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Measuring sales effectiveness in Pharma- 2013

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The measure used to assess sales performance have a huge impact on the character, nature, behaviours and ultimately the performance of the sales team. In this presentation I give a perspective on why this is important and how practically it can be applied.

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Measuring sales effectiveness in Pharma- 2013

  1. 1. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Measuring Sales Effectiveness Ifti Ahmed Ex-Head of sales Academy Global Marketing and Sales Excellence
  2. 2. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
  3. 3. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Who is Titanium?  We have a deep understanding of Pharmaceutical industry and its challenges  We are professionals with significant track records and key positions in management and sales performance  We are experienced trainers and coaches with an average of 100 days delivered each year  We are recognized speakers and facilitators  We are based in Switzerland with a strong network around the world
  4. 4. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst What does Titanium do?  Training  We design customized trainings programs for our partners and manage their roll-out/implementation  We deliver trainings and coaching sessions in Management, Change Management, Performance and Sales Effectiveness  Consulting  We perform Business Process Improvement and reorganization, from the diagnostic phase to the implementation of the solutions, including actions plan  We have tools, Knowledge and capacity to help you measure sales & marketing performance
  5. 5. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Sales excellence……. Can you just make them good! A sales manager!
  6. 6. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Don’t just be good……. Be good for something! Henry David Thoreau
  7. 7. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst How do we measure Sales effectiveness? More sales = More effective?
  8. 8. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Does that mean…… less sales = less effective?
  9. 9. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Why measure?
  10. 10. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst If you can’t measure it, You can’t manage it!
  11. 11. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst The man who lost his keys!
  12. 12. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Revenue Customer Satisfaction Market Share Pipeline Size Volume Ramp-Up Time IT Investment Training Type Coaching Account Plan Completion Tool Usage Segment of Customer Call Volume Call Type Up/Cross-Selling Number of AccountsTime Allocation Quota Achievement Share-of-Wallet Process Usage Training Investment Skill Level Territory Coverage New/Existing CustomersCall Outcomes Customer Retention Deal Size Prospect Type New/Existing Product Can We Manage this Metric? Courtsey of Jason Jordan- Vantage point performance
  13. 13. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst These are salesperson and manager activities that we can proactively direct and manage These are objectives that can only be influenced by managing preceding Activities These are the outcomes of multiple objectives and cannot be ‘managed’ whatsoever Courtsey of Jason Jordan- Vantage point performance
  14. 14. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst What should we measure?
  15. 15. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
  16. 16. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Cause and Effect Courtsey of Jason Jordan- Vantage point performance
  17. 17. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Courtsey of Jason Jordan- Vantage point performance
  18. 18. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Link the Objectives to relevant Activities, and manage the Activities relentlessly Select and quantify the Objectives that will BEST lead to those Results Identify the Results you want to achieve Courtsey of Jason Jordan- Vantage point performance
  19. 19. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Select These (carefully) Manage These (rigorously) Measure It
  20. 20. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Quantity Vs Quality?
  21. 21. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst One key component of Pharma sales excellence
  22. 22. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
  23. 23. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst More than practice!!!
  24. 24. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Our Self evolving systems
  25. 25. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Skill Assessment Program: Coaching and training Step 1: The knowledge Assessment Assesses both knowledge and understanding through using the online assessment tool. Step 2:The Behaviour Assessment Assesses the behaviours using a simple electronic tool the “e-Valuator” this is a “360” process measuring the perceived behaviour as seen by the candidate, his superiors and his reports. Step 3: Application Certification requires that correct behaviours are applied to the correct frequency. This is recorded by the superior of the candidate who certifies the correct level based on personal observation in the Skill Analysis form.
  26. 26. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Step 1. Track knowledge!
  27. 27. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst E-Exam Email Invitation
  28. 28. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Knowledge over time
  29. 29. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst By function
  30. 30. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst By function & knowledge segment
  31. 31. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Across Business Units
  32. 32. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst 2. Track the behaviours
  33. 33. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst What behaviours? For Sales Managers Change management Management fundamentals Coaching Selling skills
  34. 34. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Behaviour is interactive! Traditional 360 tools are effective however they can be: Complex Time consuming Expensive Functionality is limited The answer……a lighter, simple, fast and cost effective process
  35. 35. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Track the behaviours
  36. 36. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Track the behaviours
  37. 37. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Track the behaviors
  38. 38. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst 3. Track the practice/ Application
  39. 39. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Skill is more than practice!!!
  40. 40. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Special thanks to: Amit Patel from Itcetra.co.uk Jason Jordan from Vantage point
  41. 41. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst Contact me? ifti@iftiahmed.com Ifti.ahmed@titanium-partners.net
  42. 42. Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst The virtual trainer

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