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everyone let's get this started welcome to the sales performance management presentation here for the inside sales summit very excited to be doing this for you guys today thank you for choosing to attend this presentation this is a very cool exciting aspect of Marne sales technology that Locke will don't know about I'm really excited to be hopefully introducing a lot of people to today my name is jeremy Putin a I am the director of marketing at ambition I've been with ambition for two and a half years we are the GG crowd leader for sales performance management five-star AB exchange partner ASP stop service from over 2016 and the first sales performance management platform to be endorsed actually by the Harvard Business Review so this is a very cool and exciting topic and thank you as we surpris that at the utility these platforms offer a logically confused because of the performance management aspect of sales performance management but it's very much a non HR software is a pure sales leadership tool and operations tool that's built to drive revenue enhance culture and help you get more of your existing technology your data and your talent so I chose the wall as the backdrop for this presentation because the idea behind sales performance management is really to kill your silos this is all about delivering data to reps to managers in ways that never happened before to create transparency between managers and reps new ways to help reps across different roles and teams and even different parts of your organization from sales to marketing to account management really understand where they fit into the broader picture what the the peers in different roles are doing and and how they're doing actually most importantly as a member of your organization so let's jump in what is sales performance management and how can help us so I guess the first question to rephrase that that second second query there is does it drive revenue definitively the answer is yes we these are results I've been proven across some of the leading sales organizations today Clayton Homes the bottom right organization those results are proven by the Harvard Business Review in in pen study top middle west corporation results proving by their internal data science team using a three-month pilot with a sales performance management platform being run against a control so as you can see here the cool thing about sales performance management it's not just driving sales activity it's proving to drive both activity and effects from this across your organization in different roles and different aspects being even activity logging or be it your most critical metrics to driving success such as qualified referrals so let's get in now to the real kind of overarching keys to sales performance management and what the the main managers here are so how does it work sales force management works primarily for one reason it unlocks for performance data it turns into insight and in doing so it turns into transparency and builds bridges across the organization that previously were very hard to create and took a lot of time and way too much effort on the part of managers so going a step back let's look at where we all are in the sales profession today there's a current changing of the guard I don't have to tell you that a new sales management paradigm is kind of taking place and it's built around a new school much more frequent feedback millennial facing data driven mentality and I think that's for the better that's not only having in sales that's happening across all major organizations across all their functions there's a recent study that found more than one-third of US companies are replacing annual performance reviews with frequent informal check-ins 70 percent of the fortune 500 is in fact estimated to be doing that company-wide so we're going from an old school to a new school style mentality old school sales management tough love rates the Wolves initial coaching onboarding and training followed by infrequent one on once hit quota enjoy your check that's it new-school sales management on the other hand tech enabled data driven all about city managers time will getting them more powerful insights of control over performance and same time giving reps a new breed of insights into their goals their metrics and their performance benchmarks and not only in real-time but with really good context in terms of their own past performance against their peers and all that sort of thing so there's a very very great opportunity with sales performance management and we're seeing teams do it to use use these new these new trends to really drive motivation recognition and feedback across their entire organization efficiently and with a level of automation that think you'll find surprising and the overall result from all this of course is a much more efficient and effective way to manage your sales organization which everyone wants right so let's go to the next slide which is the classic sales stack which you are all familiar with circa maybe 2000 to 2012 for a lot of people CRM maybe a phone dialer or friend system and some level of business intelligence that's changed now with the advent of the Millennial Salesforce and millennial Salesforce it's characterized by Generation Y I'm a part of it people were born the 80s and who create all kinds of headaches because we are very feedback hungry we want instant gratification we're impatient we demand recognition and we're also very hard to recruit the cording to the Harvard Business Review who found that sales talent was one was challenging professions to recruit in 2014 and beyond so the other final aspect of millennial sales talent very raw flooding the market desperately need of training hiring best practices but a lot of teams struggle with that because everyone's time strapped and there's only so much time in the day to train and coach your fresh-faced young reps so we have a situation where your millennial Salesforce needs you I chose this picture of Joseph gordon-levitt from 500 days of summer because I think that's like the stereotypical view a lot of frustrated managers have towards their sales reps with that bewildered look on our faces and so that has called for you sort of new shifts in effective sales leadership and the thing here is effective sales leadership the core tenets