A Decade of Learning

For a bit more than the last decade, my career has focused on data and data visualization within sales, marketing and finance.   From understanding data architecture and database design to deploying insightful and effective reports to teams across the organization, I have come to appreciate the profound role data plays in today’s highly competitive marketplace.

Understanding how to use data and integrating it into one’s daily routine is a challenge for many.  As I reflect back on my career and the challenges for sales reps and analysts ahead, I chose to shift gears and focus on sharing my experiences with a greater audience.

Saalun - Sales Analytics University for Reps and AnalystsWith the purpose of sharing my skills, I created Saalun.  Saalun is short for Sales Analytics University.  The subscription based service is geared toward sales reps and analysts.  While sales leadership can also benefit, the product is to help reps get the training they need without relying upon corporate leadership to provide it.

While we are just launching an early preview, we will open the doors in Q4’17 with content, newsletters, webinars and podcasts.  Head over to our site and signup for notifications, early previews, and the latest news on this exciting project.

3 Parts to a Sales Compensation Program

Sales Compensation is not easy.  Throughout my career, I have seen plans which break the sales budget to plans which do are insulting to the rep as they pay too little for a lot of work.  I refer to sales compensation programs as a form of art which requires a bit of science.

3 Parts of Sales Compensation Program

Science is pretty easy as it is understanding how your team should be selling your product and how it translates to the pipeline and corporate goals.  This understanding translates to key performance indicators (KPIs) which one can use to monitor rep performance and team performance.

The art plays in as you develop the actual plan and which KPIs enter that plan.  Average Deal Size, Number of Meetings, or Conference Attendees may not necessarily be the best indicators of sales.  With a mix straight sales revenue compensation (say 2%) and additional kickers and bonuses, the art of using plan structure for influencing rep behavior can take trial and error to get right.

Finally, the best compensation programs leverage transparency, reporting, and recognition. This is plan implementation where making sure the rep understands their KPI progress and how it translates to their paycheck.  Regular reporting and team leaderboard distribution are essential, motivating and drive revenue. A proactive analytics program can ease the calculation and payout of compensation at the end of the quarter.

As a specialist in the field, I encourage you to follow Spiral Analytics, my consulting firm dedicated to sales team optimization and small business promotion.  Follow us on Facebook

 

 

 

Building Confidence in Your Customers

One of the most important qualities to companies is that their customer have confidence in their product.  So, how do you build confidence in your customers?  Simple, honest, heart-felt interaction.

Selling
When you interact with a customer, whether it is online, via email or phone, remember that you are NOT selling a product.  You are selling a relationship built of trust from human to human.  Discussing the customer’s needs and your product’s abilities in common terms is the best way to the customer’s heart. Throwing in some simple compliments too won’t hurt.  Even if the customer does not buy, you still want them to walk away with warm fuzzy feelings that you helped them

CRM

Remember, customers are human and do not like unexpected occurrences. Communicate with your customers frequently regarding product upgrades, changes, service windows, and even outages.  No one likes being left in the dark.  Look at it as an opportunity to have fun and communicate in creative ways. When something goes wrong, be creative with your apology. Heck, who can get angry at Twitter’s whale or Cox’s Digi. The more effort you take to talk to the customer and inform them, the more they know you care and that is confidence inspiring!

Retention
Let your customers go, but be sad about it. Holding a customer hostage is not going to help them or your business. Allowing your customers to leave when they want, opens up the front door and builds their confidence.  No one will buy a car that they are going to be stuck with.   When they cancel for reasons within your control, listen, listen, listen. While you lost them now, making it clear that you heard them loud and clear during cancellation gives them confidence in returning later.  Let them leave on a heart-felt, positive conversation.

By following some simple rules, you can build an overwhelming amount of confidence in your customers.  So much so, referrals may some drive more business than your outbound marketing campaigns.  If so, this is the best compliment a business can have… you know your customers are confident in your business, interactions, and product.