How sales org should do to improve sales control and predictability by transforming core sales people in overachievers

1. Valerio Bianchi
WINNING
THE RACEWITH MORE SUCCESSFUL SALESPEOPLE

2. Objective
Improve sales control and predictability1
Make Core Sales Reps Top Performers2

3. Agenda
Selling Nowadays1
So What?2
What’s the point?3
Which tools?4
Get to the peak5

4. Nowadays
Selling
Customers expect salespeople to teach them things they don’t know*
Product innovation alone cannot be the basis for corporate success*
*Professor Neil Rackham Author of SPIN Selling
How you sell has become more important than what you sell*
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5. 2 So whatSalesmen should do?
Bring New
Perspectives
Reframe the way the customers
thinks about their world and
teach them about a problem they
didn’t previously know they had.
Customization
Tailor the story to the individual
stakeholder’s business
environment. What specifically do
they care about? How is their
performance measured?
Lay down the law
In exchange for continued
dialogue ask for a) expanded
access, b) involve other
stakeholders, c) joint close plan

6. What’sThe point?
Lead to Our
Unique Strengths
Catalyze
Action
Scale Across
Customers
3
Build Constructive
Tension

7. Which Tools4 Every Salesman should have?
Coaching
Sales Reps need managers
coaching on behaviors and
NOT results
A clear, easy to execute
sales cycle
Sales Process Content
Organization is supposed to
build the content of the
teaching pitch
On sales process,
business challenges, pitches,
behaviors, techniques, etc.
Trainings Certifications
Official internal exams
attesting to the knowledge
of the pitch content

8. 5 Get to the peak
What the organization should do to
VITO
Aim at Very Important Top Officers Sales process re-design coherent with this
Sales Model
Sales Process
Content
Organization is supposed to provide the
content of the teaching pitch
Top performers are made, not just born
Trainings Certifications
Incredible tool to get AEs to study,
practice, rehearse and improve
Sales Mgrs should coach AEs on sales
process, behaviors, techniques
Sales Mgrs