the pillars if you will haven't changed it's aligning your processes your platforms and your people gain the most out of them and having them fit together and work well within your organizational structure no that's change but what has changed are the processes platforms and people themselves and they've changed and very dramatic and rapid ways and they're going to continue to do so for the foreseeable future and this right here I think the latter point is what has really created the need for some performance management because all this change across all these key systems in your sales organization inevitably is going to create chaos and it's impossible to effectively manage the chaotic organization I'd have to tell you that so sales force management has kind of come of age and developed as a platform to address the the very real demand and pain points we're seeing from organizations that need to bring order to their organization and get rid of the chaos that is emerging from trying to get all these different puzzle pieces to fit together and work well together efficiently so let's get some arns stack and we're sales performance management fits in so what's in your sales stack is a fun question to ask these days because there's a lot probably and looking at these platforms these are all very popular platforms with very modern tech oriented sales teams and they all have one thing in common they create and/or store sales data so data is kind of the the the prevailing motif here across the most important aspects of your sales stack so from there let's look at who's in your sales force how they're changing Don Draper not so much Mark Zuckerberg little bit more maybe very tech enabled young and mercenary sales reps and the other aspect of this by the way isn't just the Russian sells but the roles are taking on you now have scr's you now have aes you have account based selling you have sales operations teams going back to that process as platforms people thing I think even processes some something that a lot of people you know in some ways hasn't changed is now starting to change in very serious ways to where there's entirely new roles and divisions being created within organizations for STRs and all that sort of stuff so what's been missing from the sales stack and why is it needed so badly by both you and your reps and what you're looking at here is leadership it's that the charismatic irreplaceable force that sets the culture that attracts the talent that compels people to to bring out their best and sales technology up until social forms management has never even really attempted to do that the goal has been to you know create a more efficient process or to finally get freaking data in your CRM right and to automate intelligence and give reps more firepower to reach out to to prospects sales force management is very different in that respect it's it's all about the Dave's driven approach and the efficiency oriented set all these other tools have but instead of being external facing their internal facing they're about you the Sales Leader efficiently in a danger from way creating the culture that you need to have for your company to succeed and for your team to hit its goals so it's kind of cool a lot of the aspects of sales force management dovetail with just general best practice trends they're being found in major studies you know there's there's all kinds of studies that will show you leadership reputation performance culture employee engagement are the distinguishing factors in lead sales organizations so let's go do what the reps need and what sales forms management delivers to them so all of these sales technology in the world that is not social forms management is not gonna give your reps self direction it's not gonna give them understanding and how they fit the big picture how they're progressing how they stack up versus their peers and it's not going to provide powerful reinforcement in terms of recognition feedback loops and performance accountability and it's not gonna provide the habits that they need to be successful and that sort of daily just disciplined mentality towards their sales process so that's at the rep level and what managers need still from sales technology is a way to instill culture that works create a sense of consistency and accountability as Steve Richard so aptly put it a performance-based mentality and a collaborative a competitive spirit I think those are just absolutely critical points that no technology up until now has been able to deliver insight augmentation both very important and you can get those from existing technologies but they're very minor features or if they if they're not and not very well built out things Salesforce reports if I can I can take a shot then so the very key thing here is that data is is the way to deliver all this not only to managers but to reps and there's a very interesting Wall Street Journal from last summer that I'm going to talk about real quick that talks about data killing middle managers across most of the workforce and the reason for that being is that mill managers tend to operate as the data consumers and then the analyzers and delivers and tinel's now now in sales necessarily but across the board is completely automating all of that I read that article it was funny because it actually there is one there's a really only one area or one profession where managers are very safe and in fact empowered by the strand is in sales sales managers put their to do one thing best and that's coach and you guys never get to coach these days and so the cool aspect here is maybe while people in other areas or other walks of life being threatened the sales manager is actually being empowered perhaps more than anybody else by a data-driven mill management augmenter and automation technology stacks so let's look at how it's working not just from a ROI standpoint but just in general these are four articles that kind of alluded to what's happening with sales performance management all for ambition fact is a one of the featured companies they talked about and it's very interesting because it you guys see here we're all the synthesizes and you know there's there's a lot of talk about productivity about Millennials about creating advanced metrics and about you know creating employee engagement and this is you know these are major publications sort of discovering