Your SlideShare is downloading. ×
Sales Management For Extreme Sales Results
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Saving this for later?

Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime - even offline.

Text the download link to your phone

Standard text messaging rates apply

Sales Management For Extreme Sales Results

2,334
views

Published on

Published in: Business, Education

0 Comments
8 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
2,334
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
0
Comments
0
Likes
8
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Sales Management for Extreme Sales Results Presented by Nancy Stephens, Vice President PI Worldwide www.piworldwide.com 800-832-8884 Copyright 2007 PI Worldwide 1
  • 2. Who We Are • International consulting organization specializing in management development & sales development since 1955 • Help companies be more successful by focusing on their human capital assets • 52 years of success: – 44 Locations around the world – 211 Consultants – 6712 Client companies – 42,092 Trained Analysts in client companies – 141 Countries – active clients Copyright 2007 PI Worldwide 2
  • 3. Sales Management Product Knowledge & Positioning Extreme Sales Skills Sales Process Sales Mastery Management Results Behaviors, Drives & Motivation Copyright 2007 PI Worldwide 3
  • 4. Product Knowledge Are they ready to succeed? Are your reps ready to sell: • Do your reps know how to • Do your sales reps know their position their products and core products and services? services in the marketplace • Do your sales reps know today? additional products and • Do they understand their fit in services you want them to up- the marketplace? sell or cross-sell? • Can they answer the Key • Do you test them on product Question on every decision- maker’s mind? knowledge? Copyright 2007 PI Worldwide 4
  • 5. What T Do About It o How to increase Product Knowledge: • Self assessment: comfort & confidence • Continuous product training • Measurement & evaluation How to increase Positioning: • Competitive landscape intelligence • Presentation best practices • Sales management coaching Copyright 2007 PI Worldwide 5
  • 6. Sales Management Product Knowledge & Positioning Extreme Sales Skills Sales Process Sales Mastery Management Results Behaviors, Drives & Motivation Copyright 2007 PI Worldwide 6
  • 7. Sales Process Management Where is your team: Advantages: • Do you have one defined • Create common sales process for your language sales force? • Increase strategic • Do each of your sales thinking reps have their own • Enhance sales efficiency process? Bonus: • Are you comfortable with • Consistent in customer the current state of experience affairs? Copyright 2007 PI Worldwide 7
  • 8. PI Worldwide Process Model Customer-Focused Selling Open Build Trust & Credibility Position Build Long-term Relationships Investigate Identify the Motivating Prospect/ Buying Factor Client Confirm Gain Agreement Present Apply Judgment & Offer Solutions Copyright 2007 PI Worldwide 8
  • 9. Sales Process Management A simple method to define your sales process: • Form SME group of 5-6 top producers who emulate process best practices • Individual documentation of process • Discussion of each process • Negotiation of best process • Agreement on best process • Communication of best process to reps by SME team • Implementation of process into SFA Copyright 2007 PI Worldwide 9
  • 10. Sales Management Product Knowledge & Positioning Extreme Sales Skills Sales Process Sales Mastery Management Results Behaviors, Drives & Motivation Copyright 2007 PI Worldwide 10
  • 11. The Sales Training “Industry” • U.S. alone; over $4B per year on training sales professionals • 50% of investment spent with third-party training firms* • Less than 10% is spent with the largest training firms* • 41% of respondents reported that their companies did not use any sales methodology at all rather employed their own “style of selling”* • Trends: Evolution of Buying Method; Technology; Selling Methodology; Sales Performance Measurement* • Budgets are Loosening: Of 900 respondents, most expect an increase in L&D budgets by an average of 19% in next 2 years** • 2004-2007 forecast is 6.6% growth** Source: *ES Research Group. “Understanding, Defining and Meeting your Sales Methodology and Training Requirements.” March, 2006. **Harvard Business School. “HBSP Research on Corporate Learning and Development Market.” Harvard Business School Publishing. February 2005. Copyright 2007 PI Worldwide 11
  • 12. Sales Skills Mastery Where to start to increase skills mastery: • Benchmark • Rep - Custom sales training • Manager – Sales management training • Reinforce training • Measure Skills Mastery Goal: Shift from a “thing to do” to a “way of operating” Copyright 2007 PI Worldwide 12
