Sales Performance Management Conference 2007 The Challenges of Sales Leadership

Sales Performance Management Conference 2007

Founder and Publisher of Selling Power magazine 138,000 subscribers in 67 countries worldwide Author of 17 books on selling and motivation Gerhard Gschwandtner

Founder and Publisher of

Selling Power magazine

138,000 subscribers in

67 countries worldwide

Author of 17 books on

selling and motivation

1981

1987 - 1990 - present

Mission “ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling”

“ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling”

Agenda 1. Trends 2. People 3. Process 4. Technology 5. A winning Sales Culture

1. Trends

2. People

3. Process

4. Technology

5. A winning Sales Culture

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

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

Change drives culture Technology Drives Change

Technology Drives Change Co-creation

Technology Drives Change Authenticity

Reality TV

New leadership Collaborative Authentic Non-autocratic

2. Leaders and People

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

Lack of the right talent

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

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

Ferrucio Lamborghini

Lamborghini

Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London

“ The ultimate ultimate goal of a leader is to harness the collective intelligence of the people in the organization.” - Thomas Watson Jr .

Gallup survey 29% Engaged 54% Not engaged 17% Actively Disengaged

Werner Berger

Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”

3. Process

# 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

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

4. Technology

4. Technology

4. Technology Sales 1.0 Sales 2.0

5. Winning Sales Culture

Leaders Drive Corporate Culture Ideas drive leaders

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

Lift off

[email_address]

The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty