Presentation on On-boarding inside sales reps

Sep 15, 20110 likes2,382 views

The four main areas of emphasis when on-boarding (or in-boarding) an inside sales team: Expectations, Sales process, Messaging, Practice.

Successful On-Boarding (or, In-Boarding) for Inside Sales TeamsAA-ISP, Atlanta ChapterSeptember 15, 2011 Adam J. ShapiroSalesReformSchoolAdam@salesreformschool.comwww.salesreformschool.com404-798-8397

ExpectationsConfidential and Proprietary

To expect too much is to have a sentimental view of life, and this is a softness that ends in bitterness.- Flannery O’Connor2011 Confidential and Proprietary©

DO2011 Confidential and Proprietary© ExpectationsKNOWEXHIBIT

Inside Sales ProcessConfidential and Proprietary

Why Process?If you can’t describe what you are doing as a process,you don’t know what you are doing.- W. Edwards DemingConfidential and Proprietary

The Ingredients:A documented set of repeatable sales activitiesThe Know-How:Consistent positioning of offeringsThe Taste Test:Objective assessment of progressLike a great recipe, your sales process should provide……resulting in a sustainable competitive advantage.Confidential and Proprietary

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Confidential and ProprietaryProspecting Scripts

Conversational Success and Other Stories

Open-ended “Getting to Know You” Questions

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Presentation on On-boarding inside sales reps

1. Successful On-Boarding (or, In-Boarding) for Inside Sales TeamsAA-ISP, Atlanta ChapterSeptember 15, 2011 Adam J. ShapiroSalesReformSchoolAdam@salesreformschool.comwww.salesreformschool.com404-798-8397

2. ExpectationsConfidential and Proprietary

3. Confidential and Proprietary

4. Confidential and Proprietary

5. Confidential and Proprietary

6. ExpectationsConfidential and Proprietary

7. To expect too much is to have a sentimental view of life, and this is a softness that ends in bitterness.- Flannery O’Connor2011 Confidential and Proprietary©

9. Inside Sales ProcessConfidential and Proprietary

10. Confidential and Proprietary

11. Why Process?If you can’t describe what you are doing as a process,you don’t know what you are doing.- W. Edwards DemingConfidential and Proprietary

12. Confidential and Proprietary

13. The Ingredients:A documented set of repeatable sales activitiesThe Know-How:Consistent positioning of offeringsThe Taste Test:Objective assessment of progressLike a great recipe, your sales process should provide……resulting in a sustainable competitive advantage.Confidential and Proprietary

14. Confidential and Proprietary

15. If You are Going to Wing-it, Do It Right!This phrase dates from the late 19th century and the verb 'to wing' was defined in an 1885 edition of Stage magazine:"'To wing'... indicates the capacity to play a role without knowing the text, and the word itself came into use from the fact that the artiste frequently received the assistance of a special prompter, who... stood... screened..by a piece of the scenery or a wing.”The phrase 'winging it' is used in print explicitly in 1933, although it must have been well-established before then, in a book that could hardly be better equipped to explain the meaning, Philip Godfrey's Back-stage: a survey of the contemporary English theatre from behind the scenes:"He must give a performance by 'winging it' - that is, by refreshing his memory for each scene in the wings before he goes on to play it." Copyright © Gary Martin, 1996 – 2011http://www.phrases.org.uk/meanings/412350.htmlConfidential and Proprietary

16. Confidential and ProprietaryProspecting Scripts

17. Inbound Interest Conversation Starters

18. Conversational Success and Other Stories

19. Open-ended “Getting to Know You” Questions

20. Why, Who, What, When, but start with Why

21. Metric and Value Searching Questions

22. Buyer and Opportunity Qualification QuestionsScripts or Conversation Tools

23. Confidential and Proprietary

24. The Practice CycleExecutePracticeRetrospectConfidential and Proprietary

25. Adam J. ShapiroSalesReformSchoolAdam@salesreformschool.comwww.salesreformschool.com404-798-8397Questions?Confidential and Proprietary