World-Class Sales Force  Benchmark Research Jason Jordan Washington, DC
Mercer Co-Sponsored Research with H.R. Chally <ul><li>In 2006, Chally interviewed 2,500 B2B buyers </li></ul><ul><li>Colle...
Industry Rankings
2007 Winners Global Imaging Systems Applied Industrial Technologies Corporate Express Insight Computing
2007 Best Practice Categories <ul><li>Customer-Focus </li></ul><ul><li>Recruiting and Selection </li></ul><ul><li>Training...
<ul><li>Customer-Focused Culture </li></ul>
Common Practice:  Hire Industry Experience
Best Practice:  Ensure  that Your Salespeople Know Their Customers’ Business WORLD CLASS SALES FORCES GO OUT OF THEIR WAY ...
Common Practice:  Create Value for Your Customers
Best Practice:  Demonstrate  the Value You Create  for Your Customer WORLD CLASS SALES FORCES EXPLICITLY QUANTIFY THE VALU...
<ul><li>Recruiting and Selection </li></ul>
Common Practice:  Recruit and Hire Natural-Born Sellers
Best Practice:  Recruit and Hire  Specialists   WORLD CLASS SALES FORCES REALIZE THAT SELLING IS A SPECIALIZED PROFESSION
<ul><li>Training and Development </li></ul>
Common Practice:  Train Extensively at Onboarding
Best Practice:  Provide  Just-In-Time  Training that is  Easily Digestible   WORLD CLASS SALES FORCES PROVIDE TRAINING  AS...
Common Practice:  The Best Salespeople Make the Best Managers STEP 1 Train  On Selling  Skills STEP 2 Promote
Best Practice:  Teach  Managers How to Manage WORLD CLASS SALES FORCES RECOGNIZE THAT ‘MANAGING’ SKILLS ARE DIFFERENT THAN...
<ul><li>Sales Processes </li></ul>
Common Practice:  Measure Inputs and Outcomes
Best Practice:  Measure and Manage  Inside  the Pipeline WORLD CLASS SALES FORCES MONITOR THE PROGRESS OF LEADS THROUGH TH...
<ul><li>Information Technology </li></ul>
Common Practice:  Buy ‘Best-of-Breed’ CRM Tools and Methodologies
Best Practice:  Customize Technology to Your Business …  Not Visa Versa WORLD CLASS SALES FORCES BEGIN BY DESIGNING THE PR...
Common Practice:  Implement Large-Scale CRM or SFA
Best Practice:  Avoid  ‘Big Bang’ System Development WORLD CLASS SALES FORCES SHY AWAY FROM LARGE-SCALE CRM PROJECTS IN FA...
<ul><li>Organizational Integration </li></ul>
Common Practice:  Seek Assistance from Other Functions (or not)
Best Practice:  Imbed  Functional Resources Inside the Sales Organization and Field Offices   WORLD CLASS SALES FORCES BRI...
In Sum … <ul><li>World Class Sales Forces are not mired in the past </li></ul><ul><li>They do not look to their peers for ...
For More Information or Questions … <ul><ul><li>Jason Jordan   </li></ul></ul><ul><ul><li>703-405-4813 </li></ul></ul><ul>...
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Best Practices in World-Class Sales Forces

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presented by Jason Jordan of Mercer at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software

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Transcript of "Best Practices in World-Class Sales Forces"

