Top Gun Channel Sales Academy


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Haskell Consulting 2009 Channel Sales Academy

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Top Gun Channel Sales Academy

  1. 1. Sales Academy “ Creating Top Gun Partner Sales Teams” Presented to ShoreTel CEO by Greg Haskell
  2. 2. Partner Seascape
  3. 3. My Philosophy <ul><li>“The great aim of sales training is not knowledge...but enablement to take the most appropriate actions with purpose & forethought.” </li></ul>
  4. 4. Sales Academy Blueprint <ul><ul><li>Mission: Equip Partner salespeople to unlock the value of ShoreTel solutions for their customers resulting in extraordinary ROI for all stakeholders in the value chain. </li></ul></ul><ul><ul><li>Sales Boot-Camp </li></ul></ul><ul><ul><ul><li>Nominated by Partner; Invited by Dean of Sales Academy </li></ul></ul></ul><ul><ul><ul><li>Two-week rigorous experiential/applied learning workshop </li></ul></ul></ul><ul><ul><ul><ul><li>The Market, business, VOIP, buyer, ROI landscape </li></ul></ul></ul></ul><ul><ul><ul><ul><li>ShoreTel </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Growth Strategy – Marketing and Sales; Service/Support </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Products/Solutions – Architecture, Director, Phones, PCM </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Sales Certification (Step One): Demo and Case Sale </li></ul></ul></ul></ul>
  5. 5. “Flight School” <ul><li>Purpose: Intermediate one-week sales skill and knowledge training with possible topics </li></ul><ul><ul><li>Territory, Portfolio, Account Management Planning methods </li></ul></ul><ul><ul><li>Selling to Senior Executives </li></ul></ul><ul><ul><li>Politics and Relationship Strategies in the Complex Buy </li></ul></ul><ul><ul><li>Financial Savvy </li></ul></ul><ul><ul><li>NLP-Improve sales persuasiveness </li></ul></ul><ul><ul><li>Qualification of real deals </li></ul></ul><ul><ul><li>Managing and Accelerating Your Pipeline </li></ul></ul><ul><ul><li>Competitive Sales Strategies to Win the Deal </li></ul></ul><ul><ul><li>Demand Creation </li></ul></ul><ul><ul><li>SPIN Selling: Effective Questioning </li></ul></ul><ul><ul><li>Sales/Marketing Messaging </li></ul></ul><ul><ul><li>Extensive role-plays and casework around student’s pipeline </li></ul></ul>
  6. 6. Master Class <ul><li>Purpose: Select Top 10 elite Partner salespeople to share insights with and be recognized by ShoreTel Executive Team. </li></ul><ul><ul><li>Profile the ShoreTel success sales profile </li></ul></ul><ul><ul><li>Roundtable exchange of best practices </li></ul></ul><ul><ul><li>Create an Agenda for Continuous Improvement (e.g. Marketing, Sales, Admin, Legal, Service/Support, etc.) </li></ul></ul><ul><ul><li>Recognition Awards </li></ul></ul><ul><ul><li>Motivational or Industry Speaker </li></ul></ul><ul><ul><li>Top Guns become ShoreTel Ambassadors </li></ul></ul>
  7. 7. Benchmark for Sales <ul><li>Extreme credibility with Partner sales organizations </li></ul><ul><ul><li>Telephony, Networking, Call Processing, Wireless </li></ul></ul><ul><ul><li>Sales experience in Enterprise and SMB markets </li></ul></ul><ul><li>Expert and Master of best-practice sales methodologies, tools, skills and business processes </li></ul><ul><li>Proven Sales Trainer, Coach, Facilitator, Mentor </li></ul><ul><li>Strategist, Team Leader, Consultant, Trusted Advisor </li></ul><ul><li>Convincing communicator </li></ul><ul><li>Commitment to success of Partner salespeople and extended stakeholders </li></ul><ul><li>Architect and coach of performance programs </li></ul><ul><li>Sales Savvy—Competition, Buyers, Solutions, Politics, Deals </li></ul><ul><li>Continuous learner and process improver </li></ul><ul><li>Passionate, enthusiastic, energetic and collaborative servant leader </li></ul>
  8. 8. Success Metrics <ul><li>Exceed ShoreTel Sales Quota by Region </li></ul><ul><li>Larger deals; faster conversion rate; higher velocity </li></ul><ul><li>Key Metrics </li></ul><ul><ul><li>Close more deals (close rate 80%+) </li></ul></ul><ul><ul><li>More deals proposed; Larger pipeline </li></ul></ul><ul><ul><li>Shorter sales cycles </li></ul></ul><ul><ul><li>Larger deal sizes </li></ul></ul><ul><ul><li>Moving into larger accounts </li></ul></ul><ul><ul><li>% increase in competitive wins over Cisco and Avaya </li></ul></ul><ul><li>Sales Resource Utilization reflected in lower cost of sale </li></ul><ul><li>Sales Certification measures changed behavior/skills </li></ul>
  9. 9. Greg’s Fit as “Dean” <ul><li>Diversity & Agility: Technology, Product Knowledge, Skills </li></ul><ul><li>Versatile : Field Sales, Operations, Marketing, Trainer/Coach </li></ul><ul><li>Credible : Fought the Battles; Knows what it takes to Win </li></ul><ul><li>Skilled : Sales, management, best-practices, resourceful </li></ul><ul><li>Valuable : Focuses on getting results </li></ul><ul><li>Professional : Integrity, passion, humble, creator </li></ul><ul><li>Explorer : Seek new frontiers </li></ul><ul><li>Connected : Industry, Thought-Leaders, Consultants/Vendors </li></ul><ul><li>Team Player : Respect, support, leader/follower </li></ul><ul><li>Realistic: Pragmatic, street-wise, battle-tested </li></ul><ul><li>Committed to “client’s” success </li></ul><ul><li>Continuous growth and learning </li></ul><ul><li>“ Work in Progress” </li></ul><ul><li>Passionate, Energetic Team Player committed to others’ professional growth </li></ul>
  10. 10. <ul><li>What could you achieve if you were given the key? </li></ul>
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