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C level involvement

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How C lever executives can make or break sales performance

How C lever executives can make or break sales performance

Published in: Business, Education, Career

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  • 1. Productivity through effectiveness The Ultimate Sales executive Resource C-Level Executives’ Impact on Sales Performance Christian Maurer
  • 2. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Sales Managers Dilemma: Where to put the Focus People Business
  • 3. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Sales Managers Dilemma: Business or People 1:1 Coaching Ride Along Role Plays Training Forecast Reviews Contest/Ranking Discount Approvals People Business
  • 4. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Focus is not constant months 1 2 3 4 5 6 People Business
  • 5. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Performance Formula Performance = Mindset*Context*(Skills+Knowledge+Process)
  • 6. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Traditional Focus for Performance Improvement Performance = Mindset*Context*(Skills+Knowledge+Process)
  • 7. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Where Focus for Performance Improvement Should Be First Performance = Mindset*Context*(Skills+Knowledge+Process)
  • 8. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The C-Level Mindset Provides Context for Managers Context
  • 9. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Conflicting Priorities CEO Manager Manager Revenue ROI Systems People Revenue Process Conflict
  • 10. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Management Focus: Beginning of the Quarter Actual Goal People
  • 11. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Revenue Growth per Quarter months 1 2 3 4 5 6
  • 12. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved When the C-level Starts Looking months 1 2 3 4 5 6
  • 13. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The focus is Shifting People Actual Goal Business Middle of Quarter
  • 14. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Based on a Lagging Indicator $ t Goal YTD
  • 15. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Conventional View: “OR” - Thinking People Business Stuck in Middle
  • 16. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved 16 Progressive View: “AND” - Thinking People Business © 2010 Christian Maurer, used with permission
  • 17. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The Instrument for Progressive View: Customer Centric Funnel – Business Aspects Velocity ConversionRates Pain Develop vision Look for suppliers Preliminary discussions Pre-select suppliers Final negotiations
  • 18. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The Instrument for Progressive View: Customer Centric Funnel – People Aspects Qualification! Needs, Budget CustomerSalesperson Develop vision Look for suppliers Preliminary discussions Coaching Need
  • 19. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Have them Trained vs. Manager Trainer Rep Rep Rep Rep
  • 20. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved (Train)/Coach Them Manager Rep Rep Rep Rep
  • 21. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved 21 Only Expect what you Inspect
  • 22. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Action C Level Should Take • Align all levels with the same focus – People/development/coaching a priority • View systems/processes as tools – not the final answer – They provide feedback, not results • Develop a culture of mentoring/coaching at all levels – Executives are also in continuous development mode
  • 23. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved c_a_maurer@ceoexpress.com http://ultimatesalesexecresource.blogspot.com/