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Sales Influence Presentation June 2015 07062015

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Sales Influence Presentation June 2015 07062015

  1. 1. Influencing Stakeholders in Procurement 4th Annual Public Sector Procurement Asia Exchange Madeleine Tewes Apsiz Services (Hong Kong) Ltd
  2. 2. Apsiz Services (Hong Kong) Ltd Page 2 Objectives Applying success factors for Sales Professionals to Procurement Professionals Understanding key concepts related to influence Implementing common influencing models Practice implementing these success factors, key concepts and models
  3. 3. Apsiz Services (Hong Kong) Ltd Page 3 Agenda • Introduction • Success factors of Sales Professionals • Key concepts of influence • Influencing stakeholders • Conclusion
  4. 4. Apsiz Services (Hong Kong) Ltd Page 4 Introduction
  5. 5. Apsiz Services (Hong Kong) Ltd Page 5 Introduction About Apsiz • Procurement consultancy supported by a global network of best-in-class partners • Offices in the UK and Hong Kong and clients around the world • Dedicated to helping clients transform their commercial performance through • Managed Sourcing • Contract and Supplier Management Services • Category Strategy Development • Supplier Financial Risk Assessments • Supplier Identification • Business Performance Analysis Managed Services • P2P Process Reviews • Savings Identification and Delivery • Procurement Process Reviews • Contract Compliance Reviews • Procurement Skills Assessment and Training – eLearning and face-to- face • Permanent and Interim Procurement Resources Consultancy and Advisory Services • Spend Analysis • Spend Recovery • Category Management Toolkit • Commercial Intelligence Hub • Sustainability Analysis • eSourcing Tool/ eAuctions • Complex Tender Evaluation • Contract and Supplier Management Technology Solutions
  6. 6. Apsiz Services (Hong Kong) Ltd Page 6 Introduction Background • 4th Annual Public Sector Procurement Asia Exchange • Recent spotlight on the integrity of Government procurement processes • Governments globally are driving towards more common and smarter procurement systems • Increasing need to develop more effective ways of engaging the stakeholders
  7. 7. Apsiz Services (Hong Kong) Ltd Page 7 Introduction Exercise • Think about a person in Procurement who successfully influences their stakeholders • Some examples • Helen Clegg: Knowledge Director for the Procurement & Analytic Solutions’ Practice of A.T. Kearney • Cindy Dunham: General Manager of Global Process Architecture at Rio Tinto • Marc Engel: Chief Procurement Officer at Unilever • Past boss or colleague • Write down the factors/ reasons/ tricks that you think made them successful • Do you currently utilise these factors/ reasons/ tricks to successfully influence your stakeholders?
  8. 8. Apsiz Services (Hong Kong) Ltd Page 8 Exercise Results Factors/ reasons/ tricks that made those procurement professionals successful in influencing their stakeholder • The factors/ reasons/ tricks you think made them successful include: • Use of emotion (greed, ego, fear) to get the desired decision • Logical business case • Vision • Good/ right decision is requested • Have the experience • Explain the benefits • Use facts • Present a win-win scenario • Fits into the business strategy
  9. 9. Apsiz Services (Hong Kong) Ltd Page 9 Exercise Results The factors/ reasons/ tricks that you think made them successful but you don’t utilise • The factors/ reasons/ tricks to successfully influence your stakeholders that you are you not using enough include: • Emotion – start/ stop at fact/ just focus on tangibles • Facts – not enough preparation/ not available • Tailoring influence tactic – need to learn from past experiences
  10. 10. Apsiz Services (Hong Kong) Ltd Page 10 Success Factors for Sales Professionals
  11. 11. Apsiz Services (Hong Kong) Ltd Page 11 Success Factors for Salespeople Introduction *Herb Greenberg, Harold Weinstein and Patrick Sweeney. How to Hire & Develop Your Next Top Performer: the five qualities that make salespeople great. New York: McGraw-Hill, 2001, pp. 9. Empathy Focus Responsibility Optimism Ego-drive
  12. 12. Apsiz Services (Hong Kong) Ltd Page 12 Success Factors Empathy Ability to identify and react accurately to the behaviour and emotions of customers Identify other people’s feelings/frustrations objectively without necessarily agreeing with them Ability to establish rapport easily and put people “at ease” in their presence Good listening skills Curiosity—asks questions that require more than a yes or no answer
