1. Lauren Bailey Founder & President

2. Learn Share Network LB’s Top 10 Report

3. #LS15 Who is Factor 8? Benchmarking Custom Sales Training Leadership Development Consulting Coaching As A Service Service Provider

4. Where Is Your Organization? Trends We See on Inside Sales Floors New CenterGrowing CentersLeading Centers Selling IS ValueSystems & DataProcess RecruitingAttritionRamp & Retention On the JobRep Training Leader/Manager Training #LS15 @Factor8Sales

5. Where Is Your Culture? Trends We See on Inside Sales Floors Young CultureDeveloping CultureStrong Culture Fire Patrol Follow Standard Procedure Cadence “Bad” RepsHi Potential RepsRamp Time Creates FearCreates StarsCreates a Culture Enforce RulesDevelop ProcessDevelop People #LS15 @Factor8Sales

6. Where Are Your Managers? Trends We See on Inside Sales Floors Young ManagerDeveloping LeaderStrong Leader DialsTalk TimeSelling Ratios ActivityResults KPI’s – Leading Indicators Yells & Emails Advertises Achievers Celebrates Behaviors #LS15 @Factor8Sales

7. Where Are Your Reps? Trends We See on Inside Sales Floors Young RepsDeveloping RepsTop Reps No PlanCall PlanDaily Plan Path of Least Resistance Focus on Top 20% Strategic Territory / Book Plan Know Customer’s Business Know Book of Business Know Their Own Business #LS15 @Factor8Sales

8. #10 Chainsaws Aren’t For Babies

9. Tools And Customer Demands Are GrowingReps Skills Are Actually Declining Tips For Tools: 1.Sit on the floor first to observe & count the tools 2.Build / buy the training for the tool 3.Get / fix reporting dashboards 1 st !

10. #LS15 @Factor8Sales #9 Measure Activity, Manage KPI’s

11. #LS15 Metrics Management Tips: 1.Only use dials for FAST corrective action 2.Talk time is better than dials 3.KPI’s are better than talk time 4.What do you hear on the floor? What’s on the dashboard? Email? #LS15 @Factor8Sales “You only have 20 dials Bob!” “Let’s get some quotes out!” “Let’s get some call-backs!” I want 100% stick rate today!

12. #LS15 #LS15 @Factor8Sales #8 Dirty, Yucky Pipelines

13. #LS15 Pipeline Tips: 1.Go find and “award” the oldest deal in your funnel 2.3X (?) your target for the period 3.Define everything – stages, probabilities, how / what to forecast 4.Watch a Manager meeting – who owns the deals? 5.Make pipeline a team and individual sport #LS15 @Factor8Sales

14. #7 Inspect it (Not Just Measure It)

15. #LS15 Inspection Tips: 1.On the floor 2.In manager meetings 3.In your calendar #LS15 @Factor8Sales We Know What Leaders Care About By What you Say and Where You spend your time.

16. #LS15 @Factor8Sales #6 Attrition = Recruiting = Training

17. #LS15 Recruiting Spend / Rep: $50,000 Training Spend / Rep: $1000 Attrition Can Be Cut In HALF By A Good New- Agent Training Program

18. #LS15 @Factor8Sales #5 Your Training is Broken

19. #LS15 Training Tips: 1.Make it #1 priority. 2.Own it? Partner? Budget! 3.Exchange leaders 4.Talent: build a leader. Hire experts. 5.Hire in classes

20. #LS15 @Factor8Sales #4 Stop Selling At Me!

21. #LS15 Messaging Tips for Phone, Linked In, Twitter: 1.Engage, then sell. 2.Engage, then sell. 3.Engage, then sell. #LS15 @Factor8Sales

22. #3 Sales Process ≠ Methodology

23. #LS15 Sales Process Tips 1.Account-strategy process vs. One-sale process 2.Inside process vs. Field process 3.Combine with methodology in a one-page rep reference tool Company ABC Touchplan™

24. #LS15 @Factor8Sales #2 Whack–A–Mole Management Install a Manager Cadence Instead (It’s like a Sales Process for Managers)

25. #LS15 Manager Cadence Tips: 1.Pick your Top 5 Activities: 2.Put Them On The Calendar 3.Train Reps to Respect the Schedule 4.Put Away Your Hammer #LS15 @Factor8Sales

26. #1 Sales Management Is A Different Job

27. #LS15 Manager Development Tips: 1.Management training AND job training 2.Practical application – just like reps 3.For every rep class… 4.AISM

28. #LS15 @Factor8Sales 10. Chainsaws Aren’t For Babies 9.Measure Activity, Manage KPI’s 8.Dirty, Yucky Pipelines 7.Inspect It, Don’t Just Measure It 6.Attrition = Recruiting = Training 5.Your Training Is Broken 4.Stop Selling At Me 3.Sales Process ≠ Sales Methodology 2.Whack A Mole Management 1. Sales Management Is A Different Job

29. Engage 480.621.7228 LB@Factor8.com www.linkedin.com/in/insidesalesadvisor @Factor8Sales Booth #8 (or check the bar) www.Factor8.com