  • 13. Selling Skills Assessment Tool (SSAT) • SSAT is a diagnostic instrument used to benchmark and measure sales skills. • Developed in 2001 at Global Sales Alliance and acquired in 2006 by PI Worldwide. • SSAT output: Statistical analysis of three levels of data: – Entire sales organization – Client defined groups – Individual participants • The SSAT has been delivered to thousands of participants in North America, Europe, and Asia. • Fully web-based, the SSAT is currently available in 18 versions both role specific and industry specific. Copyright 2007 PI Worldwide 13
  • 14. Executive Summary • At Sample Company, the Selling Skills Assessment Tool was administered to 26 employees with representative distribution across all groups. All surveys were returned to PI Worldwide for centralized scoring. • This assessment process effectively differentiates selling skills based on how the respondent currently deals with specific selling situations (versus how they think they should respond). Individual scores ranged from 36.0% to 92.0%, with an average of 63.8%. • The tool consists of 25 questions, broken down into groups of five for each of the five areas of the sales process: 1. Presenting (3.7 out of 5 ) Above 4.5 Excellent (Role Model) 2. Opening (3.5 out of 5 ) 4.0 to 4.4 Strong 3. Positioning (3.2 out of 5 ) 3.5 to 3.9 Acceptable 4. Investigating (2.8 out of 5 ) 3.0 to 3.4 Need focused skill enhancement 5. Confirming (2.7 out of 5 ) Below 3.0 Need broad skill development Copyright 2007 PI Worldwide 14
  • 15. Executive Summary Detail Copyright 2007 PI Worldwide 15
  • 16. Executive Summary Detail Copyright 2007 PI Worldwide 16
  • 17. Executive Summary Detail Copyright 2007 PI Worldwide 17
  • 18. SSAT/Sales Volume Relationship SSAT Sales SSAT Sales SSAT Sales SSAT Sales MUSCLE EXECUTION KNOWLEDGE LEVERAGE (identifies strength) (knowing-doing gap) (skills development) (remove obstacles) Copyright 2007 PI Worldwide 18
  • 19. Individual Results Reflection Guide Results in Line with Your Expectations: Surprises You See in the Data: Potential Explanation of Surprises: Actions: Copyright 2007 PI Worldwide 19
  • 20. Sales Skills Mastery - Now what? Based on the skills data: • Reps: Provide customized sales training, leverage strengths and build the surround • Sales Managers: Provide data for targeted coaching and professional development plans for reps Copyright 2007 PI Worldwide 20
  • 21. What’s out there? • There are hundreds of sales training companies out there today • Range from single shingle to global entities • What’s important: – Proven track record – Adult learning design – Customization – Reinforcement Copyright 2007 PI Worldwide 21
  • 22. Customer-Focused Selling • Flexible Format: 1, 1 ½ , & 2-day • Flexible Delivery: – Instructor led (CFS) – Train-the-trainer (CFS T3) • Streamlined Research & Customization • Outcome-based Learning • Proven Track Record: Since 1992 in North America, South America, Europe, the Middle East and Asia Copyright 2007 PI Worldwide 22
  • 23. Measuring Learning & ROI* Level of Data Type of Data 1 Satisfaction/ reaction 2 Learning 3 Application/ Implementation 4 Business Impact 5 ROI *Source: McGraw-Hill. How to Measure Training Results, Phillips & Stone, 2002 Copyright 2007 PI Worldwide 23
  • 24. Sales Management Product Knowledge & Positioning Extreme Sales Skills Sales Process Sales Mastery Management Results Behaviors, Drives & Motivation Copyright 2007 PI Worldwide 24
  • 25. From Knowledge to Execution Key Question: • Now that your reps know what to do… how do your sales managers get the to do it day after day, week after week, for maximum sales performance? • Knowledge into Execution is an individual equation • We know that 20-25%of performance is based on personality* • Data demystifies performance “Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?” By Murray Barrick, Michael Mount and Timothy Judge. International Journal of Selection and Assessment, published in June, 2001 issue. Copyright 2007 PI Worldwide 25
  • 26. What out there? • Approximately 60-80 behavioral assessments • What’s important: – Validity – Reliability – EEOC Standards – Application to the business objective Copyright 2007 PI Worldwide 26
  • 27. Sales Management: The Predictive Index (PI) • PI measures the motivation and drive of your people • Validated, Reliable, and full EEOC compliance – no adverse impact based on age, gender or race. • Over 400 validity studies • Full time in-house Research team under Dr. Todd Harris • Used equally effectively across jobs, organizational levels and industries • Extremely strong customer loyalty , 97% retention • Built on knowledge transfer basis, client company is self-sufficient with unlimited internal use Copyright 2007 PI Worldwide 27
  • 28. Sales Management with Data Copyright 2007 PI Worldwide 28
  • 29. Sales Management with Data Reflection Guide Results in Line with Your Expectations: Surprises You See in the Data: Potential Explanation of Surprises: Actions: Copyright 2007 PI Worldwide 29
  • 30. Sales Management Product Knowledge & Positioning Extreme Sales Skills Sales Process Sales Mastery Management Results Behaviors, Drives & Motivation Copyright 2007 PI Worldwide 30