Aligning Sales and Leadership


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This webinar provide s insight on advancing the development of your sales team and specifically targeting where your sales team’s focus should be today! Hosted by Al Rainaldi, Executive Vice President and CSO of Profiles International, the webinar promises to be short, yet impactful.

What You Will learn:
How to identify the areas where each sales person has the greatest potential for immediate improvement.
How individual sales people perceive their own abilities and performance.
How to clearly identify where the area of focus should be for your sales team

Published in: Education
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Aligning Sales and Leadership

  1. 1. Aligning Sales andLeadership for Success in Your Organization Al Rainaldi, Executive Vice President & Chief Sales Officer
  2. 2. Diverse Base of Marquee Customers Financial Services Retail & Consumer Travel & Hospitality Education & Government Technology Healthcare Energy & Utilities Business ServicesCustomer Highlights• Global employee assessment solutions company• Full range of instruments to select, evaluate and develop sales people• Exceptional science, web-based delivery technology and client service• Assessments used in over 120 countries worldwide• In business for over 20 years• Proud to work with exceptional clients 2
  3. 3. Why  We’re  Here Today…Introduce you to a• Proven• Time efficient• Economical• Objective process that will:Dramatically increase the productivity of yoursales  teams… 3
  4. 4. Where Do We Start?• It all starts with Sales Management and their knowledge and relationships with their sales teams. 4
  5. 5. Sales Management Is A Tough Job “Nearly  60% of frontline sales managers underperform during their first two years and more than 50% would rather not manage people.” -­‐ Corporate Executive Board 5
  6. 6. Why?• Difficulty in identifying sales managers with the capability and interest to excel• Lack of clarity of their  teams’  goals  and  roles• Failure to understand the salespeople they manage• Not understanding themselves and how they impact their people• Assuming sales managers know how or when to coach• Too much administrative work to give sales managers adequate time to develop their people 6
  7. 7. So how can we help you?…make  sustainable  changes  to  increase theproductivity of your sales teams without addingadditional sales  people…. 7
  8. 8. Let’s  look  at  what’s  possible…I’d  like  to  thank  Profiles  International  for  their  excellent  work  on  the  case  study we have been using with the Lens Care Group. These are the forty-fivesales representatives who took a product line from $80,000/month (or a milliona year) to $1 million a month in six months. They projected $7 million the firstyear and ended up at $10.5 million. 8
  9. 9. Six Major Contributors• Identify sales managers with the capability and interest to excel• Clarify their teams’  goals  and  roles• Provide necessary information to understand the salespeople they manage• Understand how and where they impact their people• Eliminate the need to assume sales managers know how or when to coach• Reduce administrative work so sales managers adequate time to develop their people 9
  10. 10. The Process 10
  11. 11. Profiles Sales CheckPoint™ 11
  12. 12. The 7 Universal Sales Competencies and their 19 Skill Sets are listed below1. Entrepreneurial Approach 5. Manages Selling Process • Reflects entrepreneurial attitude •  Understands  client-centric selling • Time optimization •  Establishes rapport • Sets effective goals •  Identifies  prospects  needs •  Counsels  prospect2. Understands the Prospect •  Recognizes  buyer  behavior 6. Closes the Sale •  Understands  the  purchasing   •  Explores  prospects  options process •  Presents  ideal  solution •  Overcomes  objections3. Develops Appropriate Solutions •  Closes  effectively •  Uses  feature  and  benefit  solutions •  Knowledge  of  products 7. Manages Sales Relationships •  Secures  the  relationship4. Prospects Proactively •  Develops  the  relationship •  Identifies  prospects •  Gets  appointments 12
  13. 13. Feedback is reported in the following eight sections:• Executive Competency Overview• Skill Set Summary• Critical Skills Alignment Summary• Executive Summary• Skill Set Analysis• Survey Summary of the 79 Items• Survey Comments• Development Overview 13
  14. 14. Profiles Sales CheckPoint™• Precisely targets developmental needs• Enables more effective coaching and communication• Aligns sales priorities• Improves productivity and retention 14
