SlideShare a Scribd company logo
1 of 4
Download to read offline
 
	
  
	
  
	
  
	
  
	
  
	
  
THOUGHT	
  LEADERSHIP	
  SERIES	
  
©2012	
  The	
  Naro	
  Group	
  
	
  
Process Implementation:
Worth the Reward	
  
	
  
	
  
	
  
	
  
	
  
Improve	
  Performance.	
  
Drive	
  Revenue.	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
About	
  The	
  Naro	
  Group	
  
The	
  Naro	
  Group	
  specializes	
  in	
  
helping	
  technology	
  companies	
  
capitalize	
  on	
  their	
  investment	
  
in	
  sales	
  process	
  and	
  sales	
  
training.	
  Contact	
  Jim	
  Naro,	
  
President,	
  by	
  email	
  at:	
  
jnaro@TheNaroGroup.com.	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
By Jim Naro, President of The Naro Group
You're back in your office, having just returned from a morale
building, fist-pumping session of sales training with your entire
sales team. The question now becomes this: how do you build on
the momentum you achieved during the training, ensure that the
tactics are used successfully, the new sales process is followed and
get a good return on your investment?
While sales process implementation is not a simple task and may require more
of your time now than you'd like to attribute to it, the rewards justify your
investment and payback comes much sooner than you would think.
The proof is in the numbers.
After training his team on one of the top ten sales methodologies/process, I
spoke with a colleague who I have worked with in the past and who has
implemented sales process several times. He is currently the Senior Vice
President, Sales & Marketing at an information services company in New York
City. Here's a sampling of the results he achieved after six months of
implementation:
• When he first joined the company, his sales team was at 60% of quota.
After implementing his sales training program and new sales process,
the team's productivity rose to 95% of quota.
• His pipeline (in dollars) grew by 68% and the number of deals grew by
100%, much of which he attributes to his new sales process.
• His top performers were at 75% and 88% of quota initially - that
increased to 124% and 122%, respectfully.
• 90% of his team improved their productivity.
Continued…
For	
  More	
  Sales	
  Insights	
  
Visit	
  the	
  Knowledge	
  Center	
  
at	
  www.TheNaroGroup.com	
  
for	
  more	
  sales	
  and	
  marketing	
  
transformation.	
  
	
  
 
	
  
2	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
His philosophy is that unless a company continues to train and manage their
business according to the sales methodology and process they choose, the
initial investment in the training is wasted. The sales force won't accept it as
standard operating procedure, they won't use it, and there is no derived
benefit.
Since he had such great success with sales training methodologies, I asked him
what he thought the biggest benefits of implementation are for sales managers.
Here are some of his thoughts:
Once the sales process is in place, the entire organization is speaking the same
language, from sales to marketing to operations to executives. Both sales
person and manager speak the same language, providing you with a common
ground that allows you to manage more effectively.
As a manager, you gain much more control over forecasting and sales cycles
than you ever had before. You can identify more readily when something will
close and your forecasting accuracy increases immensely.
You can also manage your pipeline better, for both short-term and long-term
opportunities. The process that you follow will help your sales people qualify
better and focus on deals that are "winnable" so the ratio of wins to losses
increases.
Once your sales process has been implemented, a sales manager now has the
tools to recognize and head off potential performance issues. If a sales person
isn't filling a pipeline 90 days out, you can easily recognize that and you won't
have any surprises as the sales cycle proceeds. You'll be able to work with the
under-performing sales person and head off potential problems.
You can also determine where your sellers are most productive - whether it's
prospecting, qualification, negotiation, proof steps, or closing. My colleague
discovered by looking at a pipeline report that someone on his team didn't
have any experience with closing. The sales person built a great pipeline, but
had just passed leads before. The sales manager was able to work with the sales
person to increase their close rate.
Continued…
 
	
  
