Business leaders - How to prepare your sales department for the post-crisis era
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For the past weeks, you have managed the emergency in the face of the unprecedented crisis we are experiencing. As measures to stem the progression of the pandemic are being reinforced, you find yourself having to make increasingly critical and difficult decisions for your company and your people. Recent crises have shown that decisions that are made during severe crisis are directly related to the ability to recover and the time it takes businesses to recover. While the context creates strong emotions in everyone, your ability to make more rational decisions than your competitors will make the difference in a few months. This webinar is an opportunity to : - Provide you with scientific data to help you make key decisions during the crisis; - Prepare you to emerge from the crisis today, to develop or strengthen an advantage over your competition. The complete webinar is available here: https://www.primaressource.com/en-ca/webinar-prepare-sales-departement-post-crisis
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Business leaders - How to prepare your sales department for the post-crisis era
- 1. BUSINESS LEADERS: HOWTO PREPARE YOUR SALES DEPARTMENT FORTHE POST-CRISIS ERA 1© Prima Ressource, 2020 -Tous droits réservés THE SCIENCEOF SALES
- 2. Prima Ressource, 2020 - All rights reserved 2 Frederic Lucas Sales Growth Expert President &CEO at Prima Resource
- 3. Prima Ressource, 2020 - All rights reserved AGENDA 1. Navigating the crisis 2. Getting your business out of the crisis o Human o Structure o Execution 3
- 4. Prima Ressource, 2020 - All rights reserved NAVIGATE THE CRISIS 4
- 5. Prima Ressource, 2020 - All rights reserved THE APOCALYPSE 5
- 6. Prima Ressource, 2020 - All rights reserved WHAT HISTORY TEACHES US 1973: Oil crisis 1981-82: Interest Rate Crisis 2001:The .com bubble collapses 2008-09: Financial Crisis 2020: COVID-19 Crisis (current) 6
- 7. Prima Ressource, 2020 - All rights reserved MOVIE CLIP 7
- 8. Prima Ressource, 2020 - All rights reserved MOVIE CLIP 8
- 9. Prima Ressource, 2020 - All rights reserved THE IMPACT ON YOUR CUSTOMERS AND PROSPECTS 1. Essential to the crisis -> Strong and rapid growth 2. Their industry has disappeared because of the crisis -> Recovery within 6 to 12 months after the end of the crisis 3. Slowdown due to the crisis -> Business continues with a rapid recovery at the end of the crisis 9
- 10. Prima Ressource, 2020 - All rights reserved WATER LEVEL IN YOUR LAKE 1. The water level is rising rapidly 2. There's no more water 3. The water level dicreased 10 Charles Sirois
- 11. Prima Ressource, 2020 - All rights reserved The lake is more important than the canoe. - Charles Sirois 11
- 12. Prima Ressource, 2020 - All rights reserved SITUATIONAL STRATEGY 1. Multiply sales efforts to maintain market share 2. Pivot to a new lake and adapt your business model 3. Multiply sales efforts to gain market share 12
- 13. Prima Ressource, 2020 - All rights reserved In crisis, focus on sales -Verne Harnish 13
- 14. Prima Ressource, 2020 - All rights reserved • Power to the buyers • Enormous pressure on prices • Strong competition • Race to the bottom • Spending freeze WHAT WE CAN EXPECT AS THE RECOVERY TAKES HOLD 14
- 15. Prima Ressource, 2020 - All rights reserved GETTING YOUR BUSINESS OUT OF THE CRISIS 15
- 16. Prima Ressource, 2020 - All rights reserved HUMAN 16
- 17. Prima Ressource, 2020 - All rights reserved IDENTIFYKEYPLAYERSINSALES Identify the salespeople who will help you get out of the crisis. 17
