SALES DEVELOPMENT PROGRAM ALIGNMENT WORKSHOP About Tenbound For more information Web: tenbound.com Phone: 415-944-7872 Social: @tenbound Tenbound is 100% focused on Sales Development. We help start or improve your Sales Development program through events, training and consulting programs. More meetings, more sales. Tenbound A well integrated and enabled Sales Development team can show amazing ROI to any organization through lead generation, qualification and brand evangelism, providing well suited sales opportunities to your sales team. Unfortunately, this doesn’t happen without dedication, investment and focus from the go-to-market organization as a whole. The most common mistake observed with failing and low performing Sales Development teams almost always boils down to a single, common theme: Misalignment. The Sales Development team is the first to respond to inbound inquiries and the initial voice exposing your products/services externally through outbound campaigns. Companies with the mentality of SDRs being little more than cold calling grunts are already setting themselves up for failure or underwhelming results. When these SDRs are siloed yet still expected to produce, it becomes increasingly difficult to meet expectations. Companies seeing value from Sales Development have spent the time and resources to engage and align with all relevant departments, ensuring expectations and goals are relevant and achievable, support and training are in place, and all parties involved understand the value that Sales Development is capable of realizing. Tenbound’s Alignment Workshops are designed to quickly surface and address structural, cultural and organizational issues and inefficiencies in regards to your Sales Development team(s). By bringing stakeholders from relevant teams together for a 1 day workshop, we will facilitate improvement through proven activities and discussion topics that will help align your teams to support and realize success from an efficiently integrated Sales Development program.
Transcript
SALES DEVELOPMENT PROGRAM ALIGNMENT WORKSHOP
About TenboundFor more informationWeb: tenbound.com Phone: 415-944-7872 Social: @tenbound
Tenbound is 100% focused on Sales Development. We help start or improve your Sales Development program through events, training and consulting programs.
More meetings, more sales. Tenbound
A well integrated and enabled Sales Development team can show amazing ROI to any organization through lead generation, qualification and brand evangelism, providing well suited sales opportunities to your sales team. Unfortunately, this doesn’t happen without dedication, investment and focus from the go-to-market organization as a whole.
The most common mistake observed with failing and low performing Sales Development teams almost always boils down to a single, common theme:
Misalignment.
The Sales Development team is the first to respond to inbound inquiries and the initial voice exposing your products/services externally through outbound campaigns. Companies with the mentality of SDRs being little more than cold calling grunts are already setting themselves up for failure or underwhelming results. When these SDRs are siloed yet still expected to produce, it becomes increasingly difficult to meet expectations.
Companies seeing value from Sales Development have spent the time and
resources to engage and align with all relevant departments, ensuring expectations and goals are relevant and achievable, support and training are in place, and all parties involved understand the value that Sales Development is capable of realizing.
Tenbound’s Alignment Workshops are designed to quickly surface and address structural, cultural and organizational issues and inefficiencies in regards to your Sales Development team(s).
By bringing stakeholders from relevant teams together for a 1 day workshop, we will facilitate improvement through proven activities and discussion topics that will help align your teams to support and realize success from an efficiently integrated Sales Development program.
SALES DEVELOPMENT REP (SDR/BDR) COACHING PROGRAM
About TenboundFor more informationWeb: tenbound.com Phone: 415-944-7872 Social: @tenbound
Tenbound is 100% focused on Sales Development. We help start or improve your Sales Development program through events, training and consulting programs.
More meetings, more sales. Tenbound
• How are the SDRs exposed to success/failure further down the sales cycle from deals they originate or are involved with? What opportunities and processes are, or should be, in place for shadowing/involvement?
Reporting, Data Analysis & Data Collection• Every team has their own metrics and
KPIs… but which of those are relevant to other teams? What data from Sales Development is currently reported out, how is it helpful, how does it align to other team’s goals and company goals overall, and what would be helpful to include moving forward?
SDR Enablement• How are we supporting our SDRs? How do
we ingest their feedback, questions and suggestions?
• Can they run demos? Can they discuss product/solution with confidence and accuracy? Can they ask the right questions to determine fit?
• Do they have access to the tools needed? Who is monitoring, shadowing and advising?
• If AEs were needed, are we preparing them as best as possible to fill that role?
The Theory of Constraints in Systems • Quick overview of Theory of Constraints
Journey Mapping• Where do your leads come from and
why. What are the touchpoints they are exposed to, and who from your team engages with them accordingly.
Process Mapping• Groups map out their understanding of
current processes and touchpoints, and compare amongst groups.
• Groups then map out the ideal processes with surfaced misunderstandings mapped to the Buyer’s Journey, exposing misaligned expectations and missing processes.
Team Development• Where does Sales Development fall
within your organization. What is the expectation of their role, and how does that scale with your company’s growth.
• Compensation, commission/rewards structure - how to motivate them and align rewards for success with team/company goals. Are their goals tied to post-meeting generation success, or just to fill as many meetings as possible?
• Training, coaching & career development - how can we translate success and tenure within Sales Development to fulfilling careers elsewhere in the organization if desired. What skills need to be demonstrated or developed to make this happen, and how can we communicate opportunities to the team.
SALES DEVELOPMENT REP (SDR/BDR) COACHING PROGRAM
About TenboundFor more informationWeb: tenbound.com Phone: 415-944-7872 Social: @tenbound
Tenbound is 100% focused on Sales Development. We help start or improve your Sales Development program through events, training and consulting programs.
More meetings, more sales. Tenbound
WHAT WE WILL DELIVERA report of our alignment workshop, summarizing the day and findings/action items
WHAT’S NEXT?Although there’s no obligation to engage after the initial workshop, we suggest at minimum scheduling a follow up assessment / review in 90-180 days after the alignment workshop to evaluate your team’s progress and revise as needed.
Tenbound is also able to transition directly into custom consulting and training programs with your team to help realize it’s potential, and implement the suggestions surfaced in your assessment.
• Identification of 3 major choke points in the current system - discussion.
Improvement Goal Setting • Group discussion on current choke points
and proactive improvement ideas.• Group discussion new goals for improvement
of the system and gains agreement.
Execution• The Importance of Naming - what will be the
name of this initiative?• Role assignment - who will be in charge of
driving this initiative?• Tracking - what will be the check-in cycle for
the initiative (meetings)?• Target dates - when will the next rev cycle
begin?
WHO IS THIS FOR?Leadership from Sales, Sales Development, Marketing, Sales Operations, Finance/HR/Compensation, Product Marketing, Product Management
