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Mingle monday on turning how you sell into a competitive advantage

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At this next Mingle Monday we will already be end of Q3 and as a sales organization you are most probably evaluating 2016 and looking at what needs to be improved or reinforced in 2017.

In this keynote presentation you will learn how the combination of formalized process along with well-developed customer relationships has significant impact on business results. This research-based framework can be applied to quickly identify how you currently operate and what levels of relationship and process implementation you need to achieve to remain competitive going forward. The data, which comes from the annual CSO Insights Sales Performance Optimization Study, clearly and consistently support the importance of organizations elevating their position along each dimension as a business imperative.

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Mingle monday on turning how you sell into a competitive advantage

  1. 1. MAKING THE WAY YOU SELL AND SERVICE A COMPETITIVE ADVANTAGE PASCALE HALL
  2. 2. 2 Agenda 2 • Welcome and introductions • The SRP Matrix • Benchmarking your organization on you metrics • Successes or barriers experienced by the audience • M&M best practices to achieve dynamic process • Q&A
  3. 3. Focus on Driving Your Growth 3 MARKETING Define, develop, communicate and deliver offerings that have value for your customers SALES Boosting commercial performance enabling you to find, win and retain customers TRANSFORMATION Building organizational focus, capabilities and the necessary change to win more in the market
  4. 4. Marketing Sales Transformation Market Assessments Sales & lead management Defining vision & mission Segmentation, targeting & positioning Large account management process Shifting the paradigm and change management Product management & marketing Creating & managing opportunities Building customer centric or solution led organizations Go to market plans & activation Sales Enablement Organizational design Communication management Social Selling Innovation & NPD processes Pricing & value capturing Value based selling and pricing Internal communications (Employer) brand management Negotiating success Coaching & capability building Customer experience & loyalty Leveraging your CRM tools Marketing & sales alignment Marketing performance & KPI’s Partner channel management Building employee engagement Deep Expertise 4
  5. 5. 5 Align sales and marketing on plans and tactics Creating & Managing Sales Opportunities Managing Accounts Manage indirect channels better Assess and select talent Build teams Proven Methodologies Funnel Management Commercial Performance Enhance capabilities and management Sales Management Training and Coaching for Sales Managers Channel Management Call Centers People & Organisation
  6. 6. 6 © MHI Global, Inc. All Rights Reserved. +23% Revenue Plan Attainment +19% Salespeople Making Quota +12% Win Rates of Forecasted Deals -24% Sales Turnover Source: 2015 CSO Insights’ Sales Performance Optimization Study
  7. 7. 7 © MHI Global, Inc. All Rights Reserved. CSO Insights: Sales Performance Optimization Study
  8. 8. 8 © MHI Global, Inc. All Rights Reserved. 8
  9. 9. 9 © MHI Global, Inc. All Rights Reserved. Sales Management Channel/Region/Segment Sales Manager Frontline, Quota Bearing Salesperson Field/Inside/Channel Chief Sales Officer Revenue, Expense, Market Share Sales Performance Sales Operations Territories, Metrics, Comp, Quota Sales Training Process, Skills, Product, New Hire Sales Enablement Content, Knowledge, Message, Tools Sales Technology SFA, Apps, Platform. Mobile Infrastructure Productivity
  10. 10. 10 © MHI Global, Inc. All Rights Reserved. Relationship Level Process Maturity Productivity Performance
  11. 11. 11 © MHI Global, Inc. All Rights Reserved. Trusted Partner Strategic Contributor Solutions Consultant Preferred Supplier Approved Vendor Random Process Informal Process Formal Process Dynamic Process
  12. 12. 12 © MHI Global, Inc. All Rights Reserved. 12
  13. 13. 13 © MHI Global, Inc. All Rights Reserved. 13
  14. 14. 14 © MHI Global, Inc. All Rights Reserved. Trusted Partner Strategic Contributor Solutions Consultant Preferred Supplier Approved Vendor Random Process Informal Process Formal Process Dynamic Process R1/P1 R3/P3 R4/P4
  15. 15. 15 © MHI Global, Inc. All Rights Reserved.
  16. 16. © MHI Global, Inc. All Rights Reserved. 16
  17. 17. © MHI Global, Inc. All Rights Reserved. 17
  18. 18. © MHI Global, Inc. All Rights Reserved. 18
  19. 19. 19 © MHI Global, Inc. All Rights Reserved.
