the new enablement discipline, ken powell, adp

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the new enablement discipline, ken powell, adp

  1. 1. Sales Enablement“The New Discipline”Ken PowellVP - Worldwide Sales Enablement
  2. 2. Today’s CRISISThe Revenue Abyss Is Upon Us 2009-2011 Sales Performance Optimization Report 2008 2009 2010 Increasing Revenue Targets 85% 85% 92% Sales Reps Making Quota 58% 51% 59% 2000 Companies Surveyed Across Multiple Industries
  3. 3. Today’s ShiftA Revenue Focus Like Never Before Trend 1 Trend 2 Trend 3 The Boardroom Shift The Marketing Shift The Executive Shift Compliance To Revenue Brand To Leads CSO/CMO To CRO The Conference Board February 2010 Top CEO Challenge: Revenue Growth
  4. 4. The Emerging NeedRevenue Performance Management Largest Expense Old Paradigm >40% Of Revenue Is Sales & Marketing Marketing Sales Cost Center Revenue Center Sales Funnel Track New Prospects Track Closed Deals
  5. 5. The Emerging NeedRevenue Performance Management Largest Expense New Paradigm >40% Of Revenue Is Sales & Marketing Marketing & Sales Predictable Revenue Engine Buying Funnel Predicting, Tracking & Planning For Revenue Attainment By Expanding The View Of The Funnel
  6. 6. The Emerging NeedRevenue Performance Management 2010 Revenue Performance Management Whitepaper Remove The Silos Profile Customer Information & Behaviors Guide Through Buying Process With Right Messages To Right Channel Measure & Benchmark Along The Way
  7. 7. The Emerging NeedGrowing Revenue In Simple Terms Get More Qualified Stuff Inside Make The Stuff Inside Bigger Make The Stuff Inside Move Out Quicker
  8. 8. The Emerging NeedGrowing Revenue In Simple Terms Option #1 Get More People To Distribute Your Solutions Option #2 Make The People Who Distribute More Productive
  9. 9. The Revenue AnswerAn Increased Need For Productivity The New Standard In Selling More Sales Faster Pace Less Cost Sales Productivity ProgramsSales Organizations That Optimize Their Sales Processes Significantly Outsell Competitors, Achieving Sales Performance Edges Such As…. Increasing Quota Attainment, % Of Reps Making Plan, Win Ratios, While Reduce Sales Turnover
  10. 10. A Look Back The Evolution Of The Worker Yesterday Automation Leads To TodayProductivity & New SkillsBecome More Important Agricultural Age Industrial Age Information Age Connection Age Strategic Farm Worker Factory Worker Knowledge Worker Communication Worker Commoditized By The Commoditized By The Commoditized By The Empowered To Lead Change & Cotton Gin Assembly Line Internet Bring Insight Eliminate Non-Strategic Tasks & Focus On What’s CRITICAL
  11. 11. A Look BackThe Evolution Of The Worker What Happened To The Knowledge Worker?   Information Is A Commodity   Focus Is The Issue   Do More With Less Is Common What Happened To The Sales Person? 2008 2009 2010 >6 Month NH Ramp Time 72% 73% 77%
  12. 12. The Path ForwardRevenue Acceleration Through Productivity Who Do I Call? What Do I Say? What Do I Sell? Call Them! Say This! Sell That!
  13. 13. The Revenue AnswerSales Enablement - Organizational Overview The New Standard In Selling Step 1: Buyer Focused Sales Model 1980’s Through Early 2000’s Today FAB SPIN Conceptual Strategic Selling The ADPwayBenefit Focused Value Of Understanding Complex Sales, Create Change, Focus On Dialogue Questions Needs & Multiple Buyers Results, Align With Buyer Differentiation Featured By Sales Executive Council: April 2011
  14. 14. The Revenue Answer Sales Enablement - Organizational Overview The New Standard In Selling Step 2: Buyer Focused Sales Readiness Lead Optimization Sales Effectiveness Targeting Lead Center Programs Tools Messaging Comp. IntelPredictive Analytics Inbound Routing Nurturing Market Intel Power Positioning Internal CI Portal Segmentation Lead Qualification Profiling Call Planning Conversation Scripts Field Inquiries Self - Service Analysis Guides Objection Handling Social Collaboration Dynamic Content Solution Positioning Win Loss Analysis ROI Proposal Content Forums & Podcasts Campaigns Measurement Digital References Intelligence Tools.. Planned Priorities Campaign Closeout SEO/SEM Demonstrations 1. Overview 2. Conversations Trigger Events Revenue Impact Social 3. Solution Matrix Web 70% Year-Year Improvement In Sales Cycle Time For Businesses That Invest In Sales Tools
  15. 15. The Revenue AnswerSales Enablement - Organizational Overview The New Standard In Selling Step 2: Buyer Focused Sales Readiness The 1st Sales Call Pushing These 3 Stages Earlier In The Demand Cycle Drives Sales Productivity Recognize Explore Define Evaluate Validate & Negotiate Implement Measure Buyers Question Needs Options Criteria Options Select Terms Solution Impact The Status Quo Executive Overview Loosen Up The Current Approach Cycle & Enabling Tools, Campaigns & Effort Are Reduced 30%-60% Opportunities Lose To Status Quo
  16. 16. The Revenue AnswerSales Enablement – “Guided Path” Initiative Highlight Into This….   Which prospects are most likely to become clients?   When are clients most likely to buy additional products?   Which solutions are buyers most interested in?   How much would the deal be worth?
  17. 17. The Revenue AnswerSales Enablement – “Guided Path” Initiative Highlight Recognizing Needs Explore Options Un-Aided Demand Generation Aided Sales Cycle Acceleration
  18. 18. So As You Leave Today…..1. Revenue Management Is Key To Sales & Marketing Alignment2. Increase Productivity, Lower Cost Through Guided Selling3. It’s All About Connections & Conversations, Everything Else Is Second

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