- 18. Prima Ressource, 2020 - All rights reserved HUMAN DIMENSION STRATEGY 18 You have to rely on fewer salespeople, but stronger salespeople. - Frederic Lucas
- 19. Prima Ressource, 2020 - All rights reserved KEY PLAYERS: THE WRONG CRITERIA 19 • Revenue • Compensation • Relationships • Seniority
- 20. Prima Ressource, 2020 - All rights reserved KEY PLAYERS: THE RIGHT CRITERIA 20 WILL TO SELL
- 21. Prima Ressource, 2020 - All rights reserved 21 KEY PLAYERS: THE RIGHT CRITERIA
- 22. Prima Ressource, 2020 - All rights reserved 22 KEY PLAYERS: THE RIGHT CRITERIA
- 23. Prima Ressource, 2020 - All rights reserved GROUP COMPARISON 23 Group Selling value Sales process Consultative selling Sales DNA All salespeople 41% 45% 15% 28% Top 5% of all salespeople 97% 85% 60% 100% Less than 2 years experience 6% 29% 6% 11% More than 10 years experience 53% 53% 20% 37% Bottom 50% of all salespeople 11% 27% 3% 1%
- 24. Prima Ressource, 2020 - All rights reserved OMG’S STATISTICS TOOL 24
- 25. Prima Ressource, 2020 - All rights reserved 25 Ability to succeed remotely : • Responsibility • Works independently • Self-starter • Prospecting • Level of supervision KEY PLAYERS: THE RIGHT CRITERIA
- 26. Prima Ressource, 2020 - All rights reserved HOW TO HELP YOUR DECISION-MAKING 26 SALES EFFECTIVEMENT AND IMPROVEMENT ANALYSISTM 1. Can we be more effective? 2. How much more effective can we be? 3. What will it take to accomplish that? 4. How long will it take to accomplish that? SMART SIZING TOOLTM 1. Which salespeople are not part of our short-term future? 2. How much will the company save from SmartSizing the sales force? 3. How much potential does our SmartSized sales force have? 4. What is the ideal role for each salesperson? 5. How viable is the pipeline of candidates for redeployment?
- 27. Prima Ressource, 2020 - All rights reserved RETAIN YOUR KEY PLAYERS 27
- 28. Prima Ressource, 2020 - All rights reserved 28 • Maintain their remuneration • Pay attention to your message • Coach to overcome obstacles • Raise the bar and challenge them! KEY PLAYERS: KEY ACTIONS
- 29. Prima Ressource, 2020 - All rights reserved THE RIGHT PEOPLE IN THE RIGHT ROLES 29 Major Retail Chains Record Labels Online Sellers A - Competition resistant B - High ticket seller C - Value seller A - Competition resistant B - High ticket seller C - Value seller D - Resistance proof seller E - Able to sell to top executives I - Will hunt for new business A - Competition resistant C - Value seller F - Compatible with a one call close I - Will hunt for new business J - Entrepreneurial seller East Coast Sales Gregg Allman ABC 56% ABCDEI 48% ACFIJ 40% Tom Petty ABC 56% ABCDEI 64% ACFIJ 68% Tom Scholz ABC 48% ABCDEI 52% ACFIJ 36% Tommy Shaw ABC 60% ABCDEI 56% ACFIJ 44% Bruce Springsteen ABC 92% ABCDEI 88% ACFIJ 88% Steven Tyler ABC 52% ABCDEI 56% ACFIJ 40% Europe Sales Roger Daltry ABC 44% ABCDEI 28% ACFIJ 28% Mick Jagger ABC 88% ABCDEI 84% ACFIJ 84% Jeff Lynne ABC 76% ABCDEI 68% ACFIJ 72% Brian May ABC 72% ABCDEI 72% ACFIJ 68% Jimmy Page ABC 80% ABCDEI 68% ACFIJ 76% Roger Waters ABC 76% ABCDEI 64% ACFIJ 80% West Coast Sales Donald Fagen ABC 24% ABCDEI 36% ACFIJ 28% Steve Miller ABC 72% ABCDEI 68% ACFIJ 60% Carlos Santana ABC 76% ABCDEI 64% ACFIJ 76% Boz Scaggs ABC 80% ABCDEI 68% ACFIJ 48% Steve Walsh ABC 24% ABCDEI 36% ACFIJ 40% Bob Weir ABC 84% ABCDEI 76% ACFIJ 80%
- 30. Prima Ressource, 2020 - All rights reserved REPLACE UNDERACHIEVERS 30
- 31. Prima Ressource, 2020 - All rights reserved RECRUITMENT ROLE 31
