Your SlideShare is downloading. ×
0
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Creating Elite Sales Performers
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Creating Elite Sales Performers

3,403

Published on

This complimentary seminar brought together some of Toronto’s top experts in each of these essential fields. Listen to Earl Roberts discuss hot to coach & train that performer to their maximum …

This complimentary seminar brought together some of Toronto’s top experts in each of these essential fields. Listen to Earl Roberts discuss hot to coach & train that performer to their maximum capabilities. (http://www.quotagame.com)

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
3,403
On Slideshare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Developing Elite Sales Performers The Sales Performance System
  • 2. Current Trends in Sales Force Development <ul><li>6 Research Studies: </li></ul><ul><li>Thomas International – Sales Performance Survey 2010 </li></ul><ul><li>Sales for Life – Sales Survey 2010 </li></ul><ul><li>Canadian Federation of Independent Business – Canada’s Training Ground: SME’s $18 billion Investment in the Nation’s Workforce </li></ul><ul><li>Rabemananjara, Parsley : Relations between employee’s training decisions and business strategies and human resource management practices: a study by size of business (Industry Canada) </li></ul><ul><li>Lieb : Principles of Adult Learning </li></ul><ul><li>Aberdeen Group : Sales Training: Deploying Knowledge, Process and Technology to Consistently Hit Quota </li></ul>Sales Questions: At Quota – we believe in making learning fun! Prepare yourself for a Quota® Question at each stage of our presentation! Ring the bell on your table and win a bottle of wine for a correct answer!
  • 3. What is ‘Best in Class’? <ul><li>Aberdeen Study (835 end-user organizations) 2010: </li></ul><ul><li>Only 465/835 organizations provided sales training </li></ul><ul><li>The 465 companies had an average of 77% of their sales force achieving quota vs. 38% industry average and 26% non-training companies. </li></ul><ul><li>Companies that invest in sales training on average report a 14.8% average year-over-year increase in annual corporate revenue compared to a 2% increase and 11.7% decrease among Industry Average and Laggard companies, respectively </li></ul><ul><li>7.2% year-over-year increase in average sales deal size or contract value, versus a 0.1% increase for industry average and 7.8% decrease among Laggards </li></ul><ul><li>The Best-in-Class companies are 14% more likely than other firms to consider sales training ‘absolutely vital’ or ‘integral to our success’ </li></ul>Best-in-Class Laggard Average Capabilities Technology Enablers Q’ube Question: True or False: ‘Price’ is always the number one criteria clients use to decide on a purchase? Answer: False
  • 4. What do ‘Best in Class’ do? <ul><li>Provide Sales Managers customized training &amp; content, distinct from that offered to sales representatives </li></ul><ul><li>Maintain a focus on frequent training activities for both sales reps and managers </li></ul><ul><li>Embed sales training content into both easily accessible knowledge repositories, as well as linking it to defined CRM sales stages </li></ul><ul><li>Ensure an aggressive approach to ongoing reinforcement and refreshment of sales training skills and content provided </li></ul><ul><li>Gain and retain executive-level sponsorship for sales training initiatives </li></ul><ul><li>Canadian SME spend on average $2,703 per employee in development/year </li></ul><ul><li>52% of SME will increase their training investment per employee in the next 3 years </li></ul><ul><li>Best-in-Class provide 4.33 hours/month in training Sales Reps (vs. others at 2.54) and 3.54 hours/month training Sales Managers (vs. others at 1.73) </li></ul>Q’ube Question: True or False: Clients will let you know their tolerance level for small talk. You should follow their lead? Answer: True