  13. 13. Apsiz Services (Hong Kong) Ltd Page 13 Success Factors Focus Goal-orientated and have the ability to articulate their goals clearly and assign timelines Do not depend upon the sales manager for direction or guidance Possess the self-discipline and conscientiousness to service customers and develop the business from that customer on successive sales calls Clear, direct answers to questions Balance with empathy so the person listens and identifies with the customer while keeping focused on translating their goals into solutions for the customer
  14. 14. Apsiz Services (Hong Kong) Ltd Page 14 Success Factors Responsibility Possess an appropriate sense of urgency, as exemplified in the need to see the sale progress and to bring situations to a resolution Anticipate consequences and evaluate alternatives before acting Tend to not have excuses for a situation and take action when situations require action Maintain a positive outlook towards situations and people—tends to admire, and not to criticize a lot Can accept valid criticisms and suggestions for performance improvement
  15. 15. Apsiz Services (Hong Kong) Ltd Page 15 Success Factors Optimism Initiative and the ability to focus on opportunities and solutions Focus on what can be done as opposed to what cannot be accomplished Refusal to allow rejection on one sales call to affect their ability to perform on the next Persistence in forcing an important issue even in the face of possible rejection
  16. 16. Apsiz Services (Hong Kong) Ltd Page 16 Success Factors Ego-Drive Enjoy competitiveness and constantly look for ways to measure themselves against their peers Possess leadership qualities and is not afraid to exert pressure to influence others Enjoy sales as a profession for it provides personal gratification and ego enhancement Determined to win and willing to take risks
  17. 17. Apsiz Services (Hong Kong) Ltd Page 17 Success Factors Hot Tips from the Professionals “Our company’s best sales tip is building a great relationship with customers. We believe in becoming a trusted partner in business and with that, the customers will keep coming back. If you go above and beyond, customers will also tell friends and colleagues. Your network will grow. ”Deborah Sweeney CEO, MyCorporation “Depending on where we sit around the business table, we see the same things differently. Appreciate the differences.” Babette Ten Haken management and business coach ‘’Speak to your clients in a language they understand. Talking over heads never wins business.” Stephanie Onken Marketing Coordinator, The Hayzlett Group “Today’s self-educating buyer doesn’t want to be sold. They want to make the right buying decision. Your job is to help them complete their education in a manner that favors your product or service. “ Tom Martin Founder, Converse Digital “I believe that many sales pros are too focused on themselves and not their prospect. Reaching their own goal is top priority rather than adding value for their prospect.” Paul Alves CEO, AG Sales works
  18. 18. Apsiz Services (Hong Kong) Ltd Page 18 Success Factors Hot Tips from Clients and Colleagues Understand your audience and tailor your influencing tactic to them Be factual above anything else Have some standard approaches you can use in situations you are in regularly – reflect and refine as you go Win-win is the only way Don’t get frustrated with ‘difficult stakeholders’ – just keep trying different approaches until you find the one that works Brand your procurement function and stay in character – are you fairy godmothers or the book keepers
  19. 19. Apsiz Services (Hong Kong) Ltd Page 19 Influencing Skills
  20. 20. Apsiz Services (Hong Kong) Ltd Page 20 Influencing Skills Key concepts: Definitions • Power is defined as a persons ability to influence others • Influence is what managers have when they use power is such a way that it results in a behavioural response from their stakeholders • Influence can be defined as a force one person exerts on someone else to induce a change in their behaviours, opinions, attitudes, goals, needs and values
  21. 21. Apsiz Services (Hong Kong) Ltd Page 21 Influencing Skills Key concepts: 7 Types of Power • Seven types of power Source Type Influence on Others Coercive Power Position The ability to impose sanctions or punishment to gain compliance Reward Power Position The ability to provide rewards or recognition to gain compliance Legitimate Power Position The right to influence the activities of others based on job title or position Expert Power Personal Respect gained based on skills, experience or expertise Referent Personal Positive personal traits or integrity Information Power Position and Personal Possession of or access to, valuable information Connection Power Position and Personal Access to others who can provide rewards or sanctions
  22. 22. Apsiz Services (Hong Kong) Ltd Page 22 Influencing Skills Goals • You influence your stakeholder to do what you need them to do, i.e. amend the Scope of Work, agree to a Contract Award or even just take a meeting with you • Your stakeholder feels: • Involved in the process • Valued and respected • Assured they are not being manipulated • Committed to the task • Confident the task/ change can benefit them
