Strategic Workforce Consulting for the Human Age
Accelerating Sales Performance through People
Yiorgos Fragkos
Strategic Workforce Consulting for the Human Age
We are Entering the Human Age
2ManpowerGroup Solutions
In this new age it...
Strategic Workforce Consulting for the Human Age
Last century’s rulebook, management practices and tools impair an organiz...
Strategic Workforce Consulting for the Human Age
Where Strategic Alignment is Not a Luxury, but a Necessity
4ManpowerGroup...
Strategic Workforce Consulting for the Human Age
Pharmaceuticals & Medical Products Practice
EMEA 2010 -2012 Experience
Strategic Workforce Consulting for the Human Age
 Worked with more than 30 large organizations
 Restructuring
 Redeploy...
Strategic Workforce Consulting for the Human Age
Common myths on Accelerating Sales
Performance
Strategic Workforce Consulting for the Human Age
Myth 1 # Sales training alone can upgrade your sales staff
Strategic Workforce Consulting for the Human Age
Myth 1 # Sales training alone can upgrade your sales staff
Strategic Workforce Consulting for the Human Age
Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep
Strategic Workforce Consulting for the Human Age
Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep
Strategic Workforce Consulting for the Human Age
Myth 3 # Past success predicts future success
Strategic Workforce Consulting for the Human Age
Myth 4 # There is a single assessment tool which predicts
sales effective...
Strategic Workforce Consulting for the Human Age
How ManpowerGroup Accelerate Sales
Performance Through Talent
Strategic Workforce Consulting for the Human Age
Accelerating Sales Performance Through Talent
Strategic Workforce Consulting for the Human Age
Sales & Business Strategy Alignment
Strategic Workforce Consulting for the Human Age
Talent Audit Sample Report
Strategic Workforce Consulting for the Human Age
Hiring & Selection Systems
Strategic Workforce Consulting for the Human Age
Develop Sales Talent
Strategic Workforce Consulting for the Human Age
Sales Force Development is a Process, not an Event
Strategic Workforce Consulting for the Human Age
Measure Progress and ROI
Strategic Workforce Consulting for the Human Age
Return on Investment from Our Case Studies
• Participants to the process,...
Strategic Workforce Consulting for the Human Age
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Accelerating Sales Performance through People

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Yiorgos Fragkos, Director of Manpower Professional at ManpowerGroup, talks about pharmaceutical companies that have managed, despite the uncertain and volatile environment, to achieve more business results with less. You will find out how they did it in his presentation titled "Accelerating Sales Performance through People", which was given at Pharma & Health Conference on July 4th, 2013.

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Accelerating Sales Performance through People

  1. 1. Strategic Workforce Consulting for the Human Age Accelerating Sales Performance through People Yiorgos Fragkos
  2. 2. Strategic Workforce Consulting for the Human Age We are Entering the Human Age 2ManpowerGroup Solutions In this new age it will be the power of human potential that drives companies and communities forward. Winning in the Human Age requires a new way of thinking about and approaching your workforce.
  3. 3. Strategic Workforce Consulting for the Human Age Last century’s rulebook, management practices and tools impair an organization’s ability to achieve success. Without a workforce strategy that is not only aligned with but accelerates their business strategy, an organization is destined for failure. “THE QUESTION THAT FACES THE STRATEGIC DECISION MAKER IS NOT WHAT HIS ORGANIZATION SHOULD DO TOMORROW. IT IS, WHAT DO WE HAVE TO DO TODAY TO BE READY FOR AN UNCERTAIN TOMORROW?” – Peter Drucker ManpowerGroup Solutions 3 A Time of Great Risk and Uncertainty
  4. 4. Strategic Workforce Consulting for the Human Age Where Strategic Alignment is Not a Luxury, but a Necessity 4ManpowerGroup Solutions What people and culture do we need to deliver our customer experience? What insight, knowledge, and data do we need to make better decisions? What investments, choices ,and trade-offs will create the most value? What work models, people practices, and talent sources will we need to succeed?
  5. 5. Strategic Workforce Consulting for the Human Age Pharmaceuticals & Medical Products Practice EMEA 2010 -2012 Experience
  6. 6. Strategic Workforce Consulting for the Human Age  Worked with more than 30 large organizations  Restructuring  Redeployment  Sales Force Assessment & Development  Leadership Development  3.000+ pharma executives of all levels  Specialized survey, followed by interview, of 120 pharma leaders A common Need = How to accelerate Sales performance The gist of this experience = 4 Pharma industry Myths Pharmaceuticals & Medical Products Practice
  7. 7. Strategic Workforce Consulting for the Human Age Common myths on Accelerating Sales Performance
  8. 8. Strategic Workforce Consulting for the Human Age Myth 1 # Sales training alone can upgrade your sales staff
  9. 9. Strategic Workforce Consulting for the Human Age Myth 1 # Sales training alone can upgrade your sales staff
  10. 10. Strategic Workforce Consulting for the Human Age Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep
  11. 11. Strategic Workforce Consulting for the Human Age Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep
  12. 12. Strategic Workforce Consulting for the Human Age Myth 3 # Past success predicts future success
  13. 13. Strategic Workforce Consulting for the Human Age Myth 4 # There is a single assessment tool which predicts sales effectiveness
  14. 14. Strategic Workforce Consulting for the Human Age How ManpowerGroup Accelerate Sales Performance Through Talent
  15. 15. Strategic Workforce Consulting for the Human Age Accelerating Sales Performance Through Talent
  16. 16. Strategic Workforce Consulting for the Human Age Sales & Business Strategy Alignment
  17. 17. Strategic Workforce Consulting for the Human Age Talent Audit Sample Report
  18. 18. Strategic Workforce Consulting for the Human Age Hiring & Selection Systems
  19. 19. Strategic Workforce Consulting for the Human Age Develop Sales Talent
  20. 20. Strategic Workforce Consulting for the Human Age Sales Force Development is a Process, not an Event
  21. 21. Strategic Workforce Consulting for the Human Age Measure Progress and ROI
  22. 22. Strategic Workforce Consulting for the Human Age Return on Investment from Our Case Studies • Participants to the process, across 4 different countries: • Achieved 21% or more in sales quota • Had sales rates 18% higher than average sales force • Were three times more successful in proposals closing to sales • Were significantly better at both up-selling and cross selling • Were five time better at avoiding excessive discounting • Had considerably more effective new product launches Global Medical Device Organization
  23. 23. Strategic Workforce Consulting for the Human Age

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