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Ten Slides in Ten Minutes:
Sales Prevention
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill ...
2
Opening Statement
In many sales organisations there are People, Processes and
Systems that inhibit effective and efficie...
3
People
1. Non Team-Players: Unhelpful, Unapproachable, Negative, Apathetic, Uncaring, Caustic
2. Political Animals: Self...
4
Processes
1. Dated: Irrelevant, Administrative Overhead, Mis-Aligned to Best Practices
2. Bureaucratic: Cumbersome, Time...
5
Systems
1. Outdated: Irrelevant, Administrative Overhead, Burdensome
2. Non-Integrated: Manual Interventions, Revenue Le...
6
Fear Management
The Simple Reality of Bad Business…
Silo’d
Business
Units
Bureaucracy
People
Processes
Systems
…allowing...
7
A Culture of Fear Builds Barriers within an Organisation
Source: Sales Synthesis
Cascading
eMails
Cover your
@#$%
Isolat...
8
A Culture of Fear Builds Barriers with Customers
Symbiotic
relationship
with clients
Source: Sales Synthesis
Market
Mana...
9
The Cliché Corporation Eventually Collapses…
'Every man is a creature of the age in which he lives; very few are able to...
Consider Other Aspects that Could Impact Sales…
To a ‘lesser extent’ other factors need to be considered
10
• Unclear busi...
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Ten Slides in Ten Minutes - Sales Prevention

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In many sales organisations there are People, Processes and Systems that inhibit effective and efficient sales activities. The contents of this slide deck are taken from ‘real life experiences’. The names have been changed to protect the guilty.

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Transcript of "Ten Slides in Ten Minutes - Sales Prevention"

  1. 1. SS Ten Slides in Ten Minutes: Sales Prevention [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP April, 2014 bill.graham@sales-synthesis.co.za
  2. 2. 2 Opening Statement In many sales organisations there are People, Processes and Systems that inhibit effective and efficient sales activities. The contents of this slide deck are taken from ‘real life experiences’. The names have been changed to protect the guilty.
  3. 3. 3 People 1. Non Team-Players: Unhelpful, Unapproachable, Negative, Apathetic, Uncaring, Caustic 2. Political Animals: Self-Absorbed, Personal Ambitions Conflict with Organisational Needs 3. Unskilled Resources: Poor Recruitment Practices, Nepotism, Cronyism, Poor Decision- making, lack of business agility 4. Dated Resources: Mis-Aligned to Marketplace, Irrelevant, Ineffectual 5. No Positive Organisational Culture: Poor Recruitment Practices, Deadwood, 6. Guerrillas in the Midst: Competitor’s Ally, Disruptive, Disgruntled 7. Corporate Tourists: Retired at work, Focused on Personal Interests, Time-Wasters Do not let HR become more powerful that the actual Business Units…
  4. 4. 4 Processes 1. Dated: Irrelevant, Administrative Overhead, Mis-Aligned to Best Practices 2. Bureaucratic: Cumbersome, Time-Wasting, Soul-Destroying 3. Silo’d: Disconnects across Business Units, Mismatched Data, Revenue Leakage, 4. Business Unit Relevance Only: Non-Functional for other Business Units, Meaningless to Organisation, Manual Interventions 5. Informal: Confusion, Optional, Irrational, 6. Over-Governance: Debilitating, Regulatory Strangulation, Stagnation Ensure that Processes are Reviewed on, at least, a 6-monthly basis…
  5. 5. 5 Systems 1. Outdated: Irrelevant, Administrative Overhead, Burdensome 2. Non-Integrated: Manual Interventions, Revenue Leakage, Time-Wasting 3. Monolithic: Feeding the Monster, Indivisible, Slow to Change, Glacial Inactivity 4. Inability to eBond: Islands of Data, No Linkage to Clients’ Systems, Insular Elements 5. Proprietary: Inability to Support International Standards, GRC (Governance, Risk, Compliance) challenged, Restrictive Growth and Evolution Systems are there for Support. Do not let them become Your Masters…
  6. 6. 6 Fear Management The Simple Reality of Bad Business… Silo’d Business Units Bureaucracy People Processes Systems …allowing bad people to succeed… where others fear to tread… Underpinning every problem in a modern business
  7. 7. 7 A Culture of Fear Builds Barriers within an Organisation Source: Sales Synthesis Cascading eMails Cover your @#$% Isolation Silos Polarisation Barriers Need Filters Yes People Insipid Organisation with no Backbone
  8. 8. 8 A Culture of Fear Builds Barriers with Customers Symbiotic relationship with clients Source: Sales Synthesis Market Management Relationship Building Opportunity Scouting Industry Knowledge Trend Challenges Response Impact Players Personal Challenges Upliftment Business Solution/s Benefits Derived value Business Acquisition Kept to self Internal focus Non-innovative Acquiesce Insular Self-preservation Groupthink Shallow Acceptance Fragility-based
  9. 9. 9 The Cliché Corporation Eventually Collapses… 'Every man is a creature of the age in which he lives; very few are able to raise themselves above the ideas of the time.' - Voltaire People, Processes & Systems Progress Collapse Status Quo Fear Management Positive Climate & Culture
  10. 10. Consider Other Aspects that Could Impact Sales… To a ‘lesser extent’ other factors need to be considered 10 • Unclear business strategy • Business Ethics • Cultural Diversity • Role and responsibility confusion • Commuting Problems • Remuneration Parity • Buy-in to the Business Strategy • Company Politics • Respect for Executive Management • Weak Leadership • Poor – or missing - Support Systems & Tools • Unfocused Strategic Market Development • Lack of support for wellness initiatives • Restructuring Periodicity • Brand Acceptance • Litigation • Relevant Offerings Portfolio • Etc… Solution Sales: Value
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