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The Evolving Salesperson: How to Compete in Today's Hypercompetitive Markets Dr. Eli Jones Professor of Marketing Associat...
Agenda <ul><li>Seven Customer Rules </li></ul><ul><li>Agility Selling and Sales Management </li></ul><ul><li>Solutions </l...
Law of Satisficing
&quot;To obtain an outcome that is good enough. Satisficing action can be contrasted with maximizing action, which seeks t...
Law of Sandbagging
Seven Customer Rules <ul><li>You must be personally accountable for our desired results </li></ul><ul><li>You must underst...
The Need for Speed:  Agility Selling <ul><li>“ Customers having increasing expectations means that a faster response is ne...
Agility Selling & Sales Management Salesperson Creates  and Uses New Agility - Value Propositions New Sales Strategies  an...
A sales manager addressing an under performing sales force at the start of a new month: &quot; We are going to have a sale...
Solutions
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The Evolving Salesperson: How To Compete In Todays Hypercompetitive Markets

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presented by Dr. Eli Jones at the TrueConnection: Sales Performance Management Conference 2007

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The Evolving Salesperson: How To Compete In Todays Hypercompetitive Markets

  1. 1. The Evolving Salesperson: How to Compete in Today's Hypercompetitive Markets Dr. Eli Jones Professor of Marketing Associate Dean for Executive Education Programs Bauer College of Business University of Houston
  2. 2. Agenda <ul><li>Seven Customer Rules </li></ul><ul><li>Agility Selling and Sales Management </li></ul><ul><li>Solutions </li></ul>
  3. 3. Law of Satisficing
  4. 4. &quot;To obtain an outcome that is good enough. Satisficing action can be contrasted with maximizing action, which seeks the biggest, or with optimizing action, which seeks the best.” --&quot;The Sciences of the Artificial&quot;, 2nd ed. by Herbert Simon. Published by The MIT Press, Cambridge, MA, 1981.
  5. 5. Law of Sandbagging
  6. 6. Seven Customer Rules <ul><li>You must be personally accountable for our desired results </li></ul><ul><li>You must understand our business </li></ul><ul><li>You must be on our side </li></ul><ul><li>You must bring us applications </li></ul><ul><li>You must be easily accessible </li></ul><ul><li>You must solve our problems </li></ul><ul><li>You must be innovative in responding to our needs </li></ul>Achieve Sales Excellence, Stevens & Kinni © 2007
  7. 7. The Need for Speed: Agility Selling <ul><li>“ Customers having increasing expectations means that a faster response is needed from selling companies, and sellers must provide increasing value over time. Companies must incorporate changes (e.g., technological, more sophisticated selling, etc.) on the fly—at rapid speed.” </li></ul><ul><li>--Paul Sarvadi, CEO Administaff </li></ul>
  8. 8. Agility Selling & Sales Management Salesperson Creates and Uses New Agility - Value Propositions New Sales Strategies and Tactics Are Used Performance Measurement What the Customer Is Thinking: Have (or will) changes in customers’ needs and wants occurred? Salespeople must be agile in order to maintain a competitive advantage Existing value propositions still provide advantage Agility Capabilities © 2005 Selling ASAP, Art, Science Agility, Performance Responsiveness: Strategy Formulation Agility Drivers <ul><li>Technology </li></ul><ul><li>Globalization </li></ul><ul><li>Market Fragmentation </li></ul><ul><li>Shrinking Product Lifetimes </li></ul><ul><li>Convergence of Physical Products and Services </li></ul><ul><li>Production to Order in Arbitrary Lot Sizes </li></ul><ul><li>Distribution Infrastructures for Mass Customization </li></ul><ul><li>Corporate Reorganization Frenzy </li></ul><ul><li>Simultaneous Inter-company Competition and Cooperation </li></ul><ul><li>Pressure to Internalize Prevailing Social Values </li></ul>Agility Enablers <ul><li>Knowledge Management </li></ul><ul><li>Change Proficiency </li></ul>Organization Agility Providers <ul><li>Organization </li></ul><ul><li>People </li></ul><ul><li>Technology </li></ul><ul><li>Information </li></ul><ul><li>Innovation </li></ul><ul><li>Agility Providers </li></ul><ul><li>Culture </li></ul><ul><li>Collaboration </li></ul><ul><li>Information Systems </li></ul><ul><li>Competencies </li></ul>
  9. 9. A sales manager addressing an under performing sales force at the start of a new month: &quot; We are going to have a sales contest this month. The winners will get to enter next month's contest .&quot;
  10. 10. Solutions

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