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The Sales Productivity Benchmark: Rate your Sales Force Against World Class
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The Sales Productivity Benchmark: Rate your Sales Force Against World Class

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Sales management must produce a sales strategy based on an understanding of their sales force strengths and weaknesses. A sales consulting firm can assess your go to market strategy utilizing …

Sales management must produce a sales strategy based on an understanding of their sales force strengths and weaknesses. A sales consulting firm can assess your go to market strategy utilizing benchmarks to determine where you should invest in sales performance improvement projects. A presentation by Sales Benchmark Index.

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  • 1. Sales Productivity Benchmark
  • 2. What is it? Environmental Scan of Sales
    • Reveals strength and weakness areas
    • 3. Identifies best return for sales effort
    • 4. Provides sales benchmarks against relevant peers
    • 5. Generates improvement recommendations
    • 6. Uses diagnostic techniques and empirical data to improve accuracy of assessment
    • 7. Relies on best practices for means to close sales gaps
    2
  • 8. Sales Force Assessment Framework
    STEP
    Develop Sales Strategy
    Account Segmentation
    Segment accounts by Ideal Customer Profile
    Lead Management
    Generate MQL/SQL/SAL
    1
    Sales Process
    Map customer/prospect buying process to custom built sales process
    Develop
    Go-to-Market Plan
    Channels
    Determine optimal route to market
    2
    Sales Force Structure
    Organizational model effectiveness vs. efficiency
    Design
    Sales Force
    Sales Force Size
    Match selling capacity to market demand
    3
    Sales Infrastructure
    Create performance conditions for optimal results
    Build Infrastructure
    4
  • 9. 4
  • 10. Phase 1Discovery Process & Sample Data
  • 11. Exec Interviews:
    CEO / CFO / CSO / CMO
  • 12.
  • 13. Customer Survey Findings (Trust)
    Q#10: When you buy these types of services, where do you place your trust?
    Acme
    Acme
    Takeaway
    MORE economic buyers place their trust in the rep
    The company itself is of little importance to the decision maker or user
    Services (offering + maintenance) are what user buyers primarily trust
  • 14. Customer Survey Findings (Frequency)
    Q#17: How often do you communicate with your sales representative?
    Takeaway
    The communication frequency is surprisingly low for a community of buyers who desire F2F interaction with their vendor
    Over 50% of EBs communicated with their reps quarterly or LESS frequently
  • 15. Customer Survey Findings (Mode)
    Q#16: Which method of engagement do you prefer with your sales rep?
    Takeaway
    Established customers prefer F2F interaction, even for follow-on procurements
  • 16. Sales Rep Survey Findings
    #3: Within your existing accounts how many accounts have bought from you within the last 18 months?
    Takeaway
    Increased acct mgmt activity supports increased customer value; closing the gap of 24% between Ryder & WC
  • 17. Sales Rep Time Study
  • 18. Phase 2Benchmark & Sample Analysis
  • 19. Sales Management Maturity Model
    Level 5:
    Predictable
    • Predictable Results
    • 20. Change tolerant
    • 21. Exceed World-Class
    • 22. External Benchmark
    Level 4:
    Managed
    • Leading Indicators
    • 23. Early Problem
    Detection
    • Best Practices
    • 24. Continuous
    Improvement begins
    Capability
    Level 3:
    Reportable
    • Adopted Processes
    • 25. Behavior changing
    • 26. Limited Predictability
    • 27. Lagging Indicators
    Level 2:
    Defined
    • Documented Process
    • 28. Not fully adopted
    • 29. Some Repeatability
    • 30. Varied Success
    • 31. Limited Perf Tracking
    Level 1:
    Chaos
    • Ad Hoc Efforts
    • 32. Ill-defined processes
    - Unpredictable result
    Maturity
  • 33. Phase 2Best Practices Identification
    Lead Management
    • Marketing defines an Ideal Customer Profile (ICP) using firmographic/psychographic info
    • 34. A formal Demand Generation process takes contacts from a suspect state to a Sales Qualified Lead (SQL) status
    • 35. Leads are scored (to reflect activity), nurtured (in accordance with the process), and graded (to reflect ICP match)
    • 36. Marketing Automation software is used to establish accountability, increase cycle speed, and improve effectiveness
    • 37. Etc….
  • Phase 2Best Practices Artifacts
  • 38. Phase 3Presentation & Sample Recommendations
  • 39. Phase 2Findings
    Determine which ‘deficient’ drivers are ‘critical’
  • 40. Recommendation: 4 focus areas
    Phase 3
    Very High
    Channel Optimization
    Phase 2
    Key Account Management
    Degree of Difficulty
    Sales Performance Management
    Phase 1
    Sales Force Sizing
    High
    Sales Mgr and Sales Rep Talent Dev
    Compensation
    Lead Management
    Sales Process
    Moderate
    Org Change Management
    Sales Manager Assessment
    Medium
    Low
    High
    Focus Area
    Value