What keep VP of Sales up at night vis a vis their front line sales managers

1. Today’s VP of sales’ challenges vis-à-vis
their front line sales managers
execution issues
Do they truly understand & communicate the bigger picture?
How well are they How well are
executing, do they they leveraging
even know what’s the support teams?
going on @rep level?
Are they challenging How effective are
their teams &
themselves enough? they at leading
change?
How can I make my front line
sales managers more effective? 1

2. Today’s VP of sales’ challenges vis-à-vis
their front line sales managers :
future development potential
Are they moving fwd in terms of development &
contribution to the organization?
How can I help them How can I coach
increase their them better instead of
leadership influence? managing them?
Are they challenging Do they
their teams & understand the
themselves enough? importance of
managing up to
me?
How can I make my front line sales
managers become the next leaders? 2

3. Today’s Front Line Sales Manager’s
Own Challenges
MY TEAM
Can they change fast enough? Can I afford low
performers any longer?
How do I accelerate a How do I keep them
change in their motivated while
behavior. Are they demanding more?
still saying the same
old Stuff?
What if my top performer Why do they send
leaves tomorrow? me 300 emails a
day?
Before we talk about changing everything,
Can we talk about the state of my sales unit? 3

4. Today’s Front Line Sales Manager’s Own
Challenges
ME
What should I focus on today that can really
make a difference for me and for the team tomorrow?
How can I have them Can I work smarter
execute faster? and get it done
in 8 hours a day?
Is it OK for me to ask How can I spend
for help, should I just more time in the
look for a new job? field to know
what’s really
going on and
have an impact?
Before we talk about training my reps again, 4
can we talk about my own development?

5. Can your company afford to lose a good sales manager?
• Value to you of having 100% reps @ goal?
• Value to you of having one more “A” player in your team?
• Cost to you of not identifying “D” players during their first 6 months?
• Cost to a sales team of having a change in their front line sales manager?
• Value to your company of developing everyone into “A” Sales Managers?
• Value to your bottom line of increasing sales productivity by 5%?
• To a 10M$ district, the answers to each of the above questions add up to more than
1 million of dollars in PROFIT!
• …
• What is it to YOUR sales unit?
• What is your Return On Sales Management?
• How can YOU improve it?
‶ want to thank you for ramping up the EMC business
from 0 to $2M in the last 4 quarters
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Antoine Preisig VP Sales DELL

6. The answer to better and faster sales unit execution is
called 1+1+1=4!®
Discover the art and science of getting
100% of your reps @goal
– Master the art of effective sales management with the 1+1+1=4!® habits
– Learn the science of sales productivity with the 1+1+1=4!® dashboard
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7. The 1+1+1=4!® “Effect”
a consistent blueprint for any change program
– Financial Gains
• More reps @ goal in each sales unit
• Quotas growth versus actuals growth
• Better sales forecast accuracy thanks to a smarter use of forward looking metrics
– Strategic Gains
• Effective sales management forever
• Replicable model, no matter who stays and who leaves
• Proactive sales management culture
– Personal Gains
• Empowered sales managers and motivated sales teams
• Improved execution through better delegation
• Better control and more proactive impact from the sales manager
‶Thanks so much for your help this year
Tom Morgan Director EMEA ACCENTURE
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8. WHY LB4G?
- Sales transformation is the new buzz word : well, we’ve done it for 10 years now…
- The 1+1+1=4!® methodology : applied knowledge to your business instantly
- A blended approach into your business : no need to take your eye off the ball, or
your people off the field
‶ system like this is what ALL sales managers need
Cillian O’Grady Director Global Sales effectiveness
ORACLE Corporation
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9. Transformation takes time
WHY NOW?
A better 2010 means you need to influence reps’ behaviors NOW
SALES
SALES
MANAGER
Client REP
Sales Productivity
Manager
‶ ou’ve accomplished much and became a role9model
Tom Clancy VP Sales Productivity EMC Corporation

10. 1+1+1=4!®
we help sales units execute better, faster.
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