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

1. How do you
build sales
organizations
that are fit for
the future

2. The single
most important
invention in the
last 100 years:
Management

3. Time to
Innovate
Management?

4. An era of
unprecedented
pace of
change

5. So, What has
changed?

6. “Limited
Resources”
To
“Unlimited
Resources”

7. What we sell?
How we sell?
Whom do we
sell to?
What

8. What hasn’t
changed?

9. How we
measure the
success of the
sales folks?

10. Or
Their
managers

11. So,
What do we do
?

12. To change the
culture of an
organization

13. Change how
first level
managers
work

14. From
Do my quota
To
Help my
people do their

15. From
Managing
Sales Process
To
Pattern

16. From
Deal
Crunchers
To
Advisors to the

17. From
Managing
To
Guiding

18. So, What do I
propose?

19. Role of a Sales
exec?
- Do their sales quota
- Open their eyes &
ears & absorb
- Feedback to their
guides

20. Measure of
Success?
- Against their sales
quota
- Quality of Insights
- Customer Success

21. Role of a Sales
Guide?
- Help team meet
quota
- Recognize patterns
- Provide feedback to
Seniors

22. Measure of
Success?
- Strength of the
weakest link
- Patterns Recognized
- Customer Success

23. -
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