Building a World Class Sales Organization...Sin #2 The best sales person is made Sales Manager Sin...
Transcript of Building a World Class Sales Organization...Sin #2 The best sales person is made Sales Manager Sin...
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Building a World ClassSales Organization
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Change? Try Disruption!
“IF THE CHANGE INSIDE YOUR ORGANIZATION IS SLOWER THAN THE CHANGE OUTSIDE YOUR
COMPANY, THE END IS IN SIGHT.”‐Jack Welch Former GE CEO
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Two Basic Foundations
1. Systems and Processes
2. Leverage
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Entrepreneur Insight
1.Vision
2. Key People in Key Spots
3. Culture
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Three Sins of Sales Management
Sin #1 The Owner/CEO is also the Sales Manager
Sin #2 The best sales person is made Sales Manager
Sin #3 The best sales person is made Sales Manager PLUS continues selling
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The Winning Playbooks
Sales Leadership Playbook: • Rank sales staff performance and deal with poor performers • One on Ones with each Sales Professional minimum monthly • Sales Meetings twice monthly minimum • Recruiting basket of at least 20 we are courting • Recruiting courting process built around a touch system • Recruiting interviews ongoing • Inspect the baskets (pipeline mgmt.) minimum monthly • Inspect key activities of Sales Professionals • Progress reviews at least quarterly • Training, training, training, to include: role practice, joint calls, training calls, coaching calls and building a success guide • Inspect monthly the Sales Professionals touch system • Recognition activities ongoing • Rewards systems ongoing, including contests • Compensation plans review twice yearly • Key account focus • New hire orientation • Unit performance management (Actual/Plan analysis) • Senior management interactions (proactive/reactive)
Sales Systems & Processes Playbook • Goal setting • Key activities ID • Key activities tracking & measurement • Pipeline management • Time management • Leveraging Web 2.0 • Objection ID and responses • Question guide‐what and when to say • Differentiating from the competition processes • Proactive database leveraging • Recognition systems for prospects/customers/clients
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Sales Management Examples
1. Recruiting
2. Coaching/Training‐Field Calls‐Role Practice
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Sales Management Examples
1. Backward Thinking
2. Proactive Pipeline Management
3. Touch System
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