- 32. Prima Ressource, 2020 - All rights reserved IMPACT ON THE AVAILABLE POOL OF CANDIDATES 32
- 33. Prima Ressource, 2020 - All rights reserved 2 TYPES OF AVAILABLE CANDIDATES 1. Non-performing candidates who have lost their jobs 2. Candidates whose industry has disappeared 33
- 34. Prima Ressource, 2020 - All rights reserved USE A SALES-SPECIFIC ASSESSMENT TOOL 34
- 35. Prima Ressource, 2020 - All rights reserved SALES-SPECIFIC RECRUITMENT PROCESS • Identify the ideal candidate • Attract good candidates • Select candidates scientifically • Audition candidates • Assess the fit 35
- 36. Prima Ressource, 2020 - All rights reserved STRUCTURE 36
- 37. Prima Ressource, 2020 - All rights reserved OPTIMIZING YOUR SALES PROCESS 37 ON-DECK CIRCLE PROSPECT SELLQUALIFY CLOSE SCORE 2nd BASE 3rd BASE HOME 1st BASE
- 38. Prima Ressource, 2020 - All rights reserved CRITERIA-BASED SALES PROCESS 38
- 39. Prima Ressource, 2020 - All rights reserved BUILDING A SOLID ON-BOARDING PLAN 39
- 40. Prima Ressource, 2020 - All rights reserved ADOPT THE RIGHT CRM 40
- 41. Prima Ressource, 2020 - All rights reserved Sales & Marketing Funnel Top of funnel Marketing responsibility Middle of the funnel Shared responsibility for sales and marketing Bottom of the funnel Responsibility of sales Mainly lives in: marketing platform Mainly lives in: CRM Opportunity Customer SQL MQL Lead DEVELOP YOUR ONLINE MARKETING 41
- 42. Prima Ressource, 2020 - All rights reserved EXECUTION 42
- 43. Prima Ressource, 2020 - All rights reserved WHAT YOUR SALES MANAGERS NEED TO DO • Hold accountable to prospecting activities • Coach • Motivate • Sales meetings • Manage remotely 43
- 44. Prima Ressource, 2020 - All rights reserved HOLD ACCOUNTABLE TO PROSPECTING ACTIVITIES 44 18 Average Score 100 Hunting 11% 61% 22% 6% Hunters Potential Hunters Fishermen PETP 0% 20% 40% 60% 80% 100% Will Prospect Prospects Consistently Prospects via Phone and / or Walk-ins Has No Need for Approval Schedules Meetings Recovers from Rejection Maintains Full Pipeline Not a Perfectionist or it Does Not Prevent Prospecting Likable Reaches Target Prospect Gets Referrals from Customers / Network Uses Social Selling Tools Attends Networking Events The Hunting Competency 3 Average Score 100 Accountability 100 Accountability Effectiveness
- 45. Prima Ressource, 2020 - All rights reserved DEDICATE TIME TO COACHING 45 100 Effectiveness 3 Average Score 100 Skills
- 46. Prima Ressource, 2020 - All rights reserved PAY ATTENTION TO MOTIVATION 46 100 Score moyen 100 Motivation Intrinsic 50% Extrinsic 11% Altruistic 6% Not Motivated 6% Mixed 28%
- 47. Prima Ressource, 2020 - All rights reserved SALES MEETINGS 47
- 48. Prima Ressource, 2020 - All rights reserved Critical Metrics Margins Average Order Size Average Account Size Closing Percentage New Meetings Call Reports Length of the Sales Cycle Number of Meetings Required to Close Cost per Sales Call Salespeople Over/Under Goal Schedules and Calendars Quality of the Pipeline Quantity of the Pipeline Balance of the Pipeline Stages of the Pipeline Movement within the Pipeline Profitability by salesperson Target Account Status Top 5 Opportunities Account Retention KEEP YOUR EYES ON THE RIGHT INDICATORS 48
- 49. Prima Ressource, 2020 - All rights reserved MANAGE REMOTLY 49
- 50. QUESTIONS 50
- 51. Prima Ressource, 2020 - All rights reserved GOOD SELLING! Stay healthy, take care of yourself and your loved ones. Prima Ressource, 2020 -All rights reserved
Editor's Notes
- Ce webinaire s’adresse aux chefs d’entreprise et aux entrepreneurs ui sont déterminés….
