The Challenges Of Sales Leadership

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presented at TrueConnection: Sales Performance Management Conference 2007 by Gerhardt Gschwandtner, CEO and Publisher of Selling Power Magazine

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  • kindly send me a copy to topbags.unlimited@yahoo.com please. thanks.
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  • The Challenges Of Sales Leadership

    1. 1. <ul><li>Sales Performance Management Conference 2007 </li></ul>The Challenges of Sales Leadership
    2. 2. <ul><li>Founder and Publisher of </li></ul><ul><li>Selling Power magazine </li></ul><ul><li>138,000 subscribers in </li></ul><ul><li>67 countries worldwide </li></ul><ul><li>Author of 17 books on </li></ul><ul><li>selling and motivation </li></ul>Gerhard Gschwandtner
    3. 3.
    4. 4. 1981
    5. 5. 1987 - 1990 - present
    6. 6. Mission <ul><li>“ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling” </li></ul>
    7. 7. Agenda <ul><li>1. Trends </li></ul><ul><li>2. People </li></ul><ul><li>3. Process </li></ul><ul><li>4. Technology </li></ul><ul><li>5. A winning Sales Culture </li></ul>
    8. 8. Trends <ul><li>1. Selling will be tougher in 08 </li></ul><ul><li>2. 40% of salespeople fail to reach quota </li></ul><ul><li>3. 63% will hire more salespeople in 08 </li></ul><ul><li>4. CSO tenure - 24 months </li></ul><ul><li>5. 60% of CEO’s are not satisfied with CSO </li></ul>
    9. 9. Change drives culture Technology Drives Change
    10. 10. Technology Drives Change Co-creation
    11. 11. Technology Drives Change Authenticity
    12. 12. Reality TV
    13. 13. New leadership Collaborative Authentic Non-autocratic
    14. 14. 2. Leaders and People
    15. 15. People Challenge # 1 <ul><li>Lack of the right talent </li></ul>Do you believe that at this time you have the right people in the key positions in your sales organization? 41.77 58.23 0 10 20 30 40 50 60 YES NO
    16. 16. People Challenge # 2 What is the main reason why salespeople fail in your organization? People disengage and stop learning Lack of Knowledge Inadequate Skills Poor Attitude Other Number of Responses 0 32 64 96 128 160
    17. 17. People Challenge # 3 People join companies, but leave managers What is the average tenure of a salesperson in your company? 12-18 Months 19-24 Months 2-3 Years 4-5 Years Number of Responses Over 5 Years 0 30 60 90 120 150
    18. 18. Ferrucio Lamborghini
    19. 19. Lamborghini
    20. 20. Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London
    21. 21. “ The ultimate ultimate goal of a leader is to harness the collective intelligence of the people in the organization.” - Thomas Watson Jr .
    22. 22. Gallup survey 29% Engaged 54% Not engaged 17% Actively Disengaged
    23. 23. Werner Berger
    24. 24. Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
    25. 25. 3. Process
    26. 26. # 1 Goal = Customer Success <ul><li>The purpose of business is to create a customer </li></ul><ul><li>Help our customers win </li></ul><ul><li>Who defines winning? </li></ul><ul><li>Collaborate and co-create </li></ul><ul><li>Goal = Customer success Money + Meaning </li></ul>
    27. 27. 4. Technology
    28. 28. 4. Technology
    29. 29. 4. Technology Sales 1.0 Sales 2.0
    30. 30. 5. Winning Sales Culture
    31. 31. Leaders Drive Corporate Culture Ideas drive leaders
    32. 32. Winning Corporate Culture  A clear set of values  Consistent focus on customer success  Meaningful experiences for employees  Clear performance analytics  Continued change and improvement FIVE CHARACTERISTICS OF WINNING CULTURES
    33. 33. Lift off
    34. 34. [email_address]
    35. 35. The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty

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