Reinventing sales management
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Reinventing sales management

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My take on how sales organizations should change to remain relevant in the future. I presented this at the 24 Hour RebelJam on 31st May 2013

My take on how sales organizations should change to remain relevant in the future. I presented this at the 24 Hour RebelJam on 31st May 2013

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Reinventing sales management Presentation Transcript

  • 1. How do youbuild salesorganizationsthat are fit forthe future
  • 2. The singlemost importantinvention in thelast 100 years:Management
  • 3. Time toInnovateManagement?
  • 4. An era ofunprecedentedpace ofchange
  • 5. So, What haschanged?
  • 6. “LimitedResources”To“UnlimitedResources”
  • 7. What we sell?How we sell?Whom do wesell to?What
  • 8. What hasn’tchanged?
  • 9. How wemeasure thesuccess of thesales folks?
  • 10. OrTheirmanagers
  • 11. So,What do we do?
  • 12. To change theculture of anorganization
  • 13. Change howfirst levelmanagerswork
  • 14. FromDo my quotaToHelp mypeople do their
  • 15. FromManagingSales ProcessToPattern
  • 16. FromDealCrunchersToAdvisors to the
  • 17. FromManagingToGuiding
  • 18. So, What do Ipropose?
  • 19. Role of a Salesexec?- Do their sales quota- Open their eyes &ears & absorb- Feedback to theirguides
  • 20. Measure ofSuccess?- Against their salesquota- Quality of Insights- Customer Success
  • 21. Role of a SalesGuide?- Help team meetquota- Recognize patterns- Provide feedback toSeniors
  • 22. Measure ofSuccess?- Strength of theweakest link- Patterns Recognized- Customer Success
  • 23. -www.rmukeshgupta.com-www.twitter.com/rmukeshgupta-