Sales enablement imperative, Kurt Anderson
 

Sales enablement imperative, Kurt Anderson

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Sales enablement imperative, Kurt Anderson Sales enablement imperative, Kurt Anderson Presentation Transcript

  • THE  SALES  ENABLEMENT  IMPERATIVE  
  • 70  %  FAIL   CHANGE   CORPORATE     DIRECTIVES   INITIATIVES   BUSINESS   TRANSFORMATION  Leading  Change,  John  Ko1er,  Harvard  Business  School   Corporate  Survey,  2008,  McKinsey  &  Co.     SAVO  CONFIDENTIAL  ©  2011   2  
  • CORPORATE  EXECUTION   =       SALES  EXECUTION  SAVO  CONFIDENTIAL  ©  2011   3  
  • CORPORATE  EXECUTION  =  SALES  EXECUTION   OperaTonal  Excellence   ?   New  Channels   ?   ???   Revenue   $$   M&A,  New  Markets   ?   New  Products/Services     ?   Growth / Revenue Initiatives Sales Execution Buyer Decision Time Money People SAVO  CONFIDENTIAL  ©  2011   4  
  • CUSTOMERS  FIND  LITTLE    VALUE  IN  THE  CONVERSATION…              %  Products,  brands,  operaTons  3070            %  InteracTons  with  sellers   11  %  Sales  calls  execs  view  as  valuable  Source:  Forrester  Research   SAVO  CONFIDENTIAL  ©  2011   5  
  • DEPLOYING  GROWTH  INITATIVES   SALES  EXECUTION   CHALLENGES:   ACTIVATE     (Tmely  deployment)   ADOPT   (take  ownership)   ACHIEVE   (successful  execuTon)   Growth   Execs   MarkeGng   Sellers/   Channels   IniGaGve   Regions   6  
  • DEPLOYING  GROWTH  INITATIVES   SALES  EXECUTION   OPPORTUNITIES:   CHALLENGES:   COMMAND  &   ACTIVATE     (Tmely  deployment)   CONTROL   EMPOWER  THE   ADOPT   (take  ownership)   INDIVIDUAL   MOBILIZE  THE   ACHIEVE   TEAM   execuTon)   (successful   Growth   Execs   MarkeGng   Sellers/   Channels   IniGaGve   Regions   7  
  • SOLVING  THE  SALES  EXECUTION  CHALLENGE   COMMAND     EMPOWER  THE     MOBILZE     AND  CONTROL     INDIVIDUAL     THE  TEAM   Ideas   Products   Process   Corporate   Management     Filter  /  Push   Coaching  &   Strategy   /  Prescribe   Tool   Team  Selling   People   Pricing   Data   Content   SAVO  CONFIDENTIAL  ©  2011   8  
  • DRIVING  ALIGNMENT   Challenge:  Revenue  IniGaGves   SoluGon:  SAVO   Deploy  new  Methodology  /  Power   91%  adopGon  /  first  4  months   PosiToning,  Messaging  &  Tools   Improve  Overall  Sales  ProducTvity  and  New   Average  ramp  Gme  reduced   Seller  Ramp  Processes   from  nine  months  to  five   Improve  Product  Launch  Success  Rates   80%  reducGon  of  “random  acts   through  be1er  Team  Selling   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 SAVO  CONFIDENTIAL  ©  2011   9  
  • CORPORATE  EXECUTION  =  SALES  EXECUTION   OperaTonal  Excellence   ?   New  Channels   HOW  BIG   ?   Revenue   IS  YOUR   $$   M&A,  New  Markets   GAP?   ?   New  Products/Services     ?   Growth / Revenue Initiatives Sales Execution Buyer Decision Time Money People SAVO  CONFIDENTIAL  ©  2011   13  
  • THANK  YOU