Next Generation Sales Leadership

Webinar | June 19th, 2018

PatChristineMax

Patrick MorrisseyChief Marketing Officer

Today’s Presenters

Christine MerrittFormer Channel Sales

& Biz Dev Executive

Max Altschuler Founder & CEO

Let’s talk about the stereotypes regarding Millennials

“We were born into a world where computers could travel with us…everything is mobile.”

Source: New York Times: Are You 21 to 37? You Might Be a Millennial.

Altify Business Benchmark 2018 - Decline in Sales Best Practices

Relative to 2017, there is a decline in the executionof key sales best practices.

63%69%

48%

FRONTLINE SALES TEAMS ABLETO EFFECTIVELY DO JOB

SALES PROCEES MAPPEDTO CUSTOMER

MAXIMIZING THE VALUEOF EACH DEAL

59%59%

46%

20182017 20182017 20182017

4% 10% 2%

The First Line Sales Manager

(The most difficult role in the company)

What’s different in managing millennials vs. other employees?

WHAT SUCCESSLOOKS LIKE

FOR MILLENNIALS

WHAT TOOLS AND TECHNOLOGY

ARE IMPORTANT FOR MILLENNIALS?

How do you successfully lead and coach millennials in sales?

WHAT ARE THE CRITICAL ELEMENTS

TO PROMOTE TO SALES LEADERSHIP?

Effective Front Line Sales Management = ResultsCompanies with effective front line salesmanagement report:

AVERAGEDEAL SIZE

DEAL SIZE WITHEFFECTIVE FRONT LINESALES MANAGEMENT

SALES CYCLE WITHEFFECTIVE FRONT LINESALES MANAGEMENT

87% larger deal size 12% shorter sales cycle

Top 3 keys to successfully manage and grow millennials for sales leadership

To do:1.Hire great people2. Sell3. Grow / promote

PatChristineMax

Patrick MorrisseyChief Marketing Officer

Q&A

Christine MerrittFormer Channel Sales

& Biz Dev Executive

Max Altschuler Founder & CEO

Altify: Unlocking Digital Sales TransformationAltify solutions help your team: • Win the deals that matter most• Identify whitespace and maximize revenue• Improve sales execution with guided selling

Accelerating sales execution for the world’s best sales teams

If you are not transforming your sales team, then good luck, because your competitors are… It should be a priority for any B2B sales force.

MICK HEGARTY Director, Customer First Faculty BT Business UK

To learn more about sales leadership and millennialsSales best practices and 2018

Business performance Benchmark Study:

Altify.com

Get Max’s new book, Career Hacking for

Millennials: getcareerhacking.com

Sales leadership, hiring, managing and developing

Millennial talentAltify.com/blog

Next Generation Sales Leadership

Webinar | June 19th, 2018