this since the synthesis here really the this composite of that kind of shows the the far-reaching impacts are already occurring with sales force management self software so taking a step back and looking at how all this fits together think of sales performance management or taking all that data you're getting from all your other sales technology and then turning it into a renewable energy source for your Salesforce not just at the rep level but the manager level and the operations level and that's a very very pivotal thing here because it is a multi-tiered value add for sales teams and a lot of times you know you'll spend money on new technology sales forms management is one of the very few out there that has functionality that's customizable and really incredibly tailorable both the management level and the ref level so let's look at what that functionality is here so this is a very broad overview I didn't want to just dive into ambition product walkthrough with you for this so let's take a quick look at the main emerging features that ambition and if you look at the main competitors of ours in space who pull all of 11 a few others tend to have its it's these these key features so number one is the ability to take all kinds of metrics from different data sources and actually ambitious alone one that can take data from a data source I think the rest or Salesforce limited but take those those metrics and present them to reps and managers in extremely compelling ways and use that to fuel your sales efforts so bomb lifts you have a rep dashboard example and what you're seeing there is you know sales metrics that are in your CRM and they're being automatically created every day I've been presenting a much more compelling fashion and how that works is there's a benchmark types of them and so a key aspect of a lot of Salesforce management platforms is the ability to benchmark a metric and tailor those benchmarks across different roles so that your STRs at different benchmarks your AES have different benchmarks and different metrics and your sales engineers your customer success and so on are all being measured on the things that matter most to them and they're seeing those metrics in real time with amazing context and one things that in pioneer was scoring your overall performance if you look at at the towards the bottom you'll see a score and that is essentially looking at all your metrics and they're all weighted differently based on what the manager thinks is appropriate giving you an overall score for the day for the week for the month where the manager decides based on how you mean those various performance metrics so it's a great way to give reps total clarity on how they're performing what the expectations are what their goals are and how to meeting them and one thing we also did was segment activities from objectives activities being phone calls email sort of daily crime metrics and objectives main things like revenue if your Nesi are maybe smeet he said stuff like that and so that's proven to be a very core component of our platform and then going up as a very premise powerful example of at the manager level testament sites you can get is ambitious productivity quadrant which I attend off stars during Dreamforce earlier this month and watch Chad Dyer the sales Pro activity manager for greenhouse literally give a presentation explaining how greenhouse built this exact matrix internally the exact same way was pretty amazing to see shows just how valuable the source stuff is but when the proactivity quadrant is for managers is the ability to look at their entire sales team charted on the same axis based on how to do it in two ways one how doing their activity metrics the x-axis essentially how hard they're working and to how to doing on the y-axis how well they're getting the performance objectives or the big goals revenue quota that sort of thing and so they can see from there who's hustling but maybe these coaching who is killing it who is but who's maybe could work a little harder making more money and who is really just following the process to achieve doing it very well and a sort of secondary cool thing they can see is also how well their benchmarks are working how old processes working it you know is the x-axis along with the y-axis in terms of where the team's charting if not you know why not and how can they fix that so pretty amazing stuff that's brand-new we're the first ones to create it this kind of quadrant and just came out rough a year ago so a lot of people still don't know about the source stuff and this is exactly why sales before management such an important thing to be discussing these days and so going back down TV leaderboard and what that is on ambition at least is a ultra dynamic way to essentially operate CNN for your sales organization everyone's office CDs these days instead of showing a generic you know leaderboard or a announcement ambition lets you create a series of slides that automatically update that run their own the simple set manage everything with ambitions point-and-click from the data input the source stuff and share your reps how they're doing broadcast across your entire organization if you want to and so this the TV function is really important because it creates recognition opportunities as motivation and it creates transparency for marketing who might be you know doing poor the office or different office entirely to see how who's killing it in sales or sales to do likewise a second a metric can set any sort of update you actually said YouTube is if you want to motivate people throughout the day and a quick cool aspect of this that goes towards recognition is Millennials obviously we're very digital natives were very media media consumers if you will so a really cool asset of ambitions that we let you set triggers to play user selected YouTube clips that your reps will select maybe it's a favorite song maybe it's a favorite movie clip by copy-pasting at YouTube clip into ambition and when they hit a certain benchmark maybe some hundred calls for the day maybe it's a revenue goal that YouTube clip will automatically start on the office TV so everyone knows they just hit their goal and that's just one example the functionality that's emerging with with the sword technology but it's very powerful and it's very very anoying oriented and tailored to this young twenty