Last week, the sales category was taken by storm when some of the top thought-leaders in the industry came to Forecast 2015. For those of you who couldn't attend, or want a second look at the amazing content presented, we're posting all of our speaker's keynotes for you. Here's Mark Roberge's presentation on "The Sales Acceleration Formula."
Mark Roberge's Forecast 2015 Keynote: The Sales Acceleration Formula
1. The Sales Acceleration Formula
Using Data, Technology, and Inbound Selling to Go from $0 to $100M!
Mark Roberge
Chief Revenue Officer, HubSpot
@markroberge
2. My mission as a sales executive
MISSION
Predictable, scalable revenue growth
STRATEGY
If I can…
1. Hire the same type of successful sales person
2. Train the sales people in the same way
3. Provide each sales person with the same quantity and quality of
leads
4. Have the sales people work the leads using the same process
…then I will achieve my goal.
3. #1: Hire the same type of
successful sales person
23. The Marketing SLA
* Data has been altered from
actual HubSpot data for the
purposes of this presentation
Buyer
Journey
State
Customer
Conversion
%
Revenue per
Customer
Lead Value
Problem
Education
1% $40K $400
Solution
Research
5% $40K $2K
Solution
Selection
20% $40K $8K
Small Business Persona
Buyer
Journey
State
Customer
Conversion
%
Revenue per
Customer
Lead Value
Problem
Education
2% $200K $4K
Solution
Research
6% $200K $12K
Solution
Selection
25% $200K $50K
Mid-Market Persona
Buyer
Journey
State
Customer
Conversion
%
Revenue per
Customer
Lead Value
Problem
Education
3% $700K $21K
Solution
Research
10% $700K $70K
Solution
30% $700K $210K
Enterprise Persona
24. * Data has been altered from actual HubSpot data for the purposes of this presentation.
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
Profitability
Sales Attempts
Small Business Mid-Market Enterprise
The Sales SLA
Calculate the ideal number of sales attempts for each type of lead
25. Daily Accountability for the SLA
* Data has been altered from actual HubSpot data for the purposes of this presentation
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
120.0%
1-Sep 5-Sep 9-Sep 13-Sep 17-Sep 21-Sep 25-Sep 29-Sep
Plan Actual
Measure progress on the Marketing SLA each day
26. #4: Have sales people work the
leads with the same process
29. Implement a metrics-driven sales culture
* Data has been altered from actual HubSpot data for the purposes of this presentation
Each Color
Represents a
Different
Sales Rep
30. “Peel Back the Onion” for More Insight
* Data has been altered from actual HubSpot data for the
purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio
31. Implement a metrics-driven coaching culture
Morning
Afternoon
1st Day of Month 2nd Day of Month
VP Meets with Director
Review Skill/Development Plans
for each sales person
Director Meets with Manager
Review Skill/Development Plans
for each sales person
Manager Meets with Sales Person
Discuss qualitative performance
Review individual metrics
Co-Create Skill/Development Plan
Sales Person / Manager Independent Reviews
Think through qualitative performance
Review individual metrics
Think about Skill/Development Plan