THE SALES ENABLEMENT IMPERATIVE
70 CHANGE
INITIATIVES
Leading Change, John Ko1er, Harvard Business School Corporate Survey, 2008, McKinsey & Co.
BUSINESS TRANSFORMATION
CORPORATE DIRECTIVES
% FAIL 2 SAVO CONFIDENTIAL © 2011
3 SAVO CONFIDENTIAL © 2011
= SALES EXECUTION
CORPORATE EXECUTION
CORPORATE EXECUTION = SALES EXECUTION
New Products/Services
Growth / Revenue Initiatives
M&A, New Markets
New Channels
OperaTonal Excellence
Revenue $$
Sales Execution Buyer Decision
?
?
?
?
Time Money People
4 SAVO CONFIDENTIAL © 2011
???
Source: Forrester Research
% Products, brands, operaTons
% InteracTons with sellers
% Sales calls execs view as valuable
30
70
11
CUSTOMERS FIND LITTLE VALUE IN THE CONVERSATION…
5 SAVO CONFIDENTIAL © 2011
DEPLOYING GROWTH INITATIVES
6
Growth IniGaGve
Execs MarkeGng Sellers/ Regions
Channels
SALES EXECUTION CHALLENGES:
ACHIEVE (successful execuTon)
ADOPT (take ownership)
ACTIVATE (Tmely deployment)
DEPLOYING GROWTH INITATIVES
7
Growth IniGaGve
Execs MarkeGng Sellers/ Regions
Channels
SALES EXECUTION OPPORTUNITIES:
MOBILIZE THE TEAM
EMPOWER THE INDIVIDUAL
COMMAND & CONTROL
SALES EXECUTION CHALLENGES:
ACHIEVE (successful execuTon)
ADOPT (take ownership)
ACTIVATE (Tmely deployment)
SOLVING THE SALES EXECUTION CHALLENGE
SAVO CONFIDENTIAL © 2011
Pricing
Products
Data
Ideas
People
Content
Process Corporate Strategy
8
Management Tool / Prescribe
COMMAND AND CONTROL
Coaching & Team Selling
MOBILZE THE TEAM
Filter / Push
EMPOWER THE INDIVIDUAL
DRIVING ALIGNMENT
9 SAVO CONFIDENTIAL © 2011
Challenge: Revenue IniGaGves
Deploy new Methodology / Power PosiToning, Messaging & Tools
Improve Overall Sales ProducTvity and New Seller Ramp Processes
Improve Product Launch Success Rates through be1er Team Selling
SoluGon: SAVO
91% adopGon / first 4 months
Average ramp Gme reduced from nine months to five
80% reducGon of “random acts of seller enablement”
“Omnicell takes pride in our ability to deliver market leading solu7ons for pa7ent safety and opera7onal efficiency in the Healthcare industry. Our partnership with SAVO and Corporate Visions is enabling us to grow and expand our market presence through beCer alignment and execu7on.”
- Todd Sims , Omnicell
CORPORATE EXECUTION = SALES EXECUTION
New Products/Services
Growth / Revenue Initiatives
M&A, New Markets
New Channels
OperaTonal Excellence
Revenue $$
Sales Execution Buyer Decision
?
?
?
?
Time Money People
HOW BIG IS YOUR GAP?
13 SAVO CONFIDENTIAL © 2011
THANK YOU
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