Reinventing sales management
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How do you build sales organizatio ns that are fit for the future
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My take on how sales organizations should change to remain relevant in the future. I presented this at the 24 Hour RebelJam on 31st May 2013
Transcript of Reinventing sales management
How do you build sales
organizations that are fit
for the future
The single most
important invention in the last 100
years: Management
Time to Innovate
Management?
An era of unprecedented pace of
change
So, What has changed?
“Limited Resources”
To “Unlimited Resources”
What we sell?
How we sell? Whom do we
sell to?What
motivates us?
What hasn’t changed?
How we measure the success of the sales
folks?
Or Their
managers
So, What do we
do ?
To change the culture of
an organization
Change how first level managers
work
FromDo my quota
ToHelp my
people do their quota
FromManaging
Sales ProcessTo
Pattern Recognition
From Deal
CrunchersTo
Advisors to the strategist
From Managing
ToGuiding
So, What do I propose?
Role of a Sales exec?
- Do their sales quota
- Open their eyes & ears & absorb
- Feedback to their guides
Measure of Success?
- Against their sales quota
- Quality of Insights- Customer Success
Role of a Sales Guide?
- Help team meet quota
- Recognize patterns
- Provide feedback to Seniors
Measure of Success?
- Strength of the weakest link
- Patterns Recognized
- Customer Success
Contact Me @
- www.rmukeshgupta
.com-
www.twitter.com/rmukeshgupta
