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TURNING HOW YOU SELL IN A COMPETITIVE ADVANTAGE Professor DEVA RANGARAJAN Director of the Sales Excellence Centre at Vlerick Business School PASCALE HALL Partner - Sales Performance Consultant@ Minds&More

Vlerick Webinar 2015: turning how you sell in a competitive advantage

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Page 1: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

TURNING HOW YOU SELL IN A COMPETITIVE ADVANTAGE

Professor DEVA RANGARAJAN Director of the Sales Excellence Centre at Vlerick Business School

PASCALE HALL

Partner - Sales Performance Consultant@ Minds&More

Page 2: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

Flexible service solutions to

help Drive Growth

ACADEMYPeriodic events to network, learn and share knowledge

CONSULTINGExperts to consult, coach or manage growth projects

INTERIM Specialist resources to fill organizational gaps

Page 3: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

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Thank you to:

Page 4: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

Listen to the webinar

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http://vlerick.adobeconnect.com/p41eifsww4x/

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CSO insights – sales performance optimization study

Page 6: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

SRP MATRIX ™

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Page 7: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

SALES PROCESS LEVELS

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RELATIONSHIP LEVELS

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PERCENTAGE OF COMPANIES SURVEYED THAT FALL INTO EACH PERFORMANCE LEVEL

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Performance levels are based on 4 key metrics:

% of reps meeting/beating quota

% of overall revenue plan attained

Total sales rep turnover Sales forecast accuracy

Page 10: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

POLL

% of reps that will make quota this year?A. < 58%B. >%58C. >64%D. Do not know or do not measure

% of forecast wins?A. < 39%B. >44%C. > 50%D. Do not know or do not measure

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Page 11: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

METRICS AND LEVELS

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Page 12: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

METRICS AND LEVELS

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Page 13: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

GETTING TO RESULTS

• Standard terminology such as close rates– Understanding when you start counting!– Consistent across the sales force!

• Define the AS IS (current) and the desired state

• Set of definition for each cell along the MATRIX axis

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Page 14: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

POLL

What is your annual average spend on training per sales rep per year?

A. No training budgetB. <1900 $C. >1900 $D. >2500 $

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Page 16: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

POLL

Your company (anonymous)

A. Level 1B. Level 2C. Level 3D. Level 4

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Page 17: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

CHARACTERISTICS OF SALES PEOPLE

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Page 18: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

POLL

Your company (anonymous)

A. VendorB. Preferred SupplierC. ConsultantD. ContributorE. Trusted Advisor

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Page 19: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

CONCLUSION

Identifying where you ARE and where you NEED to BE

Include which activities need to be done to improve or sustainAssess the types of reps and skills to be developedWhich dimension is easiest, fastest or most economical path?Level of relationship = as perceived by the buyer. Seller has less controlLevel of sales process implemented = an internal function, you—as the sales

leader—have complete control.

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Page 20: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

Q&A

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“Success breeds complacency.

Complacency breeds failure.

Only the paranoid survive.”

—Andy Grove

Page 21: Vlerick Webinar 2015:  turning how you sell in a competitive advantage

MINDS&MORE cvbaPark Hill OfficeJan Emiel Mommaertslaan 16b1831 Diegem

www.mindsandmore.biz Tel: +32 (02) 704 49 40

Pascale Hall, PartnerMobile: + 32 (0) 472 445 983Email: [email protected]