  • 5. Business Pressures Associated with Sales Training Q’ube Question: True or False; At the KDM/Committee Approves stage the purchase is guaranteed? Answer: False 57% 47% 33% 24% 24%
  • 6. Best-in-Class Demonstrate Significant Year-over-Year Success Q’ube Question: True or False: A feature is the outcome the clients expects to receive? Answer: False
  • 7. Developing Elite Performers <ul><li>Business Context has changed: </li></ul><ul><li>Sophisticated </li></ul><ul><li>Data rich environment </li></ul><ul><li>Requires myriad skills sets </li></ul><ul><li>Customers more demanding </li></ul><ul><li>Seek added-value problem-solving </li></ul><ul><li>Require needs-based conversations vs. sales pitches </li></ul><ul><li>Desire long-term partnerships </li></ul><ul><li>Want ‘Strategic Orchestrator’ </li></ul><ul><li>Q’ube Question: </li></ul><ul><li>An ‘Exclusive Strength’ in competitive selling is? : </li></ul><ul><li>A capability both you and your competitor share </li></ul><ul><li>A capability neither you nor your competitor share </li></ul><ul><li>A capability only you or your competitor has </li></ul><ul><li>None of the above </li></ul>Answer: C
  • 8. Bite-Size Learning <ul><li>Days of 3-5 days out of field are passé </li></ul><ul><li>Lower attention span/need for quicker ‘bites’ of information </li></ul><ul><li>Need to personalize training per performer* </li></ul><ul><li>Identify core competencies required for position before implementing training </li></ul><ul><li>Learning should be an ‘activity’ vs. ‘event’ </li></ul><ul><li>Tracking Progress is critical to proactive coaching </li></ul><ul><li>Celebrate success. Champions need feedback! </li></ul>Q’ube Question: Is ‘improved safety for your family’ a feature or a benefit? Answer: Benefit
  • 9. Make Learning Fun! <ul><li>Multi-modular training (CBT, Classroom, OTJ) popular for different applications </li></ul><ul><li>62% of Sales Performers rated internally &amp; externally facilitated training as being the most effective methods for developing them* </li></ul><ul><li>6 Principles of Adult Learning: Adults are;*** </li></ul><ul><li>Autonomous &amp; Self-Directed </li></ul><ul><li>Bringing in Life Experiences &amp; Knowledge </li></ul><ul><li>Goal-oriented </li></ul><ul><li>Relevancy-oriented </li></ul><ul><li>Practical </li></ul><ul><li>Expecting to be shown respect </li></ul><ul><li>Use of Game Pedagogy receives top scores for learning retention </li></ul><ul><li>Q’ube Question: </li></ul><ul><li>An example of a ‘Direct‘ close is: </li></ul><ul><li>“ Please think about it on the weekend” </li></ul><ul><li>“ Would you like it on Monday or Tuesday?” </li></ul><ul><li>“ Sign here please” </li></ul><ul><li>None of the above </li></ul>Answer: C
  • 10. Coach the Coaches <ul><li>67% of respondents stated they do over 90% of their sales calls without any management feedback </li></ul><ul><li>25% of respondents stated they receive 0 days of training/year. </li></ul><ul><li>62% of respondents stated they receive between 0-5 days of training/year. </li></ul><ul><li>Conclusion : Sales Managers require training in contemporary Coaching Practices and need to spend more time in the field coaching! </li></ul>52% of Sales Leaders believe one-on-one coaching is their No. 1 training tool – while only 24% of Sales Performers rate their manager’s one-on-one Coaching as effective.* Sales Leaders rate their coaching as the No. 1 tool for developing sales performers while 47% of sales performers rate their managers coaching as ‘Needs Improvement’** <ul><li>Q’ube Question: </li></ul><ul><li>An example of a ‘Benefit’ is: </li></ul><ul><li>Car has air bags </li></ul><ul><li>Warranty ensures no-cost repair </li></ul><ul><li>Product come with tech manual </li></ul><ul><li>All of the above </li></ul>Answer: B – Warranty ensures no-cost repair
