingABC
Pipeline Review
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Frame the POSITIVE
A The same
B The same
C The same
Select a GOAL
A Share goal
B Choice
C Withhold goal
Determine ACTIVITY
A Long term
B Choice of long or short
C Short term
Establish & capture RESULTS
A The same
B The same
C The same
CLOSE
A The same
B The same
C The same #CoachingABC
Coaching Framework
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• Know who is an A, B, C on your team to manage and motivate appropriately:
• “A” Goal: 10% lift and retention.
• “B” Goal: Move them 1/3 to the right.
• ‘C” Goal: Quarantine and remove.
• Identify the type of sales culture you want to inspire
• Establish ownership in pipeline reviews
• Coach goals not outcomes
#CoachingABC
Summary
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QUESTIONS? Ask away…
#warmcalling
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THANK YOU Connect with Jeff:
http://www.mjhoffman.com/
@mjhoffman & @YourSalesMBA
Our next webinar with Jeff will take place Wednesday June 6th, 2014 @ 12 pm EST
Screening, Recruiting, & Hiring Top Sales Talent
Thanks for joining us today!
Happy Coaching! #CoachingABC