Lou Schachter BTS Sales Practice - Advantage … · Title: Learning that Drives Revenue Growth...

Lou Schachter Managing Director BTS Sales Practice

Advantage Sales Leadership Webcast Series 2009

Copyright © 2009 BTS – All Rights Reserved

Topic Partner Date

Set Customer Expectations Higher BTS April 14

Applying Total Quality Management to Sales HR Chally May 8

How to Drive More Business – Now Advantage Performance June 9

How to Manage Sales in Times of Recession HR Chally Aug 6

Sales Forecasting Market Partners Sept 4

Sales Transformation BTS Oct 9

More Profitable Relationships Faster Clarity Advantage Nov 3

Coaching Produces Sales InsideOut Dec 4

Advantage Sales Leadership Webcast Series 2009


PRODUCTS

SOLUTIONS

ACCELERATORS

Needs

Problems

Results


Large, strategic effort… to change the way your company goes to market… or to change how your sales force interacts with its

customers… particularly a shift from product or solution selling

to accelerating their customers’ business results

PRODUCTS

SOLUTIONS

ACCELERATORS

Needs

Problems

Results


Confusing, unaligned initiatives


Over-focusing on product knowledge


Not investing in coaching 19% Gap!

Performance of Salespeople Against Goal

Level of Coaching Performance By Manager


Skipping some critical activities

Develop a better understanding of changing customer requirements

Align compensation with strategy


Focus on account management and sales pipeline

Segment your markets and realign salespeople

Refocus sales training to emphasize new sales skills

Leverage technology investments

PRODUCTS

SOLUTIONS

ACCELERATORS

Needs

Problems

Results


Denial Commitment

Resistance Exploration


Build Stakeholder Alignment

Participant and Manager Alignment

The workshop experience

Build Accountability Implement Action Plan

Before(Align Stakeholders)

During(Build Capability)

After(Apply Learning)

iBooster Development Action Plan Business

ResultsImpact Map


PRODUCTS

SOLUTIONS

ACCELERATORS

Needs

Problems

Results


Lou Schachter BTS Sales Practice - Advantage … · Title: Learning that Drives Revenue Growth...

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Transcript of Lou Schachter BTS Sales Practice - Advantage … · Title: Learning that Drives Revenue Growth...