3	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
My colleague told me that implementing a sales process greatly contributed to
the success of his company's revenue growth and that tools and processes such
as pipeline management, sales process management, sequence of events
letters, and action plans are key. Simply put, he said, "It's all about controlling
the sales cycle and making it more predictable."
I asked my colleague what advice he would give fellow sales executives who
had just put their people through formal selling training based on a structured
methodology and it was this: be relentless! Relentlessly manage your people
using the methodology, because if you don't believe in it and if you don't
manage your people to the process, they are not going to adopt it. He also
added that while implementing might be a time consuming task to start, it's
well worth it once you're up and running. Moreover, his numbers certainly
support that statement.
He also wanted to pass along this thought: make sure you have executive
support because things might be worse before they get better. You're going to
use a sales methodology to relentlessly clear out your pipeline and you're going
to get a real wake up call. You'll find that there are things in the pipeline that
shouldn't be there, but then, you already know that, don't you?
Remember how his pipeline grew? It's almost impossible to achieve those
results without full implementation of a sales methodology. It's worth it in the
end and the proof is in the numbers.
1. Territory Reviews.
Start scheduling weekly individual "Territory Reviews" and do this for at least
90 days. Make this an event that no one is exempt from. This is your
opportunity to coach your sales people on the "how" to do in order to be
successful and not just the "what" to do.
2. Pipeline Analysis.
Have your sales people grade their existing pipeline according to the sales
process steps you are asking them to adopt. Make sure they take an honest,
hard, realistic view. Remember that this is not about being right or wrong, it's
about everyone using the same process for selling. This is your opportunity to
get them started on speaking a common language.
Continued…
 
	
  
4	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
	
  
3. Identify the Top Opportunities.
Mutually identify the top 5 - 10 opportunities and have your sales people
prepare tactical plans to convert them to a status in which decision-makers
have agreed to evaluate your products and/or services. Use role plays here to
help sellers be prepared to ask good questions to identify prospects goals,
problems and needs, and obtain necessary measurements and metrics.
4. Document the Process.
Ask your sales people to document the results of their sales calls in a letter they
can share with their buyers and a preliminary evaluation plan. This provides
them with a powerful communication tool for keeping in alignment with
prospects and gives you something objective to review when coaching the seller
on the opportunity.
5. Create a Development Plan.
Determine the health of each salesperson's pipeline and help them create a
business development plan to fill their pipeline to obtain revenue goals. Help
them calculate how many new opportunities they need to put in their pipeline
each week and help them develop a prospecting plan to reach that level of
activity.
	
  Contact	
  Us	
  
Tel:	
  603.881.7712	
  	
  
www.TheNaroGroup.com	
  

More Related Content

What's hot

Establishing and delivering on sales revenue targets
Establishing and delivering on sales revenue targetsEstablishing and delivering on sales revenue targets
Establishing and delivering on sales revenue targetsSantosh Kumar Singh
 
Sales Excellence - Leaders Need More Than a Title
Sales Excellence - Leaders Need More Than a TitleSales Excellence - Leaders Need More Than a Title
Sales Excellence - Leaders Need More Than a TitleEndeavor Management
 
Structured Sales Process Overview
Structured Sales Process OverviewStructured Sales Process Overview
Structured Sales Process OverviewLen Chermack
 
Changing Sales Force Behavior To Achieve High Performance
Changing Sales Force Behavior To Achieve High PerformanceChanging Sales Force Behavior To Achieve High Performance
Changing Sales Force Behavior To Achieve High PerformanceAmitai Givertz
 
Start-up 90 days marketing plan Linkedin
Start-up  90 days marketing plan LinkedinStart-up  90 days marketing plan Linkedin
Start-up 90 days marketing plan LinkedinAnja Deelen MBA
 
The 7 s formula for sales succes
The 7 s formula for sales succesThe 7 s formula for sales succes
The 7 s formula for sales succeskhaneducation
 
RES REPAINT BUSINESS PLAN
RES REPAINT BUSINESS PLANRES REPAINT BUSINESS PLAN
RES REPAINT BUSINESS PLANAnthony Filippi
 
My First 90 Days - Strategies for Success
My First 90 Days - Strategies for SuccessMy First 90 Days - Strategies for Success
My First 90 Days - Strategies for SuccessSuresh Kodoor
 
