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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
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
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Thank you to:
Listen to the webinar
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http://vlerick.adobeconnect.com/p41eifsww4x/
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CSO insights – sales performance optimization study
SRP MATRIX ™
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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
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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METRICS AND LEVELS
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METRICS AND LEVELS
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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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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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POLL
Your company (anonymous)
A. Level 1B. Level 2C. Level 3D. Level 4
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CHARACTERISTICS OF SALES PEOPLE
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POLL
Your company (anonymous)
A. VendorB. Preferred SupplierC. ConsultantD. ContributorE. Trusted Advisor
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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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Q&A
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“Success breeds complacency.
Complacency breeds failure.
Only the paranoid survive.”
—Andy Grove
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]