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Building a World ClassSales Organization
Change? Try Disruption!
“IF THE CHANGE INSIDE YOUR ORGANIZATION IS SLOWER THAN THE CHANGE OUTSIDE YOUR
COMPANY, THE END IS IN SIGHT.”‐Jack Welch Former GE CEO
Two Basic Foundations
1. Systems and Processes
2. Leverage
Entrepreneur Insight
1.Vision
2. Key People in Key Spots
3. Culture
Three Sins of Sales Management
Sin #1 The Owner/CEO is also the Sales Manager
Sin #2 The best sales person is made Sales Manager
Sin #3 The best sales person is made Sales Manager PLUS continues selling
The Winning Playbooks
Sales Leadership Playbook: • Rank sales staff performance and deal with poor performers • One on Ones with each Sales Professional minimum monthly • Sales Meetings twice monthly minimum • Recruiting basket of at least 20 we are courting • Recruiting courting process built around a touch system • Recruiting interviews ongoing • Inspect the baskets (pipeline mgmt.) minimum monthly • Inspect key activities of Sales Professionals • Progress reviews at least quarterly • Training, training, training, to include: role practice, joint calls, training calls, coaching calls and building a success guide • Inspect monthly the Sales Professionals touch system • Recognition activities ongoing • Rewards systems ongoing, including contests • Compensation plans review twice yearly • Key account focus • New hire orientation • Unit performance management (Actual/Plan analysis) • Senior management interactions (proactive/reactive)
Sales Systems & Processes Playbook • Goal setting • Key activities ID • Key activities tracking & measurement • Pipeline management • Time management • Leveraging Web 2.0 • Objection ID and responses • Question guide‐what and when to say • Differentiating from the competition processes • Proactive database leveraging • Recognition systems for prospects/customers/clients
Sales Management Examples
1. Recruiting
2. Coaching/Training‐Field Calls‐Role Practice
Sales Management Examples
1. Backward Thinking
2. Proactive Pipeline Management
3. Touch System