Agile marketing framework by Femi Olajiga
Agile marketing framework  by Femi OlajigaAgile marketing framework  by Femi Olajiga
Agile marketing framework by Femi OlajigaFemi Deji Olajiga
 
How to become a better and more successful leader
How to become a better and more successful leaderHow to become a better and more successful leader
How to become a better and more successful leaderGunnar Schroeder
 
30-60-90 Day Plan
30-60-90 Day Plan30-60-90 Day Plan
30-60-90 Day PlanJon Sipole
 
Sales Methodology Implementation Journey
Sales Methodology Implementation JourneySales Methodology Implementation Journey
Sales Methodology Implementation JourneyThe Naro Group
 
30 60 action plan
30 60 action plan30 60 action plan
30 60 action plandes3655
 
The 6 Pillars of Sales Productivity
The 6 Pillars of Sales ProductivityThe 6 Pillars of Sales Productivity
The 6 Pillars of Sales ProductivityDarren Cunningham
 

What's hot (20)

Establishing and delivering on sales revenue targets
Establishing and delivering on sales revenue targetsEstablishing and delivering on sales revenue targets
Establishing and delivering on sales revenue targets
 
Sales Excellence - Leaders Need More Than a Title
Sales Excellence - Leaders Need More Than a TitleSales Excellence - Leaders Need More Than a Title
Sales Excellence - Leaders Need More Than a Title
 
Structured Sales Process Overview
Structured Sales Process OverviewStructured Sales Process Overview
Structured Sales Process Overview
 
306090 day action plan for securitas canada limited
306090 day action plan for    securitas canada limited306090 day action plan for    securitas canada limited
306090 day action plan for securitas canada limited
 
Why a marketing plan 2
Why a marketing plan 2Why a marketing plan 2
Why a marketing plan 2
 
30-60-90 Day Playbook
30-60-90 Day Playbook30-60-90 Day Playbook
30-60-90 Day Playbook
 
Changing Sales Force Behavior To Achieve High Performance
Changing Sales Force Behavior To Achieve High PerformanceChanging Sales Force Behavior To Achieve High Performance
Changing Sales Force Behavior To Achieve High Performance
 
Start-up 90 days marketing plan Linkedin
Start-up  90 days marketing plan LinkedinStart-up  90 days marketing plan Linkedin
Start-up 90 days marketing plan Linkedin
 
The 7 s formula for sales succes
The 7 s formula for sales succesThe 7 s formula for sales succes
The 7 s formula for sales succes
 
Sales Plan
Sales PlanSales Plan
Sales Plan
 
2
22
2
 
RES REPAINT BUSINESS PLAN
RES REPAINT BUSINESS PLANRES REPAINT BUSINESS PLAN
RES REPAINT BUSINESS PLAN
 
My First 90 Days - Strategies for Success
My First 90 Days - Strategies for SuccessMy First 90 Days - Strategies for Success
My First 90 Days - Strategies for Success
 
Agile marketing framework by Femi Olajiga
Agile marketing framework  by Femi OlajigaAgile marketing framework  by Femi Olajiga
Agile marketing framework by Femi Olajiga
 
How to become a better and more successful leader
How to become a better and more successful leaderHow to become a better and more successful leader
How to become a better and more successful leader
 
30-60-90 Day Plan
30-60-90 Day Plan30-60-90 Day Plan
30-60-90 Day Plan
 
Sales Methodology Implementation Journey
Sales Methodology Implementation JourneySales Methodology Implementation Journey
Sales Methodology Implementation Journey
 
30 60 action plan
30 60 action plan30 60 action plan
30 60 action plan
 
Sales Excellence
Sales ExcellenceSales Excellence
Sales Excellence
 
The 6 Pillars of Sales Productivity
The 6 Pillars of Sales ProductivityThe 6 Pillars of Sales Productivity
The 6 Pillars of Sales Productivity
 

Similar to Process Implementation: Worth the Reward

Accelerate sales onboarding
Accelerate sales onboardingAccelerate sales onboarding
Accelerate sales onboardingBenoit Laflamme
 
