IDC First Line Sales Manager Best Practices

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    IDC First Line Sales Manager Best Practices - Presentation Transcript

    1. Best Practices in Sales Productivity Improvement: The First Line Sales Manager Lee Levitt Director, Sales Advisory Practice March 2009 www.SalesAdvisoryPractice.com
      • “ The first line sales manager is the single most important person in the organization ”
    2. Agenda
      • Sales Rep Performance
      • Organizational Changes
      • The Role of the First Line Sales Manager
      • Best Practices
      • IDC Executive Guidance
    3. Sales Rep Performance Source: IDC Enterprise Panel, January 2009 Thinking of your initial meeting with each rep, what percent of reps were:
    4. Sales Rep Performance What percent of reps did not win your business primarily due to: Source: IDC Enterprise Panel, January 2009
    5. Sales Rep Performance Have you switched vendors during the past year in significant part due to a poor relationship with your sales rep and related teams? Source: IDC Enterprise Panel, January 2009
    6. Sales Rep Performance Source: IDC Enterprise Panel, January 2009 Which one of the following areas do sales reps need to know better to improve the value of your relationship?
    7. Sales Rep Performance Source: IDC Enterprise Panel, January 2009 Which of the following is the number one thing a sales rep can do to improve the value of your relationship?
    8. Organizational Changes in 2009
    9. Sales Headcount Shifts to the Inside Percentage Decreasing vs. Percentage Increasing Q: In what sales areas will you be changing headcount (in your organization) in calendar year 2009? Source: IDC Tech Sales Barometer, 2009
    10. Optimizing the Organization Q: How will your overall sales investments in the following functional areas change in calendar year 2009 compared to calendar year 2008? Percentage Decreasing vs. Percentage Increasing Source: IDC Tech Sales Barometer, 2009
    11. Optimizing the Organization Percentage of Respondents Q: Please identify the sales program investment areas that have received the most increase in funding for calendar year 2009: Source: IDC Tech Sales Barometer, 2009
    12. Sales Management Sales Enablement Customer Intelligence Sales Methodology Talent Management Source: IDC 2009
      • Staff Planning
      • Recruit
      • Hiring
      • On-boarding
      • Training & Development
      • Retention, Repurposing & Replacement
      • FLSM & Coaching
      • Strategy & Planning
      • Performance Management
      • Quality Improvement & Change Management/ Governance
      • Account Planning
      • Channel Strategy & Optimization
      • Coverage Model
      • Content Creation
        • Customer Intelligence
        • Product Content
        • Vertical Marketing Content
        • Solution Content
      • Content Management
      • Content Governance
      • Content Delivery
      • Role Based
      The IDC Sales Productivity Framework
      • Purchase & Relationship History
      • Share of Wallet
      • Role-based Intelligence
      • Company-based Intelligence
      • Industry/Vertical Intelligence
      Sales Productivity
    13. FLSM Focus & Impact Laggards Questionables Hopefuls Leaders
    14. Sales Management – FLSM Framework
      • Business Management
      • Business Acumen
      • Organizational Awareness
      • Relationship Management
      • Financial Management
      • Resource Planning
      • People Management
      • Recruiting
      • Hiring
      • Onboarding
      • Training
      • Coaching
      • Retention
      • Leadership
      • Selling Management
      • Opportunity Planning
      • Territory Planning
      • Quota Management
      • Customer Engagement
      • Pipeline Management
      • Forecasting
      Source: IDC 2009
    15. FLSM Key Findings
      • Key Findings
      • Role not well understood
        • Time allocation
        • Sourcing/Supporting/Measuring
        • Consistency across individuals within organizations
        • Span of control
      • FLSMs buried in administrivia – pipeline management
      • Skill mix – selling versus managerial?
      • Relationship versus technical management
    16. FLSM Critical Success Factors Skills & Competencies Source: IDC 2009 Impact and Influence Cross Boundary Collaboration Resource Management Hiring and Staffing Technical Knowledge Market Awareness Problem Solving Positioning and Presenting Development of Direct Reports Pipeline Review Business Acumen Negotiating and Closing Account/Territory Planning Opportunity Planning Customer Engagement Opportunity Qualification Results Orientation Planning & Organizing Business Management Influencing and Negotiating Decision Making Personal Drive Business Ethics Organizational Awareness Coaching Building Relationships Communication
    17. FLSM Critical Success Factors
      • Critical Success Factors:
      • Involved in hiring process
      • Pivotal to training
      • Managing information flow to FLSM
      • Key Responsibilities:
        • Personnel Development
        • Sales methodology as coaching framework
        • Win/loss review
        • Bottom performer management
      • Skills versus competencies
      • Community of Peers
      • Performance Management
    18. FLSM Next Steps
      • To Improve Your FLSM Performance:
      • Determine sales force needs
      • Identify current skills & competencies
      • Assess time allocation
      • Benchmark against IDC framework
      • Select critical success factors for improvement & related metrics
      • Look for quantitative & qualitative improvement
    19. The Sales Advisory Practice Team Lee Levitt Program Director Sales Advisory Practice Phone: 508-988-7974 Michael Gerard Research Vice President Executive Advisor Group Phone: 508-988-6758

    + Lee LevittLee Levitt, 8 months ago

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