An industry-leading platform developed to help organizations track, visualize, analyze, and protect their unstructured data. Based on its public filings, as of December 31, 2018, Varonis had annual revenues of $270m and 1,460 employees and independent contractors worldwide.
The newly appointed VP of North America Sales realized that in order to hit his plan, more B and C sellers needed to get to goal. With investments in conventional approaches underway, he knew instinctively that without buy-in from sales leadership, and more importantly the frontline sales manager (FLSM), all seller development initiatives would fail to meet their intended objectives. While buy-in of the Varonis Data Security Platform was initially met with enthusiasm, leadership realized the need to move beyond the “what” are the expectations of FLSMs and focus on the “how” FLSMs will develop their B and C sellers. There was a clear understanding that the FLSM needed to become a force-multiplier and move from a traditional activity based manager to a sales coach.
Despite a well documented sales methodology, competency models, activity expectations, sales collateral, and a myriad of efficiency based sales tools, FLSMs lacked a framework to assess and coach their sellers. And leadership lacked a means to measure, make visible, and hold accountable any investments in FLSM effectiveness.
Simply put, behaviors drive performance. In order to move a C seller to a B, and a B to an A, FLSMs need to develop and coach behaviors. CT Coach enabled Varonis leadership to mobilize quickly around:
- The ability to identify the selling behaviors that drive key sales stages
- Populating a scoring rubric tailored specifically to the Varonis sales process in order to assist FLSM understanding on how to assess “what good looks like”.
- A solution designed to be in the workflow of the FLSM.
CT Coach was then deployed across twenty FLSMs and four RVPs with reporting capabilities extended to HR, enablement, and executive leadership.
FLSMs embraced CT Coach as over 90% of sellers received a development profile and were coached. Specific stages in the sales process and key skills were identified by seller in need of remediation, forming the basis for a Q2 development plan.
“I was able to easily share results with both the Sellers and Sales Engineers as the format was very helpful to drive coaching conversations. In addition, the Seller is able to see the notes so we have a common framework for our coaching discussions.” – Varonis Sales Manager – West
FLSMs were able to be classified as A, B, and C managers and specific remediation steps are underway to help develop coaching skills. Additionally there’s an immediate focus on low performing sellers reporting to C FLSMs.
“It’s working…one of our FLSMs quickly began using the tool and we saw analmost immediately lift in conversion rate from Stage 1 to Stage 2.” – Varonis Sales VP
As a result of immediate traction and success, the decision was made to expand the capability to coach Sales Engineers and sellers in Europe.
“We now have a development plan to target specific sellers. Our goal is to help lift some of the burden off of the FLSMs.” Varonis L&D Manager
Varonis provides an innovative software platform that allows enterprises to map, analyze, manage and migrate their unstructured data. Varonis specializes in human-generated data, a type of unstructured data that includes an enterprise’s spreadsheets, word processing documents, presentations, audio files, video files, emails, text messages and any other data created by employees.
CommercialTribe is the standard SaaS platform for developing and coaching sales teams to improve performance. The platform gives frontline sales managers the tool and framework they need to effectively assess seller behaviors within their day-to-day workflow, making it easy to assess with consistency and quality to provides insight and direction for coaching.