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The Missing Links

Building High Performing

International Sales Teams

Presented by:Chris Mott - Kurlan Associates

PMMI - October 2013

Sales DNA

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Capabilities Shift• Value Presenters vs. Consultative Advisors – 21%• Account Managers vs. Proactive Hunters – 8%

Critical Data• Only 33% of weaker salespeople have strong Commitment• Nearly all Salespeople in the bottom

74% have issues with Rejection• 60% Make Excuses • 56% Are Not Extrinsically Motivated• 45% Are Not Self-Starters• 20% have either strength as a Hunter or Closer - 6% (both)

Inside the Sales Force

35%Overall Sales Capability

47%Hunter Skill Set

33%Consultative Seller

Skill Set

32%Qualifier Skill Set

24%Closer Skill Set

51%Account

Manager Skill Set

29%Farmer Skill Set

45%Sales Posturing

Elite 6% Next 20% Bottom 74%0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Percentage Of Sales Skills

Requires

• You must always be recruiting• 80-20 means the sales recruiting process is broken• Skilled enough to recognize the wrong people early• Get the identify step right – common problem• Assess Everyone – Sales Specific Assessment• Identify and discuss the hidden sales DNA

• Early (Resumes) – what’s not there?• Middle (Interview) – it’s an audition• Later (hiring) – proper on-boarding

Selecting Great Salespeople

Myth #1

• Representatives can not be held accountable

Myth #2

• We can’t get good data from our representatives

Myth #3

• They won’t follow a defined sales process

© Copyright 2008 Dave KurlanDaveKurlan.com

Baseline Selling

Suspect

Prospect

Qualified

Scored

They Need It

SOB Quality

Quantified Problem

Compelling Reasons to BuyThey’ll Spend More

Have Timeline for Decision

Know Process and Criteria for Decision

Needs and Cost Appropriate Presentation

Inoffensive Close

Commitment to Solve

Company, Capabilities and Value Proposition

Where Customers and Reps. Start

Scheduled 1st Meeting

Found an Issue

Engaged Prospect

Suspect

Prospect

Qualified

Scored

They Need It

SOB QualityCompelling Reasons to Buy

They’ll Pay More

Have Timeline for DecisionKnow Process /Criteria for Decision

Needs and Cost Appropriate Presentation

Inoffensive Close

With Decision Maker

QuantificationCommitment

Story & Capabilities

Value Proposition

Engaged Prospect

Booked Appointment

Reached a Prospect

Must Optimize The Sales Process

Where Value Is Sold

Should Spend 80% Of Their Time onThese Top 5

Sales Management Functions

Sales Managers

• Accountability• Coaching• Motivating• Growing People• Proactive Recruiting

Sales Management Functions

• Focus on Hunter and Qualifier Skills• Build their Consultative Selling Ability• Understand Sales DNA• You Must Provide Motivation• Leverage Metrics• Manage to a Defined Sales Process • Hold Your Salespeople Accountable• Regular Pre-Call Strategy• Consistent Post-Call Debriefing• Better Opportunity Management• Increase Focus on New Business• Stop Believing Myths• Use a Sales Specific Recruiting Process• Invest in your Sales Force

Required Competencies

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Chris MottKurlan Associates

cmott@kurlanassociates.com(508) 887-3312

Questions