  1. 1. World-Class Sales Force Benchmark Research Jason Jordan Washington, DC
  2. 2. Mercer Co-Sponsored Research with H.R. Chally <ul><li>In 2006, Chally interviewed 2,500 B2B buyers </li></ul><ul><li>Collected data on 4,500 salespeople from 1,500 companies </li></ul><ul><li>Identified only 4 companies who were deemed ‘World-Class’ by their customers </li></ul><ul><li>Chally and Mercer interviewed dozens of people from each winner (Sales, IT, HR, Executives, etc.) </li></ul><ul><li>Mercer wrote the 2007 research report </li></ul>
  3. 3. Industry Rankings
  4. 4. 2007 Winners Global Imaging Systems Applied Industrial Technologies Corporate Express Insight Computing
  5. 5. 2007 Best Practice Categories <ul><li>Customer-Focus </li></ul><ul><li>Recruiting and Selection </li></ul><ul><li>Training and Development </li></ul><ul><li>Sales Process </li></ul><ul><li>Information Technology </li></ul><ul><li>Organizational Integration (new entrant) </li></ul>
  6. 6. <ul><li>Customer-Focused Culture </li></ul>
  7. 7. Common Practice: Hire Industry Experience
  8. 8. Best Practice: Ensure that Your Salespeople Know Their Customers’ Business WORLD CLASS SALES FORCES GO OUT OF THEIR WAY TO TRAIN ON CUSTOMER ISSUES
  9. 9. Common Practice: Create Value for Your Customers
  10. 10. Best Practice: Demonstrate the Value You Create for Your Customer WORLD CLASS SALES FORCES EXPLICITLY QUANTIFY THE VALUE OF THEIR PRODUCTS
  11. 11. <ul><li>Recruiting and Selection </li></ul>
  12. 12. Common Practice: Recruit and Hire Natural-Born Sellers
  13. 13. Best Practice: Recruit and Hire Specialists WORLD CLASS SALES FORCES REALIZE THAT SELLING IS A SPECIALIZED PROFESSION
  14. 14. <ul><li>Training and Development </li></ul>
  15. 15. Common Practice: Train Extensively at Onboarding
  16. 16. Best Practice: Provide Just-In-Time Training that is Easily Digestible WORLD CLASS SALES FORCES PROVIDE TRAINING AS SPECIFIC SKILLS ARE REQUIRED
  17. 17. Common Practice: The Best Salespeople Make the Best Managers STEP 1 Train On Selling Skills STEP 2 Promote
  18. 18. Best Practice: Teach Managers How to Manage WORLD CLASS SALES FORCES RECOGNIZE THAT ‘MANAGING’ SKILLS ARE DIFFERENT THAN ‘SELLING’ SKILLS, AND THEY TRAIN ACCORDINGLY STEP 1 Train On Selling Skills STEP 2 Promote
  19. 19. <ul><li>Sales Processes </li></ul>
  20. 20. Common Practice: Measure Inputs and Outcomes
  21. 21. Best Practice: Measure and Manage Inside the Pipeline WORLD CLASS SALES FORCES MONITOR THE PROGRESS OF LEADS THROUGH THE PIPELINE TO I.D. OPPORTUNITIES FOR IMPROVEMENT
  22. 22. <ul><li>Information Technology </li></ul>
  23. 23. Common Practice: Buy ‘Best-of-Breed’ CRM Tools and Methodologies
  24. 24. Best Practice: Customize Technology to Your Business … Not Visa Versa WORLD CLASS SALES FORCES BEGIN BY DESIGNING THE PROCESSES THEY NEED, THEN THEY DEVELOP INFORMATION SYSTEMS TO ENABLE THE TASKS
  25. 25. Common Practice: Implement Large-Scale CRM or SFA
  26. 26. Best Practice: Avoid ‘Big Bang’ System Development WORLD CLASS SALES FORCES SHY AWAY FROM LARGE-SCALE CRM PROJECTS IN FAVOR OF MORE ORGANIC TECHNOLOGY DEVELOPMENT
  27. 27. <ul><li>Organizational Integration </li></ul>
  28. 28. Common Practice: Seek Assistance from Other Functions (or not)
  29. 29. Best Practice: Imbed Functional Resources Inside the Sales Organization and Field Offices WORLD CLASS SALES FORCES BRING OTHER FUNCTIONS INSIDE THEIR ORGANIZATION TO LEARN THEIR BUSINESS AND BETTER SERVE THEIR NEEDS
  30. 30. In Sum … <ul><li>World Class Sales Forces are not mired in the past </li></ul><ul><li>They do not look to their peers for inspiration </li></ul><ul><li>They treat their sales forces like other business functions … with discipline and rigor </li></ul><ul><li>They measure and re-measure everything </li></ul><ul><li>They expect continuous improvement </li></ul><ul><li>Their customers love them for it </li></ul>
  31. 31. For More Information or Questions … <ul><ul><li>Jason Jordan </li></ul></ul><ul><ul><li>703-405-4813 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul>

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