© Copyright 2014 The Sales Management Association.
Sales Management Association Webcast
1 October 2014 Presented by
Refocusing Sales Enablement Investments…On Sales Enablement!
About The Sales Management Association
Slide 2
© 2014 The Sales Management Association. All rights reserved.
A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners. Learn More: www.salesmanagement.org
Today’s Presenter
Slide 3
© 2014 The Sales Management Association. All rights reserved.
BIG + BIG = BETTER
Agenda
Slide 4
© 2014 The Sales Management Association . All rights reserved.
idea #1 idea #2 Results from your SE investments
Ask yourself…
Slide 5
© 2014 The Sales Management Association . All rights reserved.
1. Does your SE content anticipate every sales conversation?
2. Do you expect your sales people to do more than simply deliver content?
3. Should reps exercise skill in crafting compelling customer- and context-specific solutions?
What are we enabling?
Slide 6
© 2014 The Sales Management Association . All rights reserved.
Where does SE reside?
Slide 7
© 2014 The Sales Management Association . All rights reserved.
SE budgets are getting bigger!
Slide 8
© 2014 The Sales Management Association . All rights reserved.
Follow the money…
Slide 9
© 2014 The Sales Management Association . All rights reserved.
All the right stuff
© 2014 The Sales Management Association . All rights reserved.
Buyers expect more
Slide 11
© 2014 The Sales Management Association . All rights reserved.
And change happens…
Slide 12
© 2014 The Sales Management Association . All rights reserved.
Ends must justify the means
Slide 13
© 2014 The Sales Management Association . All rights reserved.
Are our reps more “enabled” than they are successful?
Sales enablement broadly speaking
Slide 14
© 2014 The Sales Management Association . All rights reserved.
• Sales technology • Client-facing content • Sales skill training • Product training • Account management
IDC: One in three deals lost
Slide 15
© 2014 The Sales Management Association . All rights reserved.
1/3 of our reps not ready to win! But which ones are they?
© 2014 The Sales Management Association . All rights reserved.
Spend more, grow more…
Slide 17
© 2014 The Sales Management Association . All rights reserved.
Results.. Way better results?
Big Idea #1
Slide 18
© 2014 The Sales Management Association . All rights reserved.
Get focused on a very specific business goal
Which silver bullet?
Slide 19
© 2014 The Sales Management Association . All rights reserved.
Forrester SE Execution Landscape
Slide 20
© 2014 The Sales Management Association . All rights reserved.
Qstream.com/Forrester_Report
• Develop • Position • Locate • Align • Engage • Assemble
Big Idea #2
Slide 21
© 2014 The Sales Management Association . All rights reserved.
To be successful, you must change behaviors
Sales is about relationships
Slide 22
© 2014 The Sales Management Association . All rights reserved.
CRM systems don’t close deals, your people do…
New name, same old gig?
Slide 23
© 2014 The Sales Management Association . All rights reserved.
The Solution Sale
Formula Selling
Pyramid Selling
Mood Selling Barrier Selling
Agile Selling
Needs Satisfaction Selling
Challenger
Customer-Centric Selling
Brain science
Slide 24
© 2014 The Sales Management Association . All rights reserved.
The “Forgetting Curve” People forget up to 79% of new information within 30 days
Hermann Ebbinghaus
Harvard Research
Slide 25
© 2014 The Sales Management Association . All rights reserved.
Most learning is not conducive to how we actually store info in memory
Interval Reinforcement
Active Recall
• “Spacing and testing” approach
• Clinically proven to boost retention by up to 170%
• Durably changes behaviors
Measuring strengths
Slide 26
© 2014 The Sales Management Association . All rights reserved.
0%#5%#10%#15%#20%#25%#30%#35%#40%#45%#50%#
Regulated# Unregulated#
1st#A6empt#
2nd#A6empt#
% of incorrect responses
Reclaimed Revenue Opportunity?
31%
46%
18%
28%
Real-world example
Slide 27
© 2014 The Sales Management Association . All rights reserved.
68% 92% Sales skills baseline improvement
Real-world example
Slide 28
© 2014 The Sales Management Association . All rights reserved.
Real-world example
Slide 29
© 2014 The Sales Management Association . All rights reserved.
Real-world example
© 2014 The Sales Management Association . All rights reserved.
Time to refocus our investments
Slide 31
© 2014 The Sales Management Association . All rights reserved.
Less focus on content and tools… More focus on people and ways to enable productive, value-added conversations
Questions and discussion
Slide 32
© 2014 The Sales Management Association. All rights reserved.
Enter your questions in the “Questions” box on the right hand side of the webinar application window.
Did we run out of time before we got to your question? Presenters can follow-up with you via email. Feel free to submit more questions if you’d like an offline response.
© Copyright 2014 The Sales Management Association
Thank You.
Top Related