This presentation was provided for the SalesEdgeOne SalesSummit October 6, 2010

1. Improving Sales Productivity
Strategies and Tactics
SalesEdgeOne Sales Summit/ October 6, 2010
Andrew Rudin,
Managing Principal, Outside Technologies, Inc.
arudin@outsidetechnologies.com

2. Key Problem to Solve
Increase sales output per dollar spent.

3. Why “No thanks. We’re good
for now . . .” is a recipe for
sales disaster. . .

4. Customers tell us . . .
% of US & European customers selecting a given
selling activity as “most destructive.”
 35% = too much contact
 20% = lack of product knowledge
 9% = lack of business or industry knowledge
 8% = sales style “too aggressive”
 8% = forgotten or ignored after the sale
 20% = other
Source: McKinsey, 2009 n = 1,252

5. Every Selling System
. . . can fulfill its purpose in less time and at
a lower cost.
. . . creates the need for new supporting
systems.
. . . creates new selling problems.

6. Case #1
“I don’t care how you make your number,
as long as you make it.”

7. Risks:
 Dependency on cash cows
 Fat, dumb, and happy
 Planning? What planning?
 No portfolio. Risks are concentrated

8. Case #2
“The direct channel and the reseller channel
have different goals.”

9. Risks:
 Lost sales
 Looking stupid
 Channel sales clashes with direct sales
 Opportunity costs from infighting

10. Case #3
“Focus your efforts on reaching CXO’s!”

11. Risks:
 No validating opinions
 Bad assumptions
 Ability to understand the informal network
 Failure to connect with broader buying
community
 “All eggs in one basket” syndrome

12. Tactics for managing risks
1. Accept
2. Eliminate
3. Reduce
4. Share
5. Transfer

13. Opportunities to improve sales
productivity . . .
Categories of selling risks of concern to sales
executives:
1. Economic
2. Competitive
3. Situational Awareness
4. Data integrity
5. Business process and workflow

14. . . . And some risks that are
emerging . . .
1. Data in the cloud
2. Social bookmarking
3. Social media policy

15. Andrew Rudin,
Managing Principal, Outside Technologies, Inc.
arudin@outsidetechnologies.com
website: www.outsidetechnologies.com
blog: www.outsidetechnologies.wordpress.com
703.371.1242 (mobile)
www.xeesm.com/andyrudin