April 13, 2017

#431. Improving Productivity with Sales Enablement. With Giles House.

Giles House, CMO of CallidusCloud, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[:49] Giles has been in sales and software for 12-13 years, with CallidusCloud since 2010. CallidusCloud’s mission is to become a top five cloud company, with ‘Lead to Money’ sales enablement.

[4:15] CallidusCloud offers a suite of connected sales and marketing applications, for a consistent, shared sales and marketing stack.

[6:43] Sales and marketing alignment involves shared information and consistent follow up. Giles explains the process.

[10:19] Giles gives his opinion on ABM. Aligned sales and marketing teams should be using it, but not exclusively.

[12:59] Lead to Money is a platform for generating more leads and prospect interest, helping marketing ROI, and providing rich information to sales for better buyer connection. It also involves sales training and coaching.

[15:14] Giles shares his understanding of sales productivity, concerning the organization and individual reps, with onboarding and goal attainment tracking.

[17:38] Productivity of a salesperson includes time they use for sales activities and tasks, and how effective they are. Giles considers CSO Insights’ report on quota attainment, and why it has been flat over the years.

[19:52] It’s difficult to correlate records between multiple systems in a typical sales stack, so history and other critical facts are not often available where they are needed.

[21:45] Giles discusses the concepts of productivity and quotas. He offers suggestions for setting quotas and commissions. Forecasting is critical.

[25:05] Giles would like to see quota attainment much higher than 50%, and he suggests how that could be done.

[26:55] Salespeople today carry great burdens of expectations, offset by great opportunities, if they can take advantage of them. The right technology stack is essential. The quality of the customer experience is critical to landing a deal.

[30:15] Giles says AI should refer to assisted or augmented intelligence. In Giles’ opinion, robots will never complete the complex sale, but machine learning is a great boost to sales.