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...Financial Poise
 
High performance marketing_plan_jan2015
High performance marketing_plan_jan2015High performance marketing_plan_jan2015
High performance marketing_plan_jan2015Cheryl Ponder
 
The High-Performance Marketing Plan
The High-Performance Marketing PlanThe High-Performance Marketing Plan
The High-Performance Marketing PlanMohamed Mahdy
 
SALES & BUSINESS MANAGEMENT MODULE 3.pdf
SALES & BUSINESS MANAGEMENT MODULE 3.pdfSALES & BUSINESS MANAGEMENT MODULE 3.pdf
SALES & BUSINESS MANAGEMENT MODULE 3.pdfRuthPhiri17
 
insidesales.com-15-time-wasters
insidesales.com-15-time-wastersinsidesales.com-15-time-wasters
insidesales.com-15-time-wastersAaron Braria
 
Creating Success as a New Sales Manager
Creating Success as a New Sales ManagerCreating Success as a New Sales Manager
Creating Success as a New Sales ManagerLeadScorz
 
Webinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your PipelineWebinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your PipelineDoble Group, LLC
 
Boost Sales Productivity through Sales Enablement
Boost Sales Productivity through Sales EnablementBoost Sales Productivity through Sales Enablement
Boost Sales Productivity through Sales EnablementDoble Group, LLC
 
Self Assessment for Driving Revenue Growth
Self Assessment for Driving Revenue GrowthSelf Assessment for Driving Revenue Growth
Self Assessment for Driving Revenue GrowthThe Naro Group
 
Building a Cutting Edge Sales Team
Building a Cutting Edge Sales TeamBuilding a Cutting Edge Sales Team
Building a Cutting Edge Sales TeamChris Browning
 
Minimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales ProcessMinimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales ProcessJohn Golden
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparationArvinthMohan
 
Sandler Foundations with Ermine Amies Sandler Trainer & Coach
Sandler Foundations with Ermine Amies Sandler Trainer & CoachSandler Foundations with Ermine Amies Sandler Trainer & Coach
Sandler Foundations with Ermine Amies Sandler Trainer & CoachErmine Amies
 
Visible Impact -- Sales Playbooks
Visible Impact -- Sales PlaybooksVisible Impact -- Sales Playbooks
Visible Impact -- Sales PlaybooksBritton Manasco
 
TSC Measureable results in under 100 days...GUARANTEED
TSC Measureable results in under 100 days...GUARANTEEDTSC Measureable results in under 100 days...GUARANTEED
TSC Measureable results in under 100 days...GUARANTEEDLes Bailey
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparationChidhvilas M
 

Similar to Process Implementation: Worth the Reward (20)

Accelerate sales onboarding
Accelerate sales onboardingAccelerate sales onboarding
Accelerate sales onboarding
 
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...
You're Ready to Start Marketing. Now What? (Series: Digital Marketing Tips fo...
 
High performance marketing_plan_jan2015
High performance marketing_plan_jan2015High performance marketing_plan_jan2015
High performance marketing_plan_jan2015
 
The High-Performance Marketing Plan
The High-Performance Marketing PlanThe High-Performance Marketing Plan
The High-Performance Marketing Plan
 
SALES & BUSINESS MANAGEMENT MODULE 3.pdf
SALES & BUSINESS MANAGEMENT MODULE 3.pdfSALES & BUSINESS MANAGEMENT MODULE 3.pdf
SALES & BUSINESS MANAGEMENT MODULE 3.pdf
 
insidesales.com-15-time-wasters
insidesales.com-15-time-wastersinsidesales.com-15-time-wasters
insidesales.com-15-time-wasters
 
Atsi
AtsiAtsi
Atsi
 
Creating Success as a New Sales Manager
Creating Success as a New Sales ManagerCreating Success as a New Sales Manager
Creating Success as a New Sales Manager
 
Webinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your PipelineWebinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
Webinar The Pipeline Revealed: Tips for Accelerating Your Pipeline
 
