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 Reinventing sales management Presentation Transcript

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