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Minds&More @ The Sales Summit - Tom Disantis on Cracking The Sales Management Code

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Tom Disantis, COO at Vantage Point Performance and Benny Van Calster, Partner at Minds&More have hosted a session at The Sales Summit on 25th February 2016 about how sales leaders can manage their teams to commercial success. Here is the full presentation.

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Minds&More @ The Sales Summit - Tom Disantis on Cracking The Sales Management Code

  1. 1. © 2016 Vantage Point Performance. All Rights Reserved. CRACKING THE SALES MANAGEMENT CODE MANAGE YOUR TEAMS TO COMMERCIAL SUCCESS Tom Disantis Chief Operating Officer Vantage Point Performance, Inc. tdisantis@vantagepointperformance.com @tom_disantis
  2. 2. © 2016 Vantage Point Performance. All Rights Reserved. 2 For Your Consideration Thanks again for joining Vantage Point and Minds&More’s presentation at The Sales Summit 2016. As a follow up, we wanted to provide you some helpful links, as well as our contact information. Visit Minds&More’s website here. Visit Vantage Point’s website here. Here is a link to Minds&More’s Mingle Monday meeting on 21 March in Diegem. And here is a link to Minds&More’s event calendar. Stay current on the latest in sales management trends and research Order Cracking the Sales Management Code Thanks again, and please feel free to contact us with any additional questions: Benny Van Calster Partner, Minds&More T +32 (2) 704 49 40 benny.van.calster@mindsandmore.biz
  3. 3. © 2016 Vantage Point Performance. All Rights Reserved. 3 Introduction We help clients to grow their business by building capabilities in marketing, sales & transformation MARKETING SALES TRANSFORMATION Define, develop, communicate and deliver offerings that have value for your customers Boosting commercial performance enabling you to find, win and retain customers Building organizational focus, capabilities and the necessary change to win more in the market
  4. 4. © 2016 Vantage Point Performance. All Rights Reserved. 4 Proven Methodologies Align sales and marketing on plans and tactics Helping sales leaders and their organizations drive growth Manage indirect channels better Assess and select talent Build teams Funnel Management Commercial Performance Enhance capabilities and management Sales Management Training and coaching for Sales Managers Channel Management Call Centers People & Organization
  5. 5. © 2016 Vantage Point Performance. All Rights Reserved. 5 Long Term Relationships: 5 years/100+ Clients/150+ Projects Household Names… Industry Leaders… as well as SME’s & Entrepreneurs…
  6. 6. © 2016 Vantage Point Performance. All Rights Reserved. 6 Agenda • The Challenges Sales Leaders Face • The Three Critical Questions for Sales Leadership (and how to answer them) • Case Study Example – Data points • Conclusions and Next Steps
  7. 7. © 2016 Vantage Point Performance. All Rights Reserved. 7 A Changing Environment Sales has radically (and quickly) transformed Sales People Sales Leaders Our Customers
  8. 8. © 2016 Vantage Point Performance. All Rights Reserved. 8 The Toughest Job in Sales
  9. 9. © 2016 Vantage Point Performance. All Rights Reserved. 9 The Pitfalls We Must Avoid Our approach is reactive Our approach is reactive Our time management is ad hoc Our time management is ad hoc Seller interactions tend to be inspection- oriented Seller interactions tend to be inspection- oriented Fewer sellers make quota Fewer sellers make quota Lack of Long-term improvement Unprepared for seller interactions Develop a culture of dependency
  10. 10. © 2016 Vantage Point Performance. All Rights Reserved. 10 • The Challenges Sales Leaders Face • The Three Critical Questions for Sales Leadership (and how to answer them) • Case Study Examples – Data points • Conclusions and Next Steps Agenda
  11. 11. © 2016 Vantage Point Performance. All Rights Reserved. 11 The Three Critical Questions 1. Where should my sellers focus their time (and why)? 2. What should I be doing to enable my sellers? 3. Is it working?
  12. 12. © 2016 Vantage Point Performance. All Rights Reserved. 12 Building the Right Path Link the objectives to relevant activities, and manage them relentlessly. Select and quantify the best objectives that will lead to those results Identify the results you want to achieve
  13. 13. © 2016 Vantage Point Performance. All Rights Reserved. 13 Why Does this Matter? Sellers need clarity of task
  14. 14. © 2016 Vantage Point Performance. All Rights Reserved. 14 Your Mandate
  15. 15. © 2016 Vantage Point Performance. All Rights Reserved. 15 Inspection • Focuses on gathering factual  information • Examines what has already  occurred • Assesses seller compliance with  agreed‐upon expectations (e.g.,  activity standards) • Necessary for the manager Coaching • Focuses on gathering seller’s  perspective • Forward focused – explores  what to do in the future • Assesses seller’s approach to  upcoming sales activities (e.g.,  sales calls) • High value for seller and  manager 2. What should I be doing to enable my sellers?
  16. 16. © 2016 Vantage Point Performance. All Rights Reserved. 16 Coaching Four Different Ways Help Them Find Deals Territory Coaching Allocating effort efficiently across different types of customers Account Coaching Maximizing long-term value from a single customer Call Coaching Planning and conducting individual customer interactions Help Them Win Deals Opportunity Coaching Strategically navigating a multi-call sales cycle
  17. 17. © 2016 Vantage Point Performance. All Rights Reserved. 17 3. Is It Working? It is Working when Objectives are Met ALIGN A R O Proper and consistent qualification activities Should lead to the sales objective of higher close rates. Which should improve revenue results
  18. 18. © 2016 Vantage Point Performance. All Rights Reserved. 18 • The Challenges Sales Leaders Face • The Three Critical Questions for Sales Leadership (and how to answer them) • Case Study Example – Data points • Conclusions and Next Steps Agenda
  19. 19. © 2016 Vantage Point Performance. All Rights Reserved. 19 Seeing it in action ABC wanted to increase revenue results by > 20% Improving close rates identified as the biggest objective to achieve growth results Early stage qualification activities needed to improve dramatically
  20. 20. © 2016 Vantage Point Performance. All Rights Reserved. 20 Focus = Big Impact The Power of the Three Questions This was the most practical training I’ve received as  a sales manager. Sales Manager, ABC Company
  21. 21. © 2016 Vantage Point Performance. All Rights Reserved. 21 If you want more… Events: • Mingle Monday – 21 March, 1830-2100 – NH Hotel Diegem • Public Workshops – 19-20 April in Amsterdam – 12-13 May in Brussels Websites: www.VantagePointPerformance.com www.mindsandmore.biz

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