What Makes a Successful Sales Organization?

Sales from a leadership perspectiveand

Leadership from a sales perspective

Sales from a leadership perspective

• Characteristics• Activities

Characteristics• Professional• Excellent communicators

Good listener Intuitive Works well internally Sells conceptually

• Customer sensitivity / focus• Belief in the organization and the value proposition• Aggressive / competitive / passionate

Characteristics• Product competence• Creative / enthusiastic• Accountable• Curious – want to learn

Customers Products Industry Competition

Solution/Insight

Activities

Proposal Delivery

Proposal Development

QualifyOpportunities

Prospect Suspect

Implementation

Follow-up• Sales ProcessDisciplined – built

on proven principles

DocumentedCommunicated,

followed and supported internally

Solution/Insight

Activities• Set expectations with your customers

Win/Loss Analysis – determine why you win or loss

Ask your customers why• Go directly to them

• Fire and Adjust, Fire and Adjust

Solution/Insight

Activities• Training

CoachingMentoringProductRole playingIndividual

Ultimate Measure of Success

Solution/Insight

Leadership from a sales perspective

• Characteristics: same• Activities: different

Characteristics• Professional• Excellent communicators

Good listener Intuitive Works well internally Sells conceptually

• Customer sensitivity / focus• Belief in the organization and the value proposition• Aggressive / competitive / passionate

CRITICAL to long term success

Characteristics• Product competence• Creative / enthusiastic• Accountable• Curious – want to learn

Customers Products Industry Competition

CRITICAL to long term success

Activities

• Sales ProcessDisciplined – built on proven principlesDocumentedCommunicated, followed and supported internally

Teachable

Solution/Insight

Activities• Set expectations with your customers

Win/Loss Analysis – determine why you win or loss

Ask your customers why• Go directly to them

• Fire and Adjust, Fire and AdjustTeachable

Solution/Insight

Activities• Training (continued)

MentoringProductRole playingIndividual

Teachable

HAPPINESS

ActivitiesNon-teachable:

• Attitude• Engagement

Choice that reflects:• Integrity • Character

Four basic needs of followers:• Trust• Compassion• Stability• Hope

HONEST

INTEGRITY

RESPECT

CARING

FRIENDSHIP

SECURITY

STRENGTHSUPPORT

DIRECTIONFAITH

GUIDANCE

Contact Info• Terry Niles– http://www.linkedin.com/pub/terry-niles/

4/4b7/192• Lucy Kelley– http://www.linkedin.com/pub/lucy-kelley/

2/562/589/