Your Presenter:Stephen Pearson
Agenda1) What does it mean to be productive?2) What are the 1 or 2 highest leveraged things/activities     you can do to c...
What does it mean to beproductive?Encarta Dictionary:Producing something abundantly & efficientlySimilar terms: Fruitful, ...
What needs to happen in the next 12months or nothing else matters? Is what I’m doing or producing profitable? Where am I...
StrategyDo I have a strategy in place?   Is it the right strategy?
Business & Sales Strategy now inPlace?Great. Now what?Ask yourself these questions:1. What’s the Gap? What is the “X-Y By ...
What’s Your Strategic Bet?Do you know the goal/strategy?Does your team know the goal/strategy?Tell them, and ask them how ...
Lead vs. Lag MeasuresLag Measures:Monthly Sales, Monthly Revenue, Monthly  Costs, Customer feedback Scores, Order Turnarou...
What gets in the way?InterruptionsFire FightingUnexpected circumstancesUn-anticipated Client requests/complaints(The kids,...
Execution   Getting fromStrategy to Results
1. Focus on the Wildly Important2. Act on the Lead Measures3. Keep a Compelling Scoreboard4. Create a Cadence of   Account...
ResultsCan’t Control              Can Control                Strategy                 Execute
The #1 ReasonWhy Leaders Fail? •70% of strategic failures are due to poor execution of leadership… •“It’s rarely for a lac...
What CausesStrategic Failures?  •“You can have elegant strategies, but if you  can’t implement them and you don’t have the...
3) Keep a Compelling Scoreboard
4) Create a Cadence of Accountability Weekly Commitments around the Lead  Measures Weekly reporting on last weeks  Commi...
The Work CompassWork Compass                             Monday      Tuesday    Wednesday    Thursday   Friday      Object...
Is there a tool or application    available to help me?
Sample ToolsScoreboard Tools - www.my4dx.comSales Process & Selling Tools – www.salesmobile.caSales & Marketing Automation...
Can I get temporary help with amundane or important task or project?
Trial CloseClosing techniquesTell the prospect:•“I’d like your business.”•“I’d like to be a partner with you to help you a...
Conclusion:Can You Answer These Questions?1) What does it mean for me and/or my team to truly be     productive?2) What is...
How To Double Your Sales Team Productivity
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How To Double Your Sales Team Productivity

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A presentation on how to increase your sales team productivity, whether you have a sales team of 1 or 100,000. Presentation by Stephen Pearson.

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How To Double Your Sales Team Productivity

  1. 1. Your Presenter:Stephen Pearson
  2. 2. Agenda1) What does it mean to be productive?2) What are the 1 or 2 highest leveraged things/activities you can do to create the best results?3) What can I automate? Is there a tool or application available to help?4) What can I get inside or outside help with? Can I get temporary help with a mundane but important task or project?5) Have you asked for the business?
  3. 3. What does it mean to beproductive?Encarta Dictionary:Producing something abundantly & efficientlySimilar terms: Fruitful, Fertile, Creative But… Are you producing the right things, or being productive in the right areas??
  4. 4. What needs to happen in the next 12months or nothing else matters? Is what I’m doing or producing profitable? Where am I (or my team members) spending most of my (their) time? Is it helpful? Is it getting me or my organization where I want to be? Is it (my product or service) doing what I say it does? Do people like it? Are the right processes in place? Do I have the right target market for my service or product? Where do I want to be in 1, 6, 12 months…. in 5 years? What do I need to put in place to get there?
  5. 5. StrategyDo I have a strategy in place? Is it the right strategy?
  6. 6. Business & Sales Strategy now inPlace?Great. Now what?Ask yourself these questions:1. What’s the Gap? What is the “X-Y By When?”2. “What are the one or 2, highest leveraged things/activities I, or my Team, can do to create the best results against the strategy or goal?”…in the next 1, 6, 12 months
  7. 7. What’s Your Strategic Bet?Do you know the goal/strategy?Does your team know the goal/strategy?Tell them, and ask them how they can uniquely contribute.“What 1 or 2 things can you do this week to contribute to the goal?”
  8. 8. Lead vs. Lag MeasuresLag Measures:Monthly Sales, Monthly Revenue, Monthly Costs, Customer feedback Scores, Order Turnaround time…“Oh great!” or “Oh Crap!”Lead Measures:Activities with the strongest impact on the Lag MeasuresExamples:Calls, F2F Meetings, Hours in production, down-time…
  9. 9. What gets in the way?InterruptionsFire FightingUnexpected circumstancesUn-anticipated Client requests/complaints(The kids, the dog…)The day t0 day WHIRLWIND aka… The “Real Work”
  10. 10. Execution Getting fromStrategy to Results
  11. 11. 1. Focus on the Wildly Important2. Act on the Lead Measures3. Keep a Compelling Scoreboard4. Create a Cadence of Accountability
  12. 12. ResultsCan’t Control Can Control Strategy Execute
  13. 13. The #1 ReasonWhy Leaders Fail? •70% of strategic failures are due to poor execution of leadership… •“It’s rarely for a lack of smarts or vision.” •Source: Charan, R. and Colvin, G. “Why CEOs Fail”, Fortune, June 21, 1999.
  14. 14. What CausesStrategic Failures? •“You can have elegant strategies, but if you can’t implement them and you don’t have the tenacity to follow through on them you’re not worth anything. If you look at companies that have done really well out there, they have great strategies, but they are maniacal implementers.” •Kevin Rollins, former CEO of Dell Computers
  15. 15. 3) Keep a Compelling Scoreboard
  16. 16. 4) Create a Cadence of Accountability Weekly Commitments around the Lead Measures Weekly reporting on last weeks Commitments and Results New Commitments for the week to come
  17. 17. The Work CompassWork Compass Monday Tuesday Wednesday Thursday Friday Objective 1 8:00 Objective 2 9:00 Objective Objective 1 1 10:00 Objective 3 11:00 12:00 1:00 Objective 2 2:00 Objective 3 3:00 4:00
  18. 18. Is there a tool or application available to help me?
  19. 19. Sample ToolsScoreboard Tools - www.my4dx.comSales Process & Selling Tools – www.salesmobile.caSales & Marketing Automationwww.aceofsales.comMicrosoft OutlookMission, Execution xQ, 7 Habits Self-Assessmentwww.franklincovey.com/tc/resourcesGeneral Business Guides and Toolswww.canadaone.com/tools
  20. 20. Can I get temporary help with amundane or important task or project?
  21. 21. Trial CloseClosing techniquesTell the prospect:•“I’d like your business.”•“I’d like to be a partner with you to help you achieve that.” (And, bythe way, here is what the investment would look like.)•It’s okay to be a resource, and to demonstrate what you offer, or toentice with compelling freebees. But have strong boundaries andquickly move to a money-making stage/transactional stage.
  22. 22. Conclusion:Can You Answer These Questions?1) What does it mean for me and/or my team to truly be productive?2) What is my Strategic Bet (WIG) & What are the 1 or 2 highest leveraged things/activities that I/we can do to create the best possible results (day to day, week to week, month to month)?3) What can I automate? What tools and applications can help?4) Utilizing inside or outside help: Can I get temporary help with a mundane and/or important task or project to help push to the next level?5) What Can I do to get Better at Asking for the Business?

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