- Ce webinaire s’adresse aux chefs d’entreprise et aux entrepreneurs ui sont déterminés…. *dire que c’est un drame humain avant tout. L’important c’est de sauver des vies!!! Ensuite de sauver des entreprises, des emplois et l’économie. Aujourd’hui, les personnel infirmier, les médecins et les. chercheurs son nos héros. Toutefois, ce sont les entrepreneurs qui se seront au copieur de la reprise.
- Votre réaction. Face à l’apocalypse Nous avons plongé instantanément dans une récession Nous ne l’avons pas vu venir Ce que l’histoire peut nous apprendre : Nous avons vécu ce genre de situation avant : 2008-2009 : banques faisaient faillite, 2001 : bulles techno, 1981-82 crise des taux d’intérêts à 18,25%,
- En croissance forte et rapide : transport, équipement médical, pharmaceutique, soins de santé, logistique, produits alimentaires (excepté les traiteurs), logiciels pour travail à distance; Disparu, du moins temporairement : tourisme, aviation, évènementiel; Les affaires continuent : toutes les marchés ;
- Note : #3 les vendeurs doivent travailler 2-3 fois plus fort (pour bâtir le pipeline) Business as usual : build a pipeline now for when we are bump. They will need to get a head start (continue selling)
- Note : Le 1er réflexe est de couper les dépenses et préserver son cash flow (bon réflexe), ensuite d’aller chercher des subventions… mais faut-il vraiment compter la dessus. Il faut croitre les ventes! Il faut agir sur ce qu’on contrôle!
- Competing on price, cruising along, taking orders, selling transactionally = they are dead The only salespeople that will succeed will be the ones selling consultatively and can sell value! It will be a race to the bottom. Buyers will squeeze price. ce qui a fonctionner depuis 2-3 ans ne fonctionnera plus… les seuls vendeurs qui pourront avoir du succès sont les vendeurs consultatifs qui peuvent vendre la valeur et se différencier.
- This isn't a pretty picture because it basically shows that except for the top 5%, most salespeople suck at selling value. There are four reasons for this: They aren't following or using a sales process that supports Value Selling - only 45% of all salespeople have Sales Process as a strength. They aren't using a consultative approach and value selling won't work without one - only 15% of all salespeople have Consultative Selling as a strength. Their Sales DNA doesn't support consultative or value selling - only 28% of all salespeople have Sales DNA as a strength The company hasn't been decisive about not discounting - it sends conflicting messages. You can't really get salespeople to properly and effectively sell value until they have been trained on sales process, consultative selling and been coached up on Sales DNA.
- Note : pas facile, besoin de valider ses décisions - la meilleure façon est en utilisant notre analyse de la force de vente ou notre outil de restructuration des ventes.
- Note : plus rapide de remplacer que de développer Note : la bonne nouvelle c’est qu’il y aura plus de difficulté à trouver des candidats
- Note : plus rapide de remplacer que de développer Note : la bonne nouvelle c’est qu’il y aura plus de difficulté à trouver des candidats
- Note : (CAN vs. WILL) - raconter l’histoire. il sera impossible de faire la différence
- Note : pour intégrer le consultatif et vendre la valeur