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

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Reinventing sales management

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

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