Top Takeaways from Revenue Summit 2017

Gabrielle Hughes
Content Marketing Manager

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Presented by Sales Hacker & #FLIPMYFUNNEL, Revenue Summit 2017 focused on the transformation of the B2B world. 2000+ High-growth sales teams (including our own!) gathered in San Francisco to discuss ways to build stronger and smarter sales teams in today’s competitive environment.

Throughout the conference, several sessions provided relevant content that can be applied to sales teams immediately. Here were some of our top takeaways:

Ramping and onboarding reps

Starting with your internal team, Sales Operations Managers from Slack, Segment, and Intercom discussed various ways to get reps up to speed at high-growth companies.

Don’t neglect tech training
Each company on panel uses modular, interactive software to teach their new reps about existing processes or ones that will be implemented. They also recommend rigorous testing and certification throughout training and to constantly check for comprehension.

Understand key actions required to close
Everyone on the panel agreed that ramp time to full productivity is 3 months at best, and can even stretch upwards of 4 to 6. So the question is: How do you know if new reps are on track before you send a stack of leads their way?  

Analyze all of the actions and customer profiles that most positively influence a close, and track those as leading indicators. From there, you can coach your new hires to success.

Train in a variety of ways
Classroom. Online. On-demand. Rep-to-rep coaching. Small group forums. Call recordings. Outside help. Use it all, or a combination of many and always solicit feedback from your reps on how well the training is working for them.

Moving upmarket

Once your team is moving and shaking, the number of deals you close will steadily start to climb. And when you’re ready to increase the size of deals you’re closing, Matt Cameron (Managing Partner at SalesOpsCentral), had some great ideas:

Don’t dive head first
When moving a rep up-market, have them ease into it. Budget for 80% of their number to come from core, high-velocity business while they spend the rest of the time taking home run swings. If they strike out, they still got 80% - but, if they hit, you get 120% - 150% or more.

Implement mid-market/enterprise process tactics
Having a client-confirmed action plan on file, limiting the number of opportunities, relationship mapping, and focusing on deal progression rather than activity can all increase success.

Make sure they can talk the talk
These reps must understand the basics of corporate finance. At the end of they day, they’re selling to C-Suite execs and your reps need to speak that language.

Customer success

As stated by customer success-driven growth consultant, Lincoln Murphy, "Enter the conversation already taking place in the customer’s mind.”

Discovery calls allow you to do this by figuring out what your prospects are looking for and then pitching solutions based on it.  Use this 'Success Potential' checklist to determine what’s best - and don't sign people up unless you can check all these off:

Is your solution a:

  • Technical Fit?
  • Functional Fit?
  • Competence Fit?
  • Experience Fit?
  • Cultural Fit?

Once your customer decides to buy, ensure your sales and customer success (CS) teams are in sync before the deal is even closed. Does the sales rep understand the customer’s desired workflows or sales process? Can they relay that information to CS? This solves retention issues and strengthens the quality of sales and expansion.

And once your customers are on board, never stop learning from them. Not only are they a wealth of information, customers are your best advocates and will provide credibility to other prospects.

Curious about other sessions from Revenue Summit 2017? Find out more here.

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