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The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
The Challenges Of Sales Leadership
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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

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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  • Transcript

    • 1.
      • Sales Performance Management Conference 2007
      The Challenges of Sales Leadership
    • 2.
      • Founder and Publisher of
      • Selling Power magazine
      • 138,000 subscribers in
      • 67 countries worldwide
      • Author of 17 books on
      • selling and motivation
      Gerhard Gschwandtner
    • 3.
    • 4. 1981
    • 5. 1987 - 1990 - present
    • 6. Mission
      • “ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling”
    • 7. Agenda
      • 1. Trends
      • 2. People
      • 3. Process
      • 4. Technology
      • 5. A winning Sales Culture
    • 8. Trends
      • 1. Selling will be tougher in 08
      • 2. 40% of salespeople fail to reach quota
      • 3. 63% will hire more salespeople in 08
      • 4. CSO tenure - 24 months
      • 5. 60% of CEO’s are not satisfied with CSO
    • 9. Change drives culture Technology Drives Change
    • 10. Technology Drives Change Co-creation
    • 11. Technology Drives Change Authenticity
    • 12. Reality TV
    • 13. New leadership Collaborative Authentic Non-autocratic
    • 14. 2. Leaders and People
    • 15. People Challenge # 1
      • Lack of the right talent
      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. 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. 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. Ferrucio Lamborghini
    • 19. Lamborghini
    • 20. Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London
    • 21. “ The ultimate ultimate goal of a leader is to harness the collective intelligence of the people in the organization.” - Thomas Watson Jr .
    • 22. Gallup survey 29% Engaged 54% Not engaged 17% Actively Disengaged
    • 23. Werner Berger
    • 24. Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
    • 25. 3. Process
    • 26. # 1 Goal = Customer Success
      • The purpose of business is to create a customer
      • Help our customers win
      • Who defines winning?
      • Collaborate and co-create
      • Goal = Customer success Money + Meaning
    • 27. 4. Technology
    • 28. 4. Technology
    • 29. 4. Technology Sales 1.0 Sales 2.0
    • 30. 5. Winning Sales Culture
    • 31. Leaders Drive Corporate Culture Ideas drive leaders
    • 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. Lift off
    • 34. [email_address]
    • 35. The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty

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