Top 10 practices of Successful Selling Organizations
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Top 10 Characteristics of Successful Selling Organizations & Sales Management Best Practices
The Center for Business Performance SolutionsWCTC
Sales Management Breakfast3.22.2013
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Sales Management
• What is it?
• Why do you need it?
• How do you develop it?
• How do you make it part of the culture?
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Top 10 Characteristics of Successful Selling Organizations
1. Have a Vision/Organizational Alignment
2. Market Oriented/Customer Focused
3. Culture of Continuous Improvement and Learning
4. Operate Under a Sense of Urgency
5. Process Driven
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Top 10 Characteristics of Successful Selling Organizations
6. Superior People
7. Results Focused
8. Can Measure Success
9. Reward Success
10.Have Strong Sales Leadership/Sales Management Function
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1. Have a vision/ Organizational Alignment
• Know what you want to be and where you want to go
• Never satisfied • Agility• Have a publicized goal - BHAG
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2. Market Oriented/Customer Focused
• Know their “Ideal Client”• The customer is King• Aligned on the customer like a LEAN
manufacturing process• Outstanding marketing content
− Client-Centric− Multiple Channels− Communication
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3. Culture of Continuous Improvement and Learning
• Make improvements over time at all levels• Realize improvement is not a cost• Culture of innovation • Bottom up solutions
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4. Operate Under a Sense of Urgency
• Shorter sales cycles • Custom solutions• Offensively strong and defensively strong• Eliminate constraints for the sales force
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5. Process Driven
• Defined Processes and Systems • Clearly define how a customer goes
from A to Z• Flawless execution • Coach to the system/process• Accountability
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6. Superior People
• Hire right for the right traits − Can teach products and skills − Can’t teach enthusiasm or drive• Treat people as the end• Give the people the tools they need• Invest in them
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7. Results Focused
• Tangible results are still a primary objective of any company
• Success comes from execution at all stages• Successful funnel management
− Volume and Velocity• KPI’s – Leading indicators
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8. Can Measure Success
• Sales and profits do matter • How you get them matters• Professional sports teams analogy• Utilize business intelligence• Consistency/rhythm/cadence
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9. Reward Success
• Celebrate success
• Pay for performance
• Give everyone skin in the game
• Open book management
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10. Have Strong Sales Leadership/ Sales Management Function
• Leader
• Business Manager
• Coach
• Recruiter
• Trainer
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Top 10 characteristics of a successful sales management function
1. Has a seat at the table to help craft the vision
2. Is the voice of the customer and the sales team throughout the organization − cross functional
3. Is always looking for a better way of doing things to get better results
4. Knows how to prioritize and motivate others
5. Has a methodical approach to the market – able to direct resources
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Top 10 characteristics of a successful sales management function
6. Wants to win
7. Can build a team – Coach – Make tough decisions
8. Uses data to guide decisions – objectivity
9. Not afraid to give credit to others
10.Sells more through the team than they can on their own