Boost Sales Productivity through Sales Enablement
Boost Sales Productivity through Sales EnablementBoost Sales Productivity through Sales Enablement
Boost Sales Productivity through Sales Enablement
 
Self Assessment for Driving Revenue Growth
Self Assessment for Driving Revenue GrowthSelf Assessment for Driving Revenue Growth
Self Assessment for Driving Revenue Growth
 
Building a Cutting Edge Sales Team
Building a Cutting Edge Sales TeamBuilding a Cutting Edge Sales Team
Building a Cutting Edge Sales Team
 
Creating a Successful Onboarding Program for Sales
Creating a Successful Onboarding Program for SalesCreating a Successful Onboarding Program for Sales
Creating a Successful Onboarding Program for Sales
 
Minimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales ProcessMinimizing Risk in your 2015 Sales Process
Minimizing Risk in your 2015 Sales Process
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparation
 
Sandler Foundations with Ermine Amies Sandler Trainer & Coach
Sandler Foundations with Ermine Amies Sandler Trainer & CoachSandler Foundations with Ermine Amies Sandler Trainer & Coach
Sandler Foundations with Ermine Amies Sandler Trainer & Coach
 
Visible Impact -- Sales Playbooks
Visible Impact -- Sales PlaybooksVisible Impact -- Sales Playbooks
Visible Impact -- Sales Playbooks
 
SMA Owner
SMA OwnerSMA Owner
SMA Owner
 
TSC Measureable results in under 100 days...GUARANTEED
TSC Measureable results in under 100 days...GUARANTEEDTSC Measureable results in under 100 days...GUARANTEED
TSC Measureable results in under 100 days...GUARANTEED
 
Pre sales preparation
Pre sales preparationPre sales preparation
Pre sales preparation
 

More from The Naro Group

How to reach the next level in B2B sales growth by transitioning from product...
How to reach the next level in B2B sales growth by transitioning from product...How to reach the next level in B2B sales growth by transitioning from product...
How to reach the next level in B2B sales growth by transitioning from product...The Naro Group
 
What is Consultative Selling?
What is Consultative Selling?What is Consultative Selling?
What is Consultative Selling?The Naro Group
 
Uncovering the Value of Financial Benefits
Uncovering the Value of Financial BenefitsUncovering the Value of Financial Benefits
Uncovering the Value of Financial BenefitsThe Naro Group
 
Sales Intelligence: The GPS of Prospecting
Sales Intelligence: The GPS of ProspectingSales Intelligence: The GPS of Prospecting
Sales Intelligence: The GPS of ProspectingThe Naro Group
 
Opportunities Guide Sales Forecasts
Opportunities Guide Sales ForecastsOpportunities Guide Sales Forecasts
Opportunities Guide Sales ForecastsThe Naro Group
 
Marketing Collateral as a Sales Messaging Tool
Marketing Collateral as a Sales Messaging ToolMarketing Collateral as a Sales Messaging Tool
Marketing Collateral as a Sales Messaging ToolThe Naro Group
 
Four Key Attributes of a Sales Manager
Four Key Attributes of a Sales ManagerFour Key Attributes of a Sales Manager
Four Key Attributes of a Sales ManagerThe Naro Group
 
How to Sell From the Buyer's Perspective
How to Sell From the Buyer's PerspectiveHow to Sell From the Buyer's Perspective
How to Sell From the Buyer's PerspectiveThe Naro Group
 
Taking the Guesswork out of Pipelines and Forecasts
Taking the Guesswork out of Pipelines and ForecastsTaking the Guesswork out of Pipelines and Forecasts
Taking the Guesswork out of Pipelines and ForecastsThe Naro Group
 
Change Management Overview
Change Management OverviewChange Management Overview
Change Management OverviewThe Naro Group
 
What Is CustomerCentric Selling®
What Is CustomerCentric Selling®What Is CustomerCentric Selling®
What Is CustomerCentric Selling®The Naro Group
 

More from The Naro Group (13)

How to reach the next level in B2B sales growth by transitioning from product...
How to reach the next level in B2B sales growth by transitioning from product...How to reach the next level in B2B sales growth by transitioning from product...
How to reach the next level in B2B sales growth by transitioning from product...
 