to thirty five-year-old workforce that's really taking over our space so going back up is our incites graph every sus performance management platform has essentially and it's inevitably a much more much easier on the eyes version of a Salesforce report or something of that nature or which are never fun to look at no one wants to look at in their spreadsheet right so this is a much more clear compelling and simpler visual for managers to quickly see how the team is doing alongside that you see triggers those are things that managers can use to set up email notifications or TV notifications when someone hits a benchmark or at the end of day to see who did the best and give them very easy automatic access to insights that can help them coach better they can help them recognize performance very timely in a very timely fashion and all that sort of stuff that is being demanded of them by the refs these days and bottom right you kind of see our highlight feed and leaderboards and competitions which are sort of the core of Salesforce management they were the the embryonic state if you will Salesforce management really rose out of gamification and the initial desire to create digital recognition opportunities and as you see from all this it's come a long way in a few short years and that function is still a core aspect of Salesforce management but it frankly is one the least essential you run sales leaderboards with ambition here on team contests you can do that with our competitors as well and it's a great way to imminently spruce up the office culture and add energy but the coolest thing about this sort of software is that it's meant to be perpetual as men to be sustainable say your reps don't get sick or don't get tired of looking at would I hit my ambition goal for the day we write new features constantly - by the way ambition just added a gold management feature that lets rest track holistic metrics which could be things like to know 25 c-level people on LinkedIn this month could be be at the office every day by 7:00 a.m. that sort of stuff to help them keep themselves accountable and manage to set this up for UPS - if they want and those those goals can be tracked automatically by a data import or they can be tracked just manually but a key aspect of all this as you can see is everything is about data and it's all this fluidly flowing to these platforms in real-time from Salesforce from a phone system from PeopleSoft from what-have-you we can take multiple data sources and get them all updating on ambition in real time it's amazing and is a great way for YouTube to really empower your sales team and yourself as their leaders so overarching view of the market real quick the top three that I mentioned earlier ambition hoopla on level 11 really are the most prevalent in this space the other ones on this matrix maybe aren't so much fully built out salesforce management platforms that have some aspects of the functionality but key thing here this is the GG crowd grid so this is the what users are saying in terms of satisfaction and in terms of market penetration about this platform so you can go GT crowd he review admission reviews your view Hoople RV's you 11 reviews watch videos all that source stuff and I think that source things the best way to really get a sense of what these tools offer because you can separate the hype from what was actually being delivered in these sales organizations so last slide or second the last slide found really pivotal point here is all these data sources were really well with your existing technology so ambition for example in outreach are very close partners outreach being a very prominent sales automation tool and the cool thing about about if you have a toy outreach or yes where or tout a poor sales loft or what have you that's automatically update your CRM is that now not only your reps freed from having to do data entry into your CRM you as a manager are free from having to deliver the insights on that data to them ambition is not doing that for you and it really is a great way to to empower operations and to empower you and make the data much more meaningful to your reps that that's coming out of outreach and going into the CRM so this is my final slide kind of ending with a a final point here that actually came from outreach VP of Sales more Kosovo the Marne sales stack you can break down any tool in it into one of three categories data creators data stores and data consumers as I alluded to earlier data creators and data stores are what comprised 95 to 99 percent of schools out there they were sales intelligence tools that are you know updating prospect data they're your sales automation tools are updating rep activity and success and the data stores are of course things like Salesforce pipedrive insidesales.com is want the hybrid examples there too and the consumers are the newest part of the stack insidesales.com they have a gamification platform there they're probably the only ones out there that are all three but it's pretty neat to see tools like ambition tools like little 11 hoopla in sales forms management space and similar tools like insight squared with sales analytics really specializing in delivering insights and very powerful meaningful ways by consuming your data automatically and and pushing them back out to you in ways they're very customizable and very compelling to organizations think about that as you build out your sales stack I think it's gonna be very important and increasingly important going forward to have all three of these these sets of tools very well structured in your sales process and your sales tool kits so look what's out there and they learn more about ambition ambition calm and to email me with any questions Jeremy Kootenai ambition calm thanks so much for Duke for taking part in the skies and regardless of whether your interest ambition or interested in in this type of technology right now feel free to ask me anything with regard to it I've been in space for two and half years of the chapter president for ASP Tennessee I really do love what's happening right now with with very sorely needed part of the sales technology stack finally coming to page and helping sales leaders better master millenials so you guys anything hit me up and thank you for taking part in this they used that sales.com for hosting it everybody good luck and finished q4 strong