This document discusses how to build good habits in sales organizations by giving sales pricing discretion without giving away profits. It argues that sales organizations need to create good habits due to increased competition and educated buyers. Bad habits in sales can include prioritizing sales over relationships and undervaluing products. The document then outlines how to break bad habits through using science-based approaches, implementing new processes, and setting goals and rewards. Breaking bad habits can result in better customer conversations, stronger sales rep relationships, and alignment across pricing, finance, and sales.

1. How to Give Sales Pricing Discretion,
Without Giving Away Profits
(Aka, How to build good habits in your sales organization)
(Aka, Putting the Onion Peel Back)
Andrew Carlson
Global Director, Data & Analytics
Andy_Carlson@bradycorp.com
@carlsonandrew

2. Who are we?

3. Agenda – Putting the Onion Peel Back
• Why do we need to create habits?
• What are the components of a habit?
• What bad habits does your sales organization have?
• What caused these habits to form?
• How can we break them?
• What habits do you need to break…a working session

4. Why do we need to create habits?

5. Why do we need to create habits?

6. Why do we need to create habits?

7. Why do we need to create habits?
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8. Why do we need to create habits in sales?
• Highly educated
buyers
• Increased
external &
internal pressures
• Increased competition
globally
• Expanding
Product Portfolio

9. What are the components of a habit?

10. What are the components of a habit?

11. What are the components of a habit?

12. What are the components of a habit?

13. What are the components of a habit?

14. What happens in life when we allow bad habits?
Look for the next fix Put on a few pounds Overcommit ourselves
Jeopardize important relationships Risk our overall health

15. What happens in sales when we allow bad habits?
Look for the next fix Put on a few pounds Overcommit ourselves
Jeopardize important relationships Risk our overall health

16. A Better Way to Measure Pricing Performance
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What habits are costing you money today?

17. What bad habits does sales have today?
Sales over Relationships Discounts over Value Under value your Products
Turning Orders into Quotes Overestimating the Competition

18. What caused these bad habits to form?
Sales over Relationships Discounts over Value Under value your Products
Turning Orders into Quotes Overestimating the Competition
OR

20. How do we break the habits – with science?

21. How do we break the habits – with science?
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22. How do we break the habits – with science?

23. How do we break the habits – with science?

24. How do we break the habits – with science?

25. How do we break the habits – with science?

26. How do we break the habits – with science?

27. How do we break the habit – with process?

28. How do we break the habits – with process?
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29. How do we break the habits – with goals / rewards?
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30. How do we break the habits – with goals / rewards?
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31. The effect changing these habits can have on
the entire organization
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1. Better conversations with customers
2. Stronger relationships with sales reps
3. Reduction in unearned discounts
4. Faster quote turnaround time
5. Pricing, finance and sales aligned!

33. What habits do you need to break…a working session
•Less than ideal Routines?
•Possible Cues?
•The right Rewards?

34. Andrew Carlson
Global Director, Data & Analytics
Andy_Carlson@bradycorp.com
@carlsonandrew