Sales Executive Peer Group September 12, 2009 Sales Executive Peer Group September 12, 2009

Sales Executive Peer GroupSeptember 12, 2009

Sales Executive Peer GroupSeptember 12, 2009

© The TAS Group - 2008

AgendaAgenda

Situation Analysis The Evolution of Sales

Effectiveness The Landscape Open Discussion

Situation Analysis The Evolution of Sales

Effectiveness The Landscape Open Discussion


Situation AnalysisSituation Analysis

Why do companies purchase Sales Methodology?Why do companies purchase Sales Methodology?


© 2008 – ES Research Group – ESResearch.com

The Research

1. The average tenure of a VP of Sales is 21 months.1

2. Depending on the industry, 25 to 33% of sales people are unsuited for their job.2

3. 60% of companies surveyed do not have a sales performance measurement program in place.2

1 CSO Insights, 20072 ES Research Group, Inc., 2007


The Research

4. Only 37% of companies report forecast accuracy is greater than 50%.1

5. Only 43% of companies responding said they had a formal sales training program. Of those, only 50% provided sales skills training.3

6. In 2006, 38.5% of salespeople missed their annual objective. Turnover among salespeople last year was 40%.4

1 CSO Insights, 20073 DePaul University Study, 20074 Sales Benchmark Index, 2007


The Research

7. 51% of sales organizations feel that marketing needs to improve the quality and quantity of the leads they are providing to reps. Another 32% feel that they are only adequate.1

8. More than 80% of deals lost are due either or both of:2

– Ineffective qualification– Lack of sales process and

planning

1 CSO Insights, 20082 ES Research Group, Inc., 2007


The Research: Conclusions

↑ Sales effectiveness is trending downward (or level at best).

↓ Buyers are increasingly savvy

↓ Competition is increasingly relentless

↓ Commoditization is increasingly prevalent

Think: “Survival of the fittest.” It’s appropriate.


http://www.thetasgroup.com/tas/resources_webinars.html

We're Effectively Not

Selling!

The 'State of the Union' Address for Sales Effectiveness


The Evolution of Sales Effectiveness

Sales 2.0: The Learning Landscape is ChangingSales 2.0: The Learning Landscape is Changing

Traditional Teacher-centric Classroom General Days out of the field Structured

Traditional Teacher-centric Classroom General Days out of the field Structured

Sales 2.0 Learning-centric Anyplace, anytime Contextualized Hours or minutes Flexible

Sales 2.0 Learning-centric Anyplace, anytime Contextualized Hours or minutes Flexible

This accelerates the progression from sales methodology knowledge – to application of

learned expertise – to revenue growth impact.

11


The Landscape

© 2008 – ES Research Group

3. Benchmark Current PerformanceDetermine Objectives

1. Assess Buyer Tendencies

and Methods

6. Train Sales TeamOn New

Processes and ApproachCoach on New Processes

7. Measure Improvement and

Adjust

2. Identify Gaps in Sales Effectiveness

4. Rebuild or Replace Methodologyand

Processes

5. Build or RepairTools,

Infrastructure, Support

Selling Methodology Must Come First



Open DiscussionOpen Discussion

ResourcesResources

The TAS Group www.thetasgroup.com

Sales 2.0 Network www.sales20network.com

ES Research www.esresearch.com

CSO Insights www.csoinsights.com

S.A.M.A. (Strategic Account Management Association)

www.strategicaccounts.org

The TAS Group www.thetasgroup.com

Sales 2.0 Network www.sales20network.com

ES Research www.esresearch.com

CSO Insights www.csoinsights.com

S.A.M.A. (Strategic Account Management Association)

www.strategicaccounts.org



Special Promotion

For 50% off the

ESR’s 2008 Sales Training Vendor Guide

ESResearch.com/STVG

Use promotion code: TAS

Documents

Sales Executive Peer Group September 12, 2009 Sales Executive Peer Group September 12, 2009