What is Consultative Selling?
What is Consultative Selling?What is Consultative Selling?
What is Consultative Selling?
 
Uncovering the Value of Financial Benefits
Uncovering the Value of Financial BenefitsUncovering the Value of Financial Benefits
Uncovering the Value of Financial Benefits
 
Sales Intelligence: The GPS of Prospecting
Sales Intelligence: The GPS of ProspectingSales Intelligence: The GPS of Prospecting
Sales Intelligence: The GPS of Prospecting
 
Opportunities Guide Sales Forecasts
Opportunities Guide Sales ForecastsOpportunities Guide Sales Forecasts
Opportunities Guide Sales Forecasts
 
Marketing Collateral as a Sales Messaging Tool
Marketing Collateral as a Sales Messaging ToolMarketing Collateral as a Sales Messaging Tool
Marketing Collateral as a Sales Messaging Tool
 
Four Key Attributes of a Sales Manager
Four Key Attributes of a Sales ManagerFour Key Attributes of a Sales Manager
Four Key Attributes of a Sales Manager
 
How to Sell From the Buyer's Perspective
How to Sell From the Buyer's PerspectiveHow to Sell From the Buyer's Perspective
How to Sell From the Buyer's Perspective
 
Taking the Guesswork out of Pipelines and Forecasts
Taking the Guesswork out of Pipelines and ForecastsTaking the Guesswork out of Pipelines and Forecasts
Taking the Guesswork out of Pipelines and Forecasts
 
Change Management Overview
Change Management OverviewChange Management Overview
Change Management Overview
 
What Is CustomerCentric Selling®
What Is CustomerCentric Selling®What Is CustomerCentric Selling®
What Is CustomerCentric Selling®
 
Ccs E Broch J Naro2
Ccs E Broch J Naro2Ccs E Broch J Naro2
Ccs E Broch J Naro2
 
Exec Team Tag
Exec Team TagExec Team Tag
Exec Team Tag
 

Recently uploaded

Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...IMARC Group
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfHajeJanKamps
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.mcshagufta46
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 

Recently uploaded (20)

Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.A flour, rice and Suji company in Jhang.
A flour, rice and Suji company in Jhang.
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 

