NCCET Webinar - Strategies for Creating a Dynamic Sales Team
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NCCET Webinar - Strategies for Creating a Dynamic Sales Team

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NCCET Webinar - Strategies for Creating a Dynamic Sales Team. Learn more at http://www.NCCET.org

NCCET Webinar - Strategies for Creating a Dynamic Sales Team. Learn more at http://www.NCCET.org

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  • Jane
  • jane
  • Jim
  • Jane
  • Service oriented background, those that pride themselves on world class customer service. Happy people!
  • Don’t let the business manage you! Your time is precious, where are you spending it and how are you either guiding your team or being a leader on the team?
  • Jim

Transcript

  • 1. Strategies for Creating a Dynamic Sales Team
    February 11, 2010
    Presented by
    Jane Whitmore Manager U.S. Education Channel
    James Potantus  Vice President
  • 2. Selling to Business & Industry
    Previous model vs. what’s needed now
    Best practices in selecting sales professionals
    Best practices in managing the team
    Our Objectives
  • 3. Work is different.
    Jobs have changed.
    Has your selection
    system kept up?
  • 4. Yesterday’s RealityToday’s Reality
    Respond to incoming requests
    Department existence supported by college
    Sufficient incoming new business
    Specific needs
    Personal relationships
    Proactive sales efforts
    Department self-sustaining
    Clients deferring to future
    Broader issues
    CRM system (communication)
  • 5. Best Practices in Selection
  • 6. Components of Good Selection Process
    Prior industry experience (sales, B&I)
    Based on Competencies (OD, training background)
    Gathers Behavioral Examples (collaboration, partnerships)
    Examine Motivational Fit (competitive, hunter vs. farmer, compensation, work/life balance)
    Provides a Good Experience (life long learners, inquisitive)
  • 7. Think HolisticallyThe Complete Success Profile
    What people know
    What people can do
    Technical and/or professional information needed to successfully perform job activities
    A cluster of behaviors performed on a job
    What people have done
    Who people are
    Educational and work achievements needed to successfully perform job activities
    Personal dispositions and motivations that relate to job satisfaction, job success, or failure
  • 8. Apply model to Sales Role
    What people know
    What people can do
    • Sales Call Facilitation
    • 9. General understanding of contracting process
    • 10. Customer Focus
    • 11. Persuasive Communication
    • 12. Managing Work
    What people have done
    Who people are
    • Experience performing one-on-one customer interactions
    • 13. Developing sales plans
    • 14. Enjoys customer interaction
    • 15. Continuous Learning
    • 16. Work Standards
  • Persuasiveness/Sales AbilityUsing appropriate interpersonal styles and communication methods to gain acceptance of an idea, plan, activity, or product from prospects and clients.
    Key Actions
    Determine customer needs and decision criteria.
    Select approach appropriate to situation.
    Demonstrate how our service/approach satisfies needs.
    Determine nature of objections and respond appropriately. (Acknowledge the customer’s concerns)
    Gain commitment to recommended action.
    Job-Specific Activities
    Identify business needs of prospects and key customers.
  • 17. Some Consultative Sales Competencies
    Managing the Sales Job
    Supporting Sales Implementations
    Customer Networking
    Building Mutually Rewarding Relationships
    Sales Opportunity Analysis (pipeline)
    Sales Call Facilitation
    Persuasive Communication (authentic, genuine)
    Devising Methodology, Approaches and Solutions
  • 18. Achievement
    Salary/commission match
    Independence
    Recognition
    Active Learning
    Sales Disposition (volume of work)
    Job Fit
    Professional Demeanor (image and tone)
    Motivational Facets
  • 19. Business Engagement ModelCustomer-Centric Process
    2
    Brand Strategy
    Positioning & Architecture
    1
    Understand the Market
    Internal & External
    3
    Build Relationships Marketing, Communications, Sales
  • 20. The Key to Customer-Centric ModelsManaging Perceptions
  • 21. Delivering on the PromiseOrganizationally Speaking
    Organized by Business Function
  • 22. Sales Strategies:What drives you and your team to succeed?
    Building your team
    Targeted Hiring
    Compensation (Commission Plan)
    Developing/working territories
    Client Relationship Management (CRM)
    Business Advisory Council
    • Seek out partnerships/providers
  • Sales Strategies:What drives you and your team to succeed?
    Performance Management
    Opportunities Pipeline
    Strategic Selling (Miller Heiman)
    Blue Sheets
    “The New Strategic Selling”
    Managing your business
    Sharing results (current sales)
    All lines of the business involved
  • 23. Setting Revenue Targets
    Set a revenue goal. Don’t be scared. Don’t settle for X if you don’t want to. It’s a goal; it should be realistic but a stretch!
    Take a look at your revenue streams and figure out what percentage of your total revenues comes from which source.
    Now, use those percentages to figure out how much you’d need to make from each of them in order to reach your overall revenue goal.
    Once you have annual revenue goals for your various income streams, break that down further to monthly/quarterly revenue goals.
    Now that you have revenue goals for each of your revenue streams, figure out what you need to do deliver in order to reach that goal.
    Figure out how to make that happen, where to find those customers or additional clients!
  • 24. Making a Positive Impression
    Be prepared (do your homework)
    Set a positive tone
    Pay attention to the individuals wants and needs
    Manage the interaction
    Make your demeanor engaging
    Share personal success stories
    Testimonials (visual and writing)
    ROI stories
  • 25. Antiquated sales methodologies
    Tactics before strategy
    Transactional vs. Consultative
    Branding (logos, business cards, etc.)
    Lack of strategic positioning
    Collaboration/Partnerships
    Extension of Your Sales Team
    Span of work – End results for the clients (Kirkpatrick’s level) ROI
    Evaluation Time!
  • 26. Thank you for attending!
    Jane Whitmore, Manager US Channel Education
    Development Dimensions Int’l (DDI)
    (412) 220-7984
    jane.whitmore@ddiworld.com
    James Potantus, Vice President
    Corporate College
    A division of Cuyahoga Community College
    (216) 987-2932 (office)
    james.potantus@tri-c.edu