How DoorDash Overcomes Top Outside Sales Team Challenges

Posted by Roque Versace on Feb 18, 2020 2:07:59 PM

Outside sales reps deal with challenges on the road that most office-bound reps rarely think about — what to wear, where to go, how to get there, and when to report back add multiple layers of complexity to sales.

The challenges don’t stop there, however. Many reps struggle to get quality sales information into their CRM during the day (and the last thing anyone wants to do is spend the evening in Salesforce). What’s more, they work apart from the rest of the sales team and miss out on the same progress reports and motivators their peers get in the office.

It’s also difficult for sales managers who are trying to give them guidance from afar.

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Sales Forecasting in the Clouds? How to Ground It in Reality with Sales Process

Posted by Roque Versace on Jan 29, 2020 8:00:00 AM

When it comes to sales forecasting, people usually talk about the big five forecast data points: forecast category, stage, amount, next step, and close date. Problem is, while these data points are enough to create a sales forecast, they’re not enough to ensure the forecast is realistic.

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Your 2020 Sales Kickoff Meeting Is Useless Without Reinforcement

Posted by Roque Versace on Jan 7, 2020 9:00:00 AM

Companies spend a lot of money on sales kickoff meetings. They often drop $1,000-$2,000 a sales rep on the event alone. Add in travel and entertainment and that cost increases by at least $1,500-$2,000 per rep.

It’s no surprise then that companies seek a return on this investment. They want their SKOs to rally the troops around a new product, new pricing, new packaging, or a new sales process that’s going to make 2020 a massive success.

The problem is while SKOs are great for building excitement and initial momentum, they’re not so good at teaching and reinforcing new, long-lasting behaviors.

Imagine going to college for two days and expecting to learn everything you need to know for your degree. Then add bright lights, emotional speakers, a whirlwind of new information, and an array of food and drink. It’s a miracle you get out with the knowledge you need to immediately start executing on a big, new initiative.

Now consider the abysmal statistics for retaining what you were able to pick up. A whopping 85%-90% of training just floats away after only 120 days, sometimes sooner. Where does it go? Who knows.

So, you’re about to announce a major initiative at your SKO, and you 100% need your sales team to execute on it when it’s over. How do you make that happen?

You reinforce it.

Reinforcement ensures your sales team takes the things they learned at SKO and executes on them even after the event becomes a distant memory. Here’s how you can use Troops to create sales reinforcement that helps your team adopt the very behaviors they need to make your 2020 sales initiative a success.

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Hey '19: Another year of making work easier with Troops

Posted by Dan on Dec 30, 2019 7:14:30 PM

When we started Troops we told people we wanted to make work easy. Turns out, when you’re building a company from scratch, it’s anything but easy. But over the past year, the Troops team kept marching on towards our mission and we’ve made great progress with hundreds of partners and thousands of people using Troops each and every day.

At Troops, we still want to make work easy and make work more human. As we enter a new decade, more than ever, the tools we use at work and the software we interact with to do our jobs should adapt to humans instead of requiring humans to adapt to outdated, hard to use software. 

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Topics: "Troops News", Troops, Slack, Product, Troops Updates, Sales Leaders, Sales, 2019 Year in Review

Troops vs. the Native Slack Salesforce Integration

Posted by Scott on Dec 5, 2019 4:00:21 AM

Troops vs. the Native Slack Salesforce Integration

In October 2019, at Slack Frontiers London, Slack and Salesforce announced availability of a deeper integration between Slack and Salesforce Sales and Service Clouds.

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Topics: Troops, Slack, Sales Strategy, Product, Sales Ops

How to Roll Out a New Sales Process (So That It Actually Works)

Posted by Scott on Sep 23, 2019 3:00:11 PM

reinforce-sales-process

Many sales organizations spend a small fortune implementing a new sales process. For example, expect to pay a trainer $10,000-50,000 to teach the new process to a team of about 25 people for a few hours over a couple of weeks.

Once training’s over, it’s not uncommon for everyone to get excited about the new things they learned, only to eventually revert to their old ways without the sweeping changes you hoped for.

Sound familiar?

In speaking with our customers and other industry leaders, we discovered that getting sales teams to effectively adopt the new sales methodology once it’s rolled out is one of the biggest challenges sales leaders struggle to overcome.

Thankfully, there are ways to make adopting a new sales process easier for teams and leaders alike.

Proper documentation, proactive prompts, frequent inspections, leadership oversight, and automated workflows help ease some of the most common pitfalls that come with transitioning to a new sales process.

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Topics: Sales Strategy, Sales Development, Sales Leaders

How to Keep Your Team Accountable to Pre-Meeting Research

Posted by Scott on Aug 27, 2019 6:33:43 PM

How to Keep Your Team Accountable to Pre-Meeting Research

We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher.

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Topics: Sales Strategy, Best Practices, Sales Development, Sales Leaders, Sales Ops

Revenue Operations vs. Sales Operations: What They Do and When to Hire for Each

Posted by Scott on Aug 27, 2019 5:48:12 AM

RevOps vs. Sales Ops: What They Do and When to Hire for Each

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Topics: Sales Strategy, Sales Development, Sales Leaders

Making Salesforce Validation Rules Work Without Alienating Your Team

Posted by Scott on Aug 15, 2019 8:21:22 AM

Making Validation Rules Work Without Alienating Your Team

Ask any sales rep on your team about validation rules, and they will probably start rolling their eyes.

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Topics: Troops, Slack, Sales Strategy, Best Practices, Guides, Sales Development

Troops Surpasses 10,000 Users and Sees a 178% Year-on-Year Growth

Posted by Scott on Aug 13, 2019 7:45:44 PM

2018 was a milestone year for Troops with tremendous year-on-year growth.

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Topics: Troops, Slack, Sales Strategy, Growth