• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Driving Sales Team Productivity through Front-Line Sales Management
 

Driving Sales Team Productivity through Front-Line Sales Management

on

  • 11,584 views

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 ...

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.

Statistics

Views

Total Views
11,584
Views on SlideShare
11,530
Embed Views
54

Actions

Likes
25
Downloads
0
Comments
5

4 Embeds 54

http://www.slideshare.net 39
http://www.linkedin.com 12
http://www.lmodules.com 2
https://www.linkedin.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel

15 of 5 previous next Post a comment

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Driving Sales Team Productivity through Front-Line Sales Management Driving Sales Team Productivity through Front-Line Sales Management Presentation Transcript

    • Driving Sales Team Productivity through Front-Line Sales Management
      Keys to Execution Success
      Presented by
      Philippe Le Baron
      LB4G Consulting
      February 5, 2010
      © 2008-2010 The Sales Management Association
    • The Sales Management Association
      Visit Us Online at www.salesmanagement.org
      A global, cross-industry professional association for sales operations and sales management.
      Focused in providing research, case studies, training, peer networking, and professional development to our membership.
      2
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Philippe Le Baron
      LB4G Consulting Inc.
      • 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!
      3
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Today’s Webcast Agenda
      Keys to Successful Sales Team Execution
      • 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
      4
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Sales Unit Definition
      Sales Reps
      Sales Manager
      Client
      Sales Unit
      5
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • How well are they executing, do they even know what’s going on @rep level?
      How well are
      they leveraging
      the support teams?
      Do they truly understand & communicate the bigger picture?
      What processes
      do they follow?
      Today’s VPs of Sales’ Challenges
      Vis-à-vis Their Front Line Sales Managers
      Can They Execute?
      How effective are
      they at leading
      change?
      How can I make my front line sales managers more effective?
      6
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • The Answer
      The answer to better and faster sales unit execution lies in the adoption of consistent sales management processes.
      • Effective sales managers consistently enforce among their team 5 key weekly sales management processes
      • Effective sales managers treat their reps as if they were their new customers
      • Effective sales managers consistently measure specific forward-looking metrics about their reps
      7
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Joined Sales Call Process
      • Five to eight a week
      • Focused on developing the rep and the business in this account
      • Prepared and debriefed by the sales manager
      • The actual call is led by the rep
      8
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • 1-2-1 Process
      • Monthly process for each rep
      • Focused on stretching the rep
      • The best and only opportunity when you can push your reps’ hot buttons
      • Should be prepared as you would a customer call
      9
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Pizza Training Process
      • Focused on developing the reps
      • Team building exercise
      • Practice time and role playing time
      • Led by the sales manager
      10
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • The Three Stages Sales Managers Usually Go Through
      Sales Productivity Management
      Sales Manager’s Revenue Impact
      5 of 5 Processes
      Interactive
      2 of 5 Processes
      Negative
      Naive
      Sales Manager’s Experience
      No Processes
      11
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Why Doesn’t Everyone Do This Weekly?
      DOING THE THING RIGHT (the ART piece): Value added inspection skills,
      • The questions you ask
      • How you ask the questions
      • The metrics you inspect
      12
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Five Consistent Sales Management Processes
      A Blueprint For Any Change Program
      Financial Gains
      • More reps @ goal in each sales unit
      • Quotas growth versus actuals growth
      • Better sales forecast accuracy thanks to a smarter use of forward looking metrics
      Strategic Gains
      • Effective sales management forever
      • Replicable model, no matter who stays and who leaves
      • Proactive sales management culture
      Personal Gains
      • Empowered sales managers and motivated sales teams
      • Improved execution through better delegation
      • Better control and more proactive impact from the sales manager
      13
      © 2010 LB4G Consulting. Distributed with Permission by The Sales Management Association
    • Learn More
      The Sales Management Association
      This abridged presentation is provided as a preview.
      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.
      Consider joining The Sales Management Association, the premier professional association for sales leaders, sales support professionals, and sales force effectiveness thought leaders.
      14
      Copyright © 2008 - 2010 The Sales Management Association. All rights reserved.
    • About The Sales Management Association
      www.salesmanagement.org
      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.
      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.
      Copyright © 2008 - 2010 The Sales Management Association. All rights reserved.