  23. 23. Apsiz Services (Hong Kong) Ltd Page 23 Influencing Skills Model One: 5 Steps Tell the impact Understand the challenge Share a solution Reminder of benefits Gain agreement
  24. 24. Apsiz Services (Hong Kong) Ltd Page 24 Influencing Skills Exercise Tell the impact Understand the challenge Share a solution Reminder of benefits Gain agreement • Break into groups of three • One buyer, one technical stakeholder and one observer • Buyer is to follow the 5 Step Model to influence the technical stakeholder to agree a contract award decision • Observer is to provide feedback
  25. 25. Apsiz Services (Hong Kong) Ltd Page 25 Exercise Results Five Step Model • The additional factors/ reasons/ tricks that can help you be successful at influencing your stakeholders that were identified based on practicing the 5 Step Model include: • Questioning the challenge the other person is presenting to make sure you understand what problem needs to be solved • Asking what the other person wants and being prepared to discuss • Making several suggestions that they can choose from • Being • Optimistic • Flexible • Persistent • Patient
  26. 26. Apsiz Services (Hong Kong) Ltd Page 26 Influencing Skills Model Two: Tactics 1. Rational Persuasion • Logical arguments and factual evidence • Expert Power 2. Inspirational Appeal • Arouse enthusiasm by appealing to the values, ideals and aspirations of your stakeholders • Referent Power
  27. 27. Apsiz Services (Hong Kong) Ltd Page 27 Influencing Skills Model Two: Tactics 3. Consultation • Need your support so will seek your assistance or modify your proposal to get it • Reward, Coercive or Legitimate Power 4. Ingratiation • Get you in a good mood before you ask for something • Reward Power
  28. 28. Apsiz Services (Hong Kong) Ltd Page 28 Influencing Skills Model Two: Tactics 5. Exchange • Quid Pro Quo • Reward Power 6. Personal Appeal • Appeals to your feelings of loyalty • Referent or Reward Power 7. Coalition • Get someone else to persuade you to comply • Use someone else’s support as reason for you to comply • Coercive Power
  29. 29. Apsiz Services (Hong Kong) Ltd Page 29 Influencing Skills Exercise • Break into pairs • Work through each tactic (Rational Persuasion, Inspirational Appeal, Consultation, Ingratiation, Exchange, Personal Appeal, Coalition) by one person trying to use it to influence the other person to agree to a Scope of Work with a reduction in technical capability to fit the budget • Agree which is the most effective and discuss why
  30. 30. Apsiz Services (Hong Kong) Ltd Page 30 Exercise Results Tactics • The tactics that were most effective included: • Rational persuasion • Consultation • Personal Appeal • Some of the additional factors/ reasons/ tricks that can help you be successful at influencing your stakeholders that were identified in this activity included: • Use scenarios • Educate your stakeholders about the cycle time procurement needs and about the golden triangle (Price, Time and Quality) • Be positive • Ensure you have a clear RACI (Responsible, Accountable, Consulted, Informed) • Provide alternate views and ideas
  31. 31. Apsiz Services (Hong Kong) Ltd Page 31 Influencing Skills Model Three: Push/ Pull • Push tactics raise your status but reduce your stakeholders • Pull tactics reduce your status but increase your stakeholders Push Pull
  32. 32. Apsiz Services (Hong Kong) Ltd Page 32 Influencing Skills Model Three: Push/ Pull Push behaviours • Statements of fact, making speeches • Statement about objectives • Demands for agreement on specifics • Demands for commitment • Expressions of opinion Pull behaviours • Asking about values and principles • Questions about needs and objectives • Probing for feelings and perceptions • Asking for explanations and examples • Listening and following up
  33. 33. Apsiz Services (Hong Kong) Ltd Page 33 Conclusion • Successful Sales Professionals have five traits which Procurement Professionals can use: • Empathy • Focus • Responsibility • Optimism • Ego-drive • Influence is what managers have when they use power is such a way that it results in a behavioural response from their stakeholders • Three models have been suggested to help you influence your stakeholders • 5 Step Model • 7 Tactics • Push/ Pull
  34. 34. Apsiz Services (Hong Kong) Ltd Page 34 Conclusion Objectives Review Applying success factors for Sales Professionals to Procurement Professionals Understanding key concepts related to influence Implementing common influencing models Practice implementing these success factors, key concepts and models

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