Sales-management

206 views

Published on

Sales management is one big challenge for good forecasts, monitoring and good coaching your sales team, setting the pipeline correct and optimizing the process as a team effort.

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
206
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
4
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Sales-management

  1. 1. M A N A G I N G Y O U R S A L E S P I P E L I N E T O H I T Y O U R R E V E N U E TA R G E T S ! N I K O L A U S K I M L A H O W T O O V E R C O M E U N R E A L I S T I C TA R G E T S & F O R E C A S T S
  2. 2. C E O P I P E L I N E R S A L E S I N C . ! ! W W W. N I K O L A U S K I M L A . C O M N I K O L A U S K I M L A
  3. 3. Transactional Sale Consulting Sale Enterprise Sale
  4. 4. CSO Insights 2014 Key Trend Analysis
  5. 5. M A N A G E M E N T I S T R A N S F O R M I N G R E S O U R C E S I N T O VA L U E You no longer need Red Bull 
 and late-night pizza to get what you want. “Good management turns into what really counts: results”
  6. 6. R E A L - T I M E A N A LY T I C S C H A N G E T H E WAY Y O U M A N A G E F O R E C A S T S Don’t let your quarterly numbers hinge on subjective assumptions or instincts! “Understand your pipeline at any given time & place.”
  7. 7. A L I G N I N G S A L E S W I T H T H E G O - T O - M A R K E T S T R AT E G Y “The most effective sales managers use GTM strategies to measure the health of their pipeline and how your 
 sales force fills it with the right mix of opportunities.”
  8. 8. A P I C T U R E S P E A K S 6 0 , 0 0 0 X FA S T E R T H A N A N Y W O R D O R D ATA Eliminate complexity when explaining your sales data:
 “Only through visualization can you persuade your audience, connect & convince them.”
  9. 9. V I S U A L I Z AT I O N : “ Y O U D O N ’ T N E E D A N Y M A N U A L W O R K A N Y L O N G E R T O G E T W H AT Y O U WA N T ! ” • Eliminate friction by using the universal language— Visual • Build a foundation of understanding & relevance • Ditch the explaining mode, so you can make fast & direct decisions
  10. 10. 5 P R I N C I P L E S
  11. 11. L E A R N F R O M T H E PA S T P R I N C I P L E # 1
  12. 12. A N A LY Z E T H E T E A M & S A L E S P R O C E S S B Y S T U D Y I N G PA S T D ATA You have to know about the productivity of your 
 Sales organization & the Sales process: “How effective is your team at winning opportunities over time?”
  13. 13. S TA G E V E L O C I T Y P R O D U C E S A B E T T E R F O R E C A S T A N D W I N R AT E “Stage velocity”is a visual display of how deals move through the sales lifecycle. Identify dead deals & patterns and correct course.
  14. 14. F O C U S I N G O N R E S U LT S P R I N C I P L E # 2
  15. 15. T H E R E A R E N O S H O R T- C U T S T O G O O D S E L L I N G P R A C T I C E S Effective sales managers live and die by forecasts. 
 “Historic data gives confidence and minimizes risk & accurate predictions will close deals.”
  16. 16. E F F E C T I V E R E S O U R C E M A N A G E M E N T T H R O U G H E A R LY S TA G E F O C U S Focusing on early stages can prevent 
 the unproductive firefighting of late stage opportunities. “Identify quickly and progress efficiently through all stages.”
  17. 17. G R O W T H P L A N N I N G P R I N C I P L E # 3
  18. 18. A C C O U N T G R O W T H I S A N O N G O I N G M I S S I O N , N O T A 1 - T I M E E V E N T Effective sales organizations more frequently rock account planning and value the process for launching effective strategies for growth.
  19. 19. T U R N I N G O P P O R T U N I T I E S I N T O S T R AT E G I C A C C O U N T S You need to build highly valuable relationships.
 “Address customer problems with insight, educate with new ideas or perspectives and collaborate with them.”
  20. 20. E X C E L L E N C E C O A C H I N G P R I N C I P L E # 4
  21. 21. C O A C H I N G I S T H E K E Y E N A B L E R T O G R E AT P E R F O R M A N C E As a Sales Manager you are a coach and a mentor. 
 “You have to be predictable and dependable 
 to bring outstanding sales results.”
  22. 22. S A L E S M A N A G E M E N T S H O U L D PA R T N E R — A S C O A C H A N D M E N T O R Put your SALES REPS into the driver’s seat. “Avoid stepping in at a late stage, rather commit to practice and reinforcement.”
  23. 23. S TAY P O S I T I V E P R I N C I P L E # 5
  24. 24. I N A N E T W O R K S O C I E T Y, P O S I T I V E I N P U T S M U LT I P LY E X P O N E N T I A L LY In every problem there’s a hidden opportunity. “Your have a choice to see the benefit and coach
 the sales team to leverage it.”
  25. 25. I D E N T I F Y P O S I T I V E A N D N E G AT I V E T R E N D S A N D H E L P T O F O C U S The challenge for Sales Management is to pave the way. “Visualize the closing of opportunities in 
 realistic actions and clear deliverables.”
  26. 26. – A L B E R T E I N S T E I N “We can’t solve problems by using the same kind of thinking we used when we created them.”

×