National Sales National Sales SurveySurvey

Nancy Mathioudaki,Partner,

EMEA CPS Practice LeaderStanton Chase Int'l

Sales Convention, June 17, 2009

Demographics

Duration: 13/05/09 - 22/05/09 Sample: 980 Answered: 372 (37.9%) Gender: 93.6%: Male

6.4%: Female Age: 50.6%: 40-49 Level of seniority:

– Bus. Development Managers– Sales Managers & Directors– Commercial Managers &

Directors

372 Sales Executives: Sector representation & headcount

How many salespeople are in your sales force within your organization?

Note 980,000 companies(500 companies > 50 mio Euros turnover)

The two factors that have affected most, in recent years, your role as Top Sales Executive

"Greece is a mature market"

* in a scale from 4 to 1

What are the most important priorities of your department?

* in a scale from 8 to 1

Which is your most important concerns about your clients?

* non duplicated

Example: CPS companies are entering into Pharma % vice versa

How important are the following attributes for a Top Sales Executive to be successful?

* up to 3 answers

Rank in order of importance the experience/ knowledge companies seek from their Top Sales Executives

Rank in order of importance the competencies companies seek from their Top Sales Executives

* in a scale from 12 to 1

Top 7 competencies

For which functions are you experiencing shortage of talent?

* up to 3 answers

What support functions or technologies will be most critical to the success of sales?

* results non duplicated based on 100 free text answers

Which sub-function of Sales, do you think will be in demand the next 12 months?

1

2

3

In search for new channels/ incremental

$

How do you feel about your employment prospects in the next 12 months?

92.2% OPTIMISM

How do you think your role will be influenced within the current financial climate?

92.2% OPTIMISM

It will be strengthened, in what aspects?

It will be weakened, in what aspects? (7.8%)

"Reduction of flexibility in sales policies" "Reduction of marketing investments" "Less consumer buying power" "Sales is the 1st to be blamed"

4. Customer Relationship

11.5%

1. Leadership25.0%

5. Experienced People

9.6%

2. Business Development

17.3%

5. Flexibility in Decision Making

5.7%

3. Recruit Talent15.4%

In which industry sectors, do you believe there will be opportunities for Top Sales Executives?

most

least

* up to 3 answers

What do you consider you need to develop in order to achieve your career goals?

* up to 3 answers

Career Management

How important are the following factors in your job satisfaction?

"VERY IMPORTANT"/ TOP 7

4 $

New trend

Why would you pursue a new job/ career change?Why would you pursue a new job/ career change?

Seek career development Seek career development 58.9%58.9%

How interested are you in investigating a new career opportunity?

How do you search the market for possible openings?

* more than 1 answer

Are you willing to relocate if the right career opportunity arises?

Where would you relocate?

* more than 1 answer

Now What?Now What?

How you Grow Client How you Grow Client Relationships During an Relationships During an Economic Contraction?Economic Contraction?

Demanding more value

Price + Benefits = Value

Consolidating

Scared & Uncertain

Trying to leverage their complex organizations◦ Geography◦ Functions

Expanding their capabilities, wanting a stable client base

Dealing with excess capacity

Clients Clients Are:Are: Firms Are:Firms Are:

Working with clients during tough times

Showing creativity & flexibility

Giving ideas for dealing with extraordinary

circumstances

Helping them become more efficient in their spending

Sharing market intelligence as a way to “stay in

touch”

Refocusing in your core clients

Adding value …

ABOVE ALL, REDOUBLING FACE TIME

The real economic returns

Level How a Client Would Describe it

1. Contact “We’ve met …”

2. Acquaintance “I’ve known him for a while …”

3. Expert “He is knowledgeable in that area, and did excellent work for us”

4. Steady Supplier

“We’ve had a relationship for a while now – they consistently deliver”

5. Trusted Advisor “I really trust his judgment and use him as a sounding board for tough issues”

6. Trusted Partner “I view him as a long-term partner in growing our business”

Your saying!...

«Πρέπει να έχω στρατηγική, όχι να στοκάρω»

«Το κέρδος δεν είναι πια άμεσο, πρέπει να χτίσεις στη σχέση, αν αντέχεις να το κάνεις»

«Είμαστε μοναχικοί λύκοι εμείς»

«ΓΙΑ ΤΗΝ ΚΡΙΣΗ Είμαστε μαθημένοι στα δύσκολα... Πάντα είχαμε τη ρευστότητα σαν παράγοντα»

«ΓΙΑ ΤΗΝ ΟΜΑΔΑ Το μεγάλο μυστικό για την τέλεια ομάδα είναι να έχεις 1 παλιό, 1 μουρλό, 1 συντηρητικό» !!!

«Σήμερα πρέπει να είσαι πιο ειλικρινής με τους πελάτες – ανοιχτά χαρτιά»

«Οι πωλήσεις δεν είναι δημόσιες σχέσεις. Απαιτείται γνώσεις ψυχολογίας, oικονομικών, marketing, Supply chain»

«Είμαστε οι πρώτοι που καταγράφουμε τις νέες τάσεις καταναλωτών (πριν από τις έρευνες του marketing)»

…Your saying!...

«Ανακοίνωσα στους γονείς μου ότι θα πάω πωλητής στην Procter – έκλαιγαν 2 μέρες. «Πλασιέ θα γίνεις?» Πριν 18 χρόνια το marketing ήταν το επάγγελμα για τους πτυχιούχους.»

«Όταν ξεκίνησα περίσσευαν τα προσόντα μου. Τώρα κοιτάω από τα νέα άτομα στην ομάδα μου σπουδές, προσωπικότητα, στήσιμο, να είναι δεκτικοί στο feedback, να αρθρώνουν λόγο και να αναδεικνύουν προτερήματα, να πλησιάζουν τον πελάτη συναισθηματικά»

…Your saying!

In a country where …

The citizens joke around visions and values are

hit

There is no “responsibility” in the public sector

The citizens feel insecure

The companies face abrupt profit loss

The environment starts to become a concern

“Energy” is crucial issue

We are living in exponential times

The top-10 in demand jobs in 2010 did not exist in 2004

We prepare students for jobs that don’t yet exist … ◦Using technologies that have not been

invented◦ In order to solve problems we don’t even

know are problems yet

VIDEOVIDEO

"Greatness is never a given. It must be earned. Our journey has never been one of short-cuts or settling for less. It has not been the path for the faint-hearted — for those who prefer leisure over work, or seek only the pleasures of riches and fame. Rather, it has been the risk-takers, the doers, the makers of things…There is nothing so satisfying to the spirit, so defining of our character, than giving our all to a difficult task"

- Barack Obama's speech

Do not stop RECREATING Do not stop RECREATING yourselfyourself

THANK YOU FOR YOUR THANK YOU FOR YOUR ATTENTION!ATTENTION!

THANK YOU IPE!THANK YOU IPE!