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Steps to a Successful Sales Transformation 5 Carson Conant By Mediafly CEO & Founder

5 Steps to a Successful Sales Transformation

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Page 1: 5 Steps to a Successful Sales Transformation

Steps to a Successful SalesTransformation5

Carson Conant

By Mediafly CEO& Founder

Page 2: 5 Steps to a Successful Sales Transformation

How can you use Information Enablement Practices

To vault over the competition?

Page 3: 5 Steps to a Successful Sales Transformation

First of all, what is Information Enablement?Information enablement is enabling your organization with technology to effectively communicate the value of your company and products to your customers.

Page 4: 5 Steps to a Successful Sales Transformation

These new technologies can feel like a VICTORY LAP instead of the start of a race.

Especially when you do it at a Big Corporate Event.

Kicking Off

Page 5: 5 Steps to a Successful Sales Transformation

However!In the area of information

enablement, it’s just the BEGINNING.

Page 6: 5 Steps to a Successful Sales Transformation

SUCCESSFUL

Before you start your journey towards information enablement, we want to SHARE with you what defines a

information enablement solution.

Page 7: 5 Steps to a Successful Sales Transformation

FIRST An informationenablement initiative thatinvolves users, such as...

sales reps,partners,distributors,

and executivesmust first and foremost be perceived as a useful, beneficialtool in their minds. ALWAYS!

Page 8: 5 Steps to a Successful Sales Transformation

The Solution must deliver on a strategic objective. This could be a decreased cost or improved efficiency. But measuring these can be easier said than done.

Try a revenuemetric like increased market share or sales growth.

Page 9: 5 Steps to a Successful Sales Transformation

Next The results needs to maintainable. It can’t be a

FLASH

PAN.in the

Page 10: 5 Steps to a Successful Sales Transformation

Without further ado, here are the

Steps that help Determine a Successful Sales Transformation:5

Page 11: 5 Steps to a Successful Sales Transformation

1 VocalUnrelenting Internal Support

Page 12: 5 Steps to a Successful Sales Transformation

True TRANSFORMATION is something that needs

top-level support.

Your project champions need to encourage and engage top executives and

help them understandthe strategic objectives and progress to keep their Passion Lit.

Page 13: 5 Steps to a Successful Sales Transformation

Internal Technology needs to be ready to answer any questions about the solution

Content Admins have to love, not tolerate, a solution they use day in and day out

A Successful initiative will need the support and attention of

Key Groups:2

Page 14: 5 Steps to a Successful Sales Transformation

2 Critical Field Problem Does This Solution Solve?

WHAT

Page 15: 5 Steps to a Successful Sales Transformation

If you can’t Clearly Articulate the value of this initiative to every end user, then it Risks Failing.

Think about the end users as “customers” whose attention your solution needs toattract.

Engage them as much as Facebook, Netflix or Spotify.

Page 16: 5 Steps to a Successful Sales Transformation

If end users don’t Personallybenefit from a solution,

THEY WILL IGNORE ITOr Begrudgingly use it as little as possible.

Page 17: 5 Steps to a Successful Sales Transformation

3SalesReps

in the Field with Spend Time

Page 18: 5 Steps to a Successful Sales Transformation

Companies who don’t Succeed in Sales Transformation

It’s Easy to assume you understand the needs of your reps, but it’s just as easy to miss plan points and lose things in Translation.

spend little to no time teaching the tool or seeing how it’s used in the field by their sales reps.

Page 19: 5 Steps to a Successful Sales Transformation

Valuable Solution

Companies that launch a small working,

to the End Users and then work closely

With them to learn the solution are the most successful in their percentage of adoptions.

Page 20: 5 Steps to a Successful Sales Transformation

4 Content Should Always Be

Up to Date

Page 21: 5 Steps to a Successful Sales Transformation

The first time a sales solution doesn’t have the latest content, your end users will forever see it as just another tool that can’t be trusted. THAT’S IT!

Period. End of Story.

Page 22: 5 Steps to a Successful Sales Transformation

5 Advanced Feature Education

Page 23: 5 Steps to a Successful Sales Transformation

Any time a New Feature is released for your solution, your organization must have a process in place to train Your current end user

Your Solution Partner should be able to help deliver documentation, and even personalized training, depending on the feature update.

on it.

Page 24: 5 Steps to a Successful Sales Transformation

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