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Arming Your Sales Force to Thrive in Times of Uncertainty
The document discusses the importance of multi-threaded sales approaches in North America, highlighting the significant turnover rates among decision-makers and sales representatives, which jeopardizes deal security. It emphasizes the financial and time costs associated with recruiting new sales staff and suggests that social selling can enhance relationships with both customers and employees. Key insights include the importance of utilizing networks for tracking job changes and connecting with decision-makers to mitigate risks in sales deals.
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Arming Your Sales Force to Thrive in Times of Uncertainty
- 1. Mike Derezin VP SalesSolutions, LinkedIn Arming Your Sales Force to Thrive in Times of Uncertainty
- 3. “I’m taking downmy number this week.”
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- 6. Multi-threaded 9% Single-threaded 65% Sales deals atNorth American companies What percentage of sales deals in North America are multi-threaded? 5+ connections 1 connection
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- 9. 1 in 5 Whatis the likelihood a decision-maker leaves their position within a year?
- 10. VP of Sales a bc d CMO CTO CIO Who will last the longest? 32 months 29 months 29 months 34 months
- 11. 1 in 4 Whatabout your reps?
- 12. Sales rep turnoverby experience Y E A R S E X P E R I E N C E 6-100-5 15+11-15 38% 32% 23% 17%
- 13. “It takes almost$30,000 and 7 months to recruit and train a new sales rep, the opportunity cost is far too great.” ABERDEEN RESEARCH
- 14. What happens whenyou combine the turnover of your reps with that of your customers?
- 15. 40%of our dealsare at risk
- 16. We’re hanging onby a thread
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- 20. How do weget from single-threaded to multi-threaded?
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- 22. Strengthening our relationships with customers Strengtheningour relationships with employees Social Selling can help
- 23. Doug Ruth, Jr. AccountExecutive NewVoiceMedia Amy Slater SVP of Worldwide Sales Ops Rovi Corp. Strengthening our relationships with customers Strengthening our relationships with employees
- 24. Doug Find key decision-makers ? ?? ? ? ? ? ? ? ? ? ? ?
- 25. “Using advanced search,I was able to find the right people in client success, professional services, and operations that I could concentrate my efforts on ” DOUG RUTH JR.
- 27. Doug Find key decision-makers ?? ? ? ? ? ? ? ? ? ? ? ? ?
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- 32. Stay on topof job changes
- 33. Walter Robinson hada job change Sr Sales Manager at BazaarVoice Say “Congrats!” to this newly promoted decision maker Sales Manager at Bank of America Previously – National Accounts Manager at AT&T Message 1h 1hAmy Nguyen had a job change Director of Sales and Marketing at Quantcast Say “Congrats!” to this newly promoted decision maker Director of Sales and Marketing at UnitedHealth Group Previously – Tech Strategy Manager at Nielson Message 1h 1h Megan Wilson had a job change Sales Specialist at Quantcast Say “Congrats!” to this newly promoted decision maker Sales Specialist at Quantcast Previously – Sales Specialist at BazaarVoice Message 1h 1h
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- 38. Amy Slater SVP ofWorldwide Sales Ops Rovi Corp. Strengthening our relationships with employees Doug Ruth, Jr. Account Executive NewVoiceMedia Strengthening our relationships with customers
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- 42. Top salespeople valueSocial Selling tools Top Salespeople 77% 59% Overall
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