  • 11. Proactive Coaching <ul><li>Proactive vs. Reactive </li></ul><ul><li>Identify sub-set competencies – Managers can’t coach what they don’t know </li></ul><ul><li>5 models of field coaching: </li></ul><ul><ul><li>Model </li></ul></ul><ul><ul><li>Majority </li></ul></ul><ul><ul><li>Joint </li></ul></ul><ul><ul><li>Supportive </li></ul></ul><ul><ul><li>Coach </li></ul></ul><ul><li>Pre-call brief: </li></ul><ul><ul><li>‘ Where are we in the sales cycle?” </li></ul></ul><ul><ul><li>‘ What is our call objective?” </li></ul></ul><ul><ul><li>‘ How will we know we have had a successful call?” </li></ul></ul><ul><ul><li>“ What are the individual &amp; organizational motivators for this client?” </li></ul></ul><ul><li>Post-call debrief: </li></ul><ul><ul><li>“ What was our objective?” – “Did we achieve it?” </li></ul></ul><ul><ul><li>“ What went well?” </li></ul></ul><ul><ul><li>“ What can we improve upon?” </li></ul></ul><ul><ul><li>“ What is your follow up plan?” </li></ul></ul>Q’ube Question: True or False: Your presentation should address all the features/benefits of your company’s products/services? Answer: False
  • 12. Link Technology with Training <ul><li>Sales leaders opining that measuring and monitoring activity’ is the most important strategy to drive sales in 2010* </li></ul><ul><li>CRM Tips &amp; Techniques </li></ul><ul><li>Test before launch </li></ul><ul><li>Common lexicon &amp; process </li></ul><ul><li>Link training – tracking – coaching </li></ul><ul><li>Garbage in – Garbage out </li></ul><ul><li>Track ‘inputs’ as well as ‘outputs’ </li></ul><ul><li>Reward compliance vs. punish non-users </li></ul><ul><li>Identify the internal ‘champion’ </li></ul><ul><li>Give time to maximize productivity </li></ul><ul><li>Use LMS to identify coaching priorities </li></ul><ul><li>Entry time is critical to usage/success! </li></ul><ul><li>SAS allows access from any entry point </li></ul>CORE TRAINING FIELD PERFORMANCE CRM TRACKING COACHING Q’ube Question: Is a Warranty a feature or a benefit? Answer: Feature
  • 13. Publicize Training <ul><li>44% of respondents stated they would delay leaving their company if it had a long-term, comprehensive training program!* </li></ul><ul><li>The business strategies of a firm clearly influence whether they decide to train or not. In particular, firms that pursue an innovation and growth strategy are more likely to train employees regardless of firm size**** </li></ul><ul><li>62% of respondents stated they receive between 0-5 days of training/year. </li></ul><ul><li>51% of small business did not provide a structured training program </li></ul><ul><li>64% of respondents stated that Career Growth would be their biggest motivation for making a change in their sales career. </li></ul>Conclusion : Companies that invest in their sales people and publicize the training program planned for them have a higher probability of keeping their performers. Q’ube Question: True or False; The final KDM is always a member of the review committee? Answer: False
  • 14. Conclusions <ul><li>Sales performers stay with organizations that invest in them </li></ul><ul><li>Sales performers are under-impressed with their manager’s coaching capabilities </li></ul><ul><li>Sales training is better delivered in ‘bite-sized’ stages with continuous learning </li></ul><ul><li>Game pedagogy receives top scores for learning transfer </li></ul><ul><li>Sales managers need to upgrade their coaching skills and find more field time </li></ul><ul><li>Using Technology (Sales CRM) will provide Sales Managers with proactive coaching priorities </li></ul><ul><li>Organizations that publicize their training plans have lower turnover rates </li></ul>Q’ube Question: True or False: Open Probes are questions requiring yes or no answers? Answer: False
  • 15. Quota® Coordinates Quota® Head Office www.quotagame.com [email_address] (905) 601-2880
  • 16. Invest in your sales performers SME Planning to increase training in the next 3 years:

×