Afterburner Webinars | Creating High-Performing Sales Teams
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This document discusses creating high-performing sales teams through flawless execution. It presents case studies that demonstrate how misalignment across teams can hurt sales but alignment and shared plans can boost sales. It then outlines keys to each phase of the flawless execution cycle: planning to clarify roles and objectives, execution to emphasize disciplined advancement, and debriefing to capture lessons learned and drive continuous improvement. Common challenges to each phase are also presented such as lack of backend support or too much data. The presentation provides strategies to address these challenges and achieve success, like making data clear and identifying leading indicators.
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Afterburner Webinars | Creating High-Performing Sales Teams
- 1. Creating High-Performing Sales Teams Welcome – the session will begin shortly!
- 2. Companies achieve only 33% of expected results from their strategic plans. The Gap between expectation and performance is a failure of companies to execute strategy. Markon Associates and the Economist Intelligence Unit
- 3. Case Study 1 Mission: New product launch in EMEA • Weak Sales in Q1 and Q2 of 2015 • Root Cause: Misalignment across functional groups, 14 countries, and 2 continents • Lesson Learned: Create an aligned plan with buy-in from all countries and functional groups Result: 3.14x Sales Pipeline & Revenue in Q4 2015
- 4. Case Study 2 Mission: Increase YOY monthly Sales by 10% • Result: only 8% YOY monthly sales increase • Root Cause: Weak merchandise demos and few client references • Lesson Learned: Create merchandise demo video and share three key client references with entire sales team Next month: 15% YOY monthly sales increase
- 5. Atlanta, GA • President of Afterburner • USAF F-15 Mission Commander • U.S. Presidential Escort Missions • Air Force Academy Graduate • M.S. Aerospace Science / MBA from UT • Instructor Pilot of the Year at USAF Training HQ • Embedded with Silicon Valley Tech Company in 2015 Thor
- 7. FLAWLESS EXECUTION CYCLE PLAN BRIEF EXECUTEDEBRIEF WIN!
- 9. Success in Sales Planning • Clarify roles and responsibilities around a shared, aligned sales vision.
- 10. Common Challenges to Alignment • “We don’t have backend support. We sell the product, and the delivery team can’t ever get it to the group on time.” – VP of Sales • “Marketing doesn’t have the right pitch for me yet. I don’t know this new product, they haven’t equipped me with the ability to position it to the market, so I’m just going to sell the stuff I’m used to.” – Sales Team Leader, EMEA Sales Group • “We’re not going to release the product for launch until it’s perfect. We’re still working on cost-cutting measures in production.” – VP of R&D, Med Device Company
- 11. TACTICALLY FOCUSED ORGANIZATION STRATEGICALLY ALIGNED ORGANIZATION Prometheus Process by John Warden. Copyright 2002-2012, Venturist ®, Inc.
- 12. Keys to the Sales Planning Phase • Bring all stakeholders to the Sales Planning Session • Identify Leading indicators for sales success • Create clear objectives for the group
- 13. FLAWLESS EXECUTION CYCLE PLAN BRIEF EXECUTE
- 14. Success in Sales Execution • Create a culture of disciplined execution that emphasizes clear advancements for every client interaction.
- 15. Common Challenges to Execution • “We’re too busy selling to talk about our Pipeline metrics.” – VP of Sales • “We’ve got too much data. I’m drowning in SalesForce dashboards.” – Sales Team Leader, Top Tech Company • “We don’t have a sustainable cadence because we’re so EOQ focused that we end up in a blind sprint at the end of each quarter. We have horrible forecasting and revenue projection metrics.” – VP of Sales, Top Tech Company
- 16. Keys to the Execution Phase • Make data clear and simple • Identify Leading indicators for success • Create a sustainable Execution Rhythm and stick to it.
- 17. FLAWLESS EXECUTION CYCLE PLAN BRIEF EXECUTEDEBRIEF
- 18. Success in Sales Debriefs • Effectively capture and transfer “Lessons Learned” to create a continuous learning, improvement, and perpetual Pipeline.
- 19. Common Sales Debrief Challenges • “We’re in competition with one another. Why would I share my best practices?” – SVP Business Ops, Tech company • “We’ve got to move on to the next deal.” – VP of Sales, Retail • “Debrief? We don’t debrief.” – Everyone, Every sales org
- 21. 10% 20% 30+% DEBRIEFING Tannenbaum & Cerasoli. “Do Team and Individual Debriefs Enhance Performance? A Meta-Analysis.” Group for Organizational Effectiveness, Human Factors Vol. 55, No. 1, February 2013 Unstructured Debriefing 22% Structured Debriefing 38% Facilitated Debrief +27%
- 22. Keys to the Sales Debrief • Start with a win • Share your Lessons Learned • Make the application of new techniques simple
- 23. FLAWLESS EXECUTION CYCLE PLAN BRIEF EXECUTEDEBRIEF WIN!
- 24. Applying Flawless Execution to your Sales Teams • Create Alignment • Create an Execution Rhythm • Simplicity beats complexity • Accelerate your existing sales model