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Driving Sales Team Productivity through Front-Line Sales Management<br />Keys to Execution Success<br />Presented by<br />...
The Sales Management Association<br />Visit Us Online at www.salesmanagement.org<br />A global, cross-industry professiona...
Philippe Le Baron<br />LB4G Consulting Inc.<br /><ul><li>LB4G Consulting: Global SFE Consultancy
Practitioner and Thought Leader
Experience in Sales Management at firms including Dassault, Digital, Compaq, and EMC.
Author of the Winning Formula for Rising Sales Managers: 1+1+1=4!</li></ul>3<br />© 2010 LB4G Consulting.  Distributed wit...
Today’s Webcast Agenda<br />Keys to Successful Sales Team Execution<br /><ul><li>Definition of a sales unit
VP of Sales :  top concerns vis-à-vis execution
Front line sales managers top issues today
Doing the right thing : key sales management processes
What a difference these processes make</li></ul>4<br />© 2010 LB4G Consulting.  Distributed with Permission by The Sales M...
Sales Unit Definition<br />Sales Reps<br />Sales Manager<br />Client<br />Sales Unit<br />5<br />© 2010 LB4G Consulting.  ...
How well are they executing, do they even know what’s going on @rep level?<br />How well are <br />they leveraging <br />t...
The Answer<br />The answer to better and faster sales unit execution lies in the adoption of consistent sales management p...
Effective sales managers treat their reps as if they were their new customers
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Driving Sales Team Productivity through Front-Line Sales Management

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Few large sales organizations can match EMC’s growth over the past ten years, during which time the global IT firm has enjoyed year-over-year growth rates in excess of 100%, and a four-fold increase in employees to 40,000 worldwide. One key to its remarkable growth record is its focus on sales productivity driven by high-performing front-line sales management.

In this Sales Management Association webcast, Philippe Le Baron, formerly a European sales productivity manager with EMC, reviews the key elements of front-line sales management processes, and discusses how other firms have successfully adapted these techniques to drive transformational productivity improvements within their sales organizations. The webcast addresses the following topics: five sales management processes essential to driving sales team execution; developing sales management’s impact on profitable revenue growth; implementing and managing a high-performance front-line sales management focus; and creating a blueprint for transformational change within any sales organization.

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Transcript of "Driving Sales Team Productivity through Front-Line Sales Management"

  1. 1. Driving Sales Team Productivity through Front-Line Sales Management<br />Keys to Execution Success<br />Presented by<br />Philippe Le Baron<br />LB4G Consulting<br />February 5, 2010<br />© 2008-2010 The Sales Management Association <br />
  2. 2. The Sales Management Association<br />Visit Us Online at www.salesmanagement.org<br />A global, cross-industry professional association for sales operations and sales management.<br />Focused in providing research, case studies, training, peer networking, and professional development to our membership. <br />2<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  3. 3. Philippe Le Baron<br />LB4G Consulting Inc.<br /><ul><li>LB4G Consulting: Global SFE Consultancy
  4. 4. Practitioner and Thought Leader
  5. 5. Experience in Sales Management at firms including Dassault, Digital, Compaq, and EMC.
  6. 6. Author of the Winning Formula for Rising Sales Managers: 1+1+1=4!</li></ul>3<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  7. 7. Today’s Webcast Agenda<br />Keys to Successful Sales Team Execution<br /><ul><li>Definition of a sales unit
  8. 8. VP of Sales : top concerns vis-à-vis execution
  9. 9. Front line sales managers top issues today
  10. 10. Doing the right thing : key sales management processes
  11. 11. What a difference these processes make</li></ul>4<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  12. 12. Sales Unit Definition<br />Sales Reps<br />Sales Manager<br />Client<br />Sales Unit<br />5<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  13. 13. How well are they executing, do they even know what’s going on @rep level?<br />How well are <br />they leveraging <br />the support teams?<br />Do they truly understand & communicate the bigger picture? <br />What processes <br />do they follow? <br />Today’s VPs of Sales’ Challenges<br />Vis-à-vis Their Front Line Sales Managers <br />Can They Execute?<br />How effective are <br />they at leading <br />change?<br />How can I make my front line sales managers more effective?<br />6<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  14. 14. The Answer<br />The answer to better and faster sales unit execution lies in the adoption of consistent sales management processes.<br /><ul><li>Effective sales managers consistently enforce among their team 5 key weekly sales management processes
  15. 15. Effective sales managers treat their reps as if they were their new customers
  16. 16. Effective sales managers consistently measure specific forward-looking metrics about their reps</li></ul>7<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  17. 17. Joined Sales Call Process<br /><ul><li>Five to eight a week
  18. 18. Focused on developing the rep and the business in this account
  19. 19. Prepared and debriefed by the sales manager
  20. 20. The actual call is led by the rep</li></ul>8<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  21. 21. 1-2-1 Process<br /><ul><li>Monthly process for each rep
  22. 22. Focused on stretching the rep
  23. 23. The best and only opportunity when you can push your reps’ hot buttons
  24. 24. Should be prepared as you would a customer call</li></ul>9<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  25. 25. Pizza Training Process<br /><ul><li>Focused on developing the reps
  26. 26. Team building exercise
  27. 27. Practice time and role playing time
  28. 28. Led by the sales manager</li></ul>10<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  29. 29. The Three Stages Sales Managers Usually Go Through<br />Sales Productivity Management<br />Sales Manager’s Revenue Impact<br />5 of 5 Processes<br />Interactive<br />2 of 5 Processes<br />Negative<br />Naive<br />Sales Manager’s Experience<br />No Processes<br />11<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  30. 30. Why Doesn’t Everyone Do This Weekly?<br />DOING THE THING RIGHT (the ART piece): Value added inspection skills, <br /><ul><li>The questions you ask
  31. 31. How you ask the questions
  32. 32. The metrics you inspect</li></ul>12<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  33. 33. Five Consistent Sales Management Processes<br />A Blueprint For Any Change Program<br />Financial Gains <br /><ul><li>More reps @ goal in each sales unit
  34. 34. Quotas growth versus actuals growth
  35. 35. Better sales forecast accuracy thanks to a smarter use of forward looking metrics</li></ul>Strategic Gains<br /><ul><li>Effective sales management forever
  36. 36. Replicable model, no matter who stays and who leaves
  37. 37. Proactive sales management culture</li></ul>Personal Gains<br /><ul><li>Empowered sales managers and motivated sales teams
  38. 38. Improved execution through better delegation
  39. 39. Better control and more proactive impact from the sales manager</li></ul>13<br />© 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association <br />
  40. 40. Learn More<br />The Sales Management Association<br />This abridged presentation is provided as a preview. <br />Sales Management Association members may access the presentation in its entirety, and download copies in Powerpoint format, at the Sales Management Association website: www.salesmanagement.org.<br />Consider joining The Sales Management Association, the premier professional association for sales leaders, sales support professionals, and sales force effectiveness thought leaders.<br />14<br />Copyright © 2008 - 2010 The Sales Management Association. All rights reserved.<br />
  41. 41. About The Sales Management Association<br />www.salesmanagement.org<br />The Sales Management Association is a global professional association for sales management and sales operations. The SMA fosters a community of interest among sales force effectiveness thought leaders, consultants, academics, and sales management practitioners across many industries.<br />Through training workshops, online resources, and research materials, The SMA addresses the management issues of greatest concern to members. The SMA’s focus areas include management leadership, sales force performance coaching, sales planning, sales process management, enabling technologies, incentive compensation, and sales force support.<br />Copyright © 2008 - 2010 The Sales Management Association. All rights reserved.<br />

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