  20. 20. 20 © MHI Global, Inc. All Rights Reserved. Main goal: Increasing revenues (68%) • Various strategies are applied. One key is to improve productivity • Top goals: Decrease ramp-up time, increase selling time and improve conversations © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  21. 21. 21 © MHI Global, Inc. All Rights Reserved. Sales force enablement requires equipping the managers as well • Frontline sales managers are second most important user group • Analytics, metrics, and coaching are most important © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  22. 22. 22 © MHI Global, Inc. All Rights Reserved. Enablement is MUCH more than sales and marketing alignment: • Collaboration with product, IT, and HR to be improved • Best collaboration is within sales: sales ops and executive management © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  23. 23. 23 © MHI Global, Inc. All Rights Reserved. Customer’s journey alignment is essential to drive sales performance • Informally aligned: Mapping is done, but not implemented • Formally aligned: Plus implementation and periodic reviews • Dynamically aligned: Plus aligned to enablement framework © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  24. 24. 24 © MHI Global, Inc. All Rights Reserved. The better the alignment, the better the performance: • Quota attainment: +13.6% • Win rate: +14.7% • Loss rate: -9% • No Decisions: -8% Average win rate: 46.2% © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  25. 25. 25 © MHI Global, Inc. All Rights Reserved. Social selling serves various purposes • Lead generation, account and stakeholder research, and call preparation • Building social brand • Content curation © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  26. 26. 26 © MHI Global, Inc. All Rights Reserved. Social engagement drives win rates, if social strategies are aligned • No alignment: below average • Informal alignment: average • Formal alignment improves win rate: +16% Average win rate: 46.2% © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  27. 27. 27 © MHI Global, Inc. All Rights Reserved. Average ramp-up time is increasing • 60% report a ramp-up time of >= 7 months • In 2003: this number was only 40% • Increasing ramp-up time can impact a year’s performance significantly © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  28. 28. 28 © MHI Global, Inc. All Rights Reserved. Content quality drives quota attainment • Bad content quality leads to quota attain- ment below average: -5% • Quality content leads to quota attainment above average: +6% Average quota attainment: 55.8% © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  29. 29. 29 © MHI Global, Inc. All Rights Reserved. Training centered around the customer needs improvement • Social selling training as in 2015 with the highest need for redesign • Product training, sales methodology and process training seem to be most effective © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  30. 30. 30 © MHI Global, Inc. All Rights Reserved. Training impacts sales performance, e.g., social selling training • If social selling training exceeds expectations • Win rate: +37.8% • Quota attainment: +55.5% Average quota attainment: 55.8% Average win rate: 46.2% © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  31. 31. 31 © MHI Global, Inc. All Rights Reserved. Investments in sales manager development depend on sales force enablement • 54.7% with enablement spend > $1,500, but only 33.4% without enablement • 25.7% of all participants without enablement don‘t invest in their sales managers © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  32. 32. 32 © MHI Global, Inc. All Rights Reserved. Coaching approach still not structured • Majority (47.5%) leaves coaching up to each manager • Only formal coaching approaches impact performance  Informal and random coaching is useless! © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  33. 33. 33 © MHI Global, Inc. All Rights Reserved. Formal and dynamic coaching drive performance • Win rates: • Dynamic: +27.9% • Formal: +11.4% • Quota attainment: • Dynamic: +10.2% • Formal: +8.6% Average quota attainment: 55.8% Average win rate: 46.2% © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  34. 34. 34 © MHI Global, Inc. All Rights Reserved. Performance improve- ments driven by SECM • Productivity leads the list: Improving access to content, and reducing search time are top improvements • Effectiveness follows with e.g., win rates, ramp-up time © MHI Global, Inc. All Rights Reserved Source: CSO Insights 2016 Sales Enablement Optimization Study
  35. 35. 35 © MHI Global, Inc. All Rights Reserved. Source: Unplash Images
  36. 36. 36 © MHI Global, Inc. All Rights Reserved. • Map business strategy to sales execution and • capture findings • Assess your current state of enablement maturity: Required, Recommended, World-Class Source: CSO Insights Research Notes All Things Enablement: Maturity Model Overview and Creating a Sales Force Enablement Charter
  37. 37. In Company Trajectories Public Trainings ACADEMY Annual Summit Mingle Mondays Lectures & Webinars M&M Academy 37 Experts to consult, coach or manage growth projects Specialist resources to fill organisational gaps Capability building, learning & development, networking M&M Consulting M&M Interim M&M Academy
  38. 38. 38 Oct 2016
  39. 39. 39 Nov 2016
  40. 40. Marketing & Sales Performance Summit #5 16th November 2016
  41. 41. Please save the date… 41 • 5th annual Sales & Marketing Performance summit • 16th November 2016 • 3 Sales, 3 Marketing and 3 cross functional tracks • Target 250 Business Leaders • Confirmed speakers: Bpost, Betabit, Federale, Real Dolmen, EDF Luminus, Telenet and more to come • Lamot – Mechelen

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