  15. 15. Critical Skills Alignment 15
  16. 16. Profiles Sales CheckPoint™Your Action PlanYou cannot risk leaving your sales development to chance; planning is essential. How manytimes have you stated to yourself or others your intentions to act but fall back into oldhabits? Successful sales people follow through on development plans when the developmentneed is directly linked to a sales challenge or pain point. The most significant developmentopportunities take place on the job and are totally under your control.People tend to play to their strengths – choosing to utilize one sales skill over another due totheir personal proficiencies. They have the knowledge and experience to use certain skills inalmost  any  situation.  If  you  don’t  favor  or  simply  lack  proficiency  with  a  sales  skill  that  is  deemed important to being successful, there are two steps you can take immediately. Development Summary Overview1. First, if you know what to do differently to improve a skill or behavior, do it!2. Second, create an Action Plan. Your plan need not be complex. section reviews the average ratings for each Skill Set. Both ratings for you and your Sales Manager are shown. In this This Most often, your best course of action for personal and professional growth and development is obvious and Skill Sets based on the average ratings and where they fall in relation to the Favorable Zone. section we have grouped the easy to recognize. The results for each Skill Set are sorted and grouped together based on whether you and your Sales Manager identified themThe results from the Sales CheckPoint you recently completed identified the following grouping, scores are sorted by the average scores of your Sales Manager. Here is how your results as critical. Within eachDevelopment Opportunities, although there might be others thatare grouped: as you go are identifiedthrough this process. • Mutually Selected Strengths – The Skill Sets shown here are those which both you and your Sales Manager rated in• Identifies prospects – Recognizes the characteristics of ideal prospects and focuses These are clearly strengths that should be emphasized, but they should not be glossed over as there the Favorable Zone. time and activities on those with the highest probability of becoming is always room for improvement. Discussions should focus on how to use these strengths to help develop those areas good clients. that may need improvement.• Uses feature and benefit solutions – Develops and offers solutions by communicating • product characteristics and identifying how those characteristicsSelected Strengths of Sales Manager – These Skill Sets are those where the average scores of your Sales Manager will satisfy the prospects needs. were in the Favorable Zone. There should be open communication between you both to determine reasons for the differences between these ratings. It is important to align your expectations with those of your Sales Manager regarding• Secures the relationship – Stays in front of client and prospects needs and establishes these Skill Sets. opportunities to generate contacts and do more business with them. • Selected Strengths of Sally – You rated these Skill Sets in the Favorable Zone, but your Sales Manager did not agree. Meet with your Sales Manager to help you understand why some of your behaviors were found wanting. Work together to align your expectations with regard to these Skill Sets. • Areas for Development – Obvious opportunities for development are the Skill Sets that neither of you rated in the Favorable Zone. Training should be considered to help you become more effective in your sales activity. Pay particular attention to those Skill Sets identified as critical by either you or your Sales Manager. 16
  17. 17. Four to Six Months Later• Have we moved the needle? 17
  18. 18. Then and Now 18
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  25. 25. Q&A 25
  26. 26. What’s  next?Let us give you the risk-free opportunity to see foryourself how the Profiles Sales CheckPoint candramatically increase your salesContact: Kris Barlow Vice President, Profiles Sales Solutions (254) 751-1644 ext. 239Connect with us! 26
  27. 27. Thank You For Attending Aligning Sales andLeadership for Success in Your Organization Al Rainaldi, Executive Vice President & Chief Sales Officer
  28. 28. Contact Us Profiles Assessment Asia (Pte.) Limited An Authorized Strategic Business Partner of Profiles International14 , Robinson Road, #08-01A, Far East Finance,Singapore 048545Email: 65717031Fax: 63334636Website: Share , Connect and Follow Us Know your people..Grow your business