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S S Ten Slides in Ten Minutes: Rejuvenating a Sales Organisation [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham CP.APMP
February, 2015
bill.graham@sales-synthesis.co.za
2
Client Value Strategic
Alignment
Sales Management Value-Based Sales
•Business Strategy •Market Strategy •Compensation •Solutions/Products
•Processes •Support Tools •Relevant Solutions •Client Benefits
•Drive Processes •Situational Analysis •Opportunity Scout •Mentor Resources
•Execution/Delivery •Within Budget •Value Derivation •Mutual Roadmap
The Sales Value Continuum is an Imperative for ALL Stakeholders
Positive Climate
and Culture
3
Disappointment
Sales Failure produces a Negative connotation with ALL Stakeholders
Sales Leadership
Cross-Company Management
Executive Committee
Main Board Members
Salesforce
…that becomes a major challenge to reverse
4
Focus on the Famous Four …and backburner all other elements and issues
Methodologies and Processes
Sales Kit
Account Set
Support Structures &
Tools
Positioned Offerings
Streamlined and Relevant
Pipeline Producers
Simplified & reduced Admin.
5
Sales Kit – Equipped with Carefully Positioned Offerings …supported by education, training and value propositions
Sales Kit
Positioned Offerings
• Inclusion of salesforce • Client-centric offerings • Salesforce feedback
6
Methodologies and Processes – Streamlined and Relevant …allowing transparency & visibility
Methodologies and Processes
Streamlined and Relevant
• Internationally recognised standards • Consultancy-led sales • Strategic involvement • Robust Account management
• Reduce salesforce admin. • Interact with salesforce • Sales leadership support
7
Account Set – Pipeline Producers
Account Set
Pipeline Producers
…creating the robust qualified opportunities (with high probability of success)
• Typically requires a 3rd party facilitated workshop to unearth relevance
• Logical account allocations • Salesforce upliftment • Professional salesforce
8
Support Structures and Tools …remove as much admin from the salesforce but allow visibility
Support Structures &
Tools
Simplified & reduced Admin.
• Leveraging Industry Best Practice • Opportunity Management System • Sales performance Management • Bid/Proposal Professionals
• Support at all touchpoints • Positive reinforcement • Leadership assistance
9
A Conducive Climate & Culture adds Positive Progress
Status Quo
Progress towards New Business Growth
Methodologies and Processes
Sales Kit
Account Set
Support Structures &
Tools
Positive Climate
and Culture
The ascent of acceptability
Uplift all Stakeholders
• Surprise rewards • Family inclusion • Team events • Achievers Club
10
Build a Roadmap to monitor Actions and Metrics
Define type of sales
organisation
Build a positive
sales culture
Infuse Knowledge: Make
learning exciting
Build a robust Business
Acquisition flow process
Positive & meaningful
client interactions
The ascent of acceptability
Robust relationship
development, based on trust and
openness
Professional Account
Management (Team effort)
Uplift all Stakeholders
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