Process Implementation: Worth the Reward

  • 1.               THOUGHT  LEADERSHIP  SERIES   ©2012  The  Naro  Group     Process Implementation: Worth the Reward             Improve  Performance.   Drive  Revenue.                           About  The  Naro  Group   The  Naro  Group  specializes  in   helping  technology  companies   capitalize  on  their  investment   in  sales  process  and  sales   training.  Contact  Jim  Naro,   President,  by  email  at:   jnaro@TheNaroGroup.com.                                                 By Jim Naro, President of The Naro Group You're back in your office, having just returned from a morale building, fist-pumping session of sales training with your entire sales team. The question now becomes this: how do you build on the momentum you achieved during the training, ensure that the tactics are used successfully, the new sales process is followed and get a good return on your investment? While sales process implementation is not a simple task and may require more of your time now than you'd like to attribute to it, the rewards justify your investment and payback comes much sooner than you would think. The proof is in the numbers. After training his team on one of the top ten sales methodologies/process, I spoke with a colleague who I have worked with in the past and who has implemented sales process several times. He is currently the Senior Vice President, Sales & Marketing at an information services company in New York City. Here's a sampling of the results he achieved after six months of implementation: • When he first joined the company, his sales team was at 60% of quota. After implementing his sales training program and new sales process, the team's productivity rose to 95% of quota. • His pipeline (in dollars) grew by 68% and the number of deals grew by 100%, much of which he attributes to his new sales process. • His top performers were at 75% and 88% of quota initially - that increased to 124% and 122%, respectfully. • 90% of his team improved their productivity. Continued… For  More  Sales  Insights   Visit  the  Knowledge  Center   at  www.TheNaroGroup.com   for  more  sales  and  marketing   transformation.    
  • 2.     2                                                                                                     His philosophy is that unless a company continues to train and manage their business according to the sales methodology and process they choose, the initial investment in the training is wasted. The sales force won't accept it as standard operating procedure, they won't use it, and there is no derived benefit. Since he had such great success with sales training methodologies, I asked him what he thought the biggest benefits of implementation are for sales managers. Here are some of his thoughts: Once the sales process is in place, the entire organization is speaking the same language, from sales to marketing to operations to executives. Both sales person and manager speak the same language, providing you with a common ground that allows you to manage more effectively. As a manager, you gain much more control over forecasting and sales cycles than you ever had before. You can identify more readily when something will close and your forecasting accuracy increases immensely. You can also manage your pipeline better, for both short-term and long-term opportunities. The process that you follow will help your sales people qualify better and focus on deals that are "winnable" so the ratio of wins to losses increases. Once your sales process has been implemented, a sales manager now has the tools to recognize and head off potential performance issues. If a sales person isn't filling a pipeline 90 days out, you can easily recognize that and you won't have any surprises as the sales cycle proceeds. You'll be able to work with the under-performing sales person and head off potential problems. You can also determine where your sellers are most productive - whether it's prospecting, qualification, negotiation, proof steps, or closing. My colleague discovered by looking at a pipeline report that someone on his team didn't have any experience with closing. The sales person built a great pipeline, but had just passed leads before. The sales manager was able to work with the sales person to increase their close rate. Continued…
  • 3.     3                                                                                                     My colleague told me that implementing a sales process greatly contributed to the success of his company's revenue growth and that tools and processes such as pipeline management, sales process management, sequence of events letters, and action plans are key. Simply put, he said, "It's all about controlling the sales cycle and making it more predictable." I asked my colleague what advice he would give fellow sales executives who had just put their people through formal selling training based on a structured methodology and it was this: be relentless! Relentlessly manage your people using the methodology, because if you don't believe in it and if you don't manage your people to the process, they are not going to adopt it. He also added that while implementing might be a time consuming task to start, it's well worth it once you're up and running. Moreover, his numbers certainly support that statement. He also wanted to pass along this thought: make sure you have executive support because things might be worse before they get better. You're going to use a sales methodology to relentlessly clear out your pipeline and you're going to get a real wake up call. You'll find that there are things in the pipeline that shouldn't be there, but then, you already know that, don't you? Remember how his pipeline grew? It's almost impossible to achieve those results without full implementation of a sales methodology. It's worth it in the end and the proof is in the numbers. 1. Territory Reviews. Start scheduling weekly individual "Territory Reviews" and do this for at least 90 days. Make this an event that no one is exempt from. This is your opportunity to coach your sales people on the "how" to do in order to be successful and not just the "what" to do. 2. Pipeline Analysis. Have your sales people grade their existing pipeline according to the sales process steps you are asking them to adopt. Make sure they take an honest, hard, realistic view. Remember that this is not about being right or wrong, it's about everyone using the same process for selling. This is your opportunity to get them started on speaking a common language. Continued…
  • 4.     4                                                                                     3. Identify the Top Opportunities. Mutually identify the top 5 - 10 opportunities and have your sales people prepare tactical plans to convert them to a status in which decision-makers have agreed to evaluate your products and/or services. Use role plays here to help sellers be prepared to ask good questions to identify prospects goals, problems and needs, and obtain necessary measurements and metrics. 4. Document the Process. Ask your sales people to document the results of their sales calls in a letter they can share with their buyers and a preliminary evaluation plan. This provides them with a powerful communication tool for keeping in alignment with prospects and gives you something objective to review when coaching the seller on the opportunity. 5. Create a Development Plan. Determine the health of each salesperson's pipeline and help them create a business development plan to fill their pipeline to obtain revenue goals. Help them calculate how many new opportunities they need to put in their pipeline each week and help them develop a prospecting plan to reach that level of activity.  Contact  Us   Tel:  603.881.7712     www.TheNaroGroup.com