Sales Management: Assessing your team<br />Are you ready to be world Class?<br />
The Situation<br />$1B+ Technology firm faces:<br />Low quota attainment<br />Anemic sales pipelines<br />Abnormally low t...
What Did Not Work<br /><ul><li>Leveraged external recruiters to source better sales management talent
Increased sales management training to 3 weeks per year</li></li></ul><li>What Did Work<br /><ul><li>Performed a Sales Man...
Produced a plan to address root cause
Established quarterly audits </li></li></ul><li>Sales Management Assessment<br /><ul><li>Discovery
Data analysis
Interviews
Field observations
Surveys
Procedure reviews
Benchmark
Select relevant metrics
Compare to industry peers
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Sales management assessing your team

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Sales Benchmark Index routinely assesses the sales management function of our clients. Here is an excerpt of a sales management assessment with recommendations and results.

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  • Contact us if you would like to understand how you can leverage a sales management assessment to increase revenue.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
  • Sales management assessing your team

    1. 1. Sales Management: Assessing your team<br />Are you ready to be world Class?<br />
    2. 2. The Situation<br />$1B+ Technology firm faces:<br />Low quota attainment<br />Anemic sales pipelines<br />Abnormally low turnover in Sales Management<br />VP Sales wants:<br />Sales Management assessment with go forward plan to increase quota attainment and pipeline worldwide<br />
    3. 3. What Did Not Work<br /><ul><li>Leveraged external recruiters to source better sales management talent
    4. 4. Increased sales management training to 3 weeks per year</li></li></ul><li>What Did Work<br /><ul><li>Performed a Sales Management assessment to identify root cause
    5. 5. Produced a plan to address root cause
    6. 6. Established quarterly audits </li></li></ul><li>Sales Management Assessment<br /><ul><li>Discovery
    7. 7. Data analysis
    8. 8. Interviews
    9. 9. Field observations
    10. 10. Surveys
    11. 11. Procedure reviews
    12. 12. Benchmark
    13. 13. Select relevant metrics
    14. 14. Compare to industry peers
    15. 15. Score on sales management maturity model
    16. 16. Recommendations</li></li></ul><li>Sales Management Maturity Model<br />Maturity & Efficiency<br />Risk & Waste<br />
    17. 17. Survey Extract - Challenges<br />Q1-2. What are the top 3 things that interfere with your performance as a sales manager?<br />Key Messages<br /><ul><li>Internal processes, complexity and reporting consume valuable coaching time.
    18. 18. Streamlining processes will improve productivity</li></li></ul><li>Survey Extract – Field Time <br />Q1-5. On average, how many meetings do you attend each week with the Decision Maker of a Customer/Prospect?<br />Key Messages<br /><ul><li>Customers are a low manager priority compared to time devoted to forecasting and reporting
    19. 19. 52% of of all Sales Managers attend 1.5 Field Rides with a Sales Rep per week
    20. 20. Not enough opportunity to observe sales Reps</li></li></ul><li>Span of Control - Reps Managed<br />Key Message<br />Span of Control impedes management effectiveness<br />
    21. 21. Interview Summary<br />No consistent method for developing managers<br /><ul><li>Every Director uses their own methods
    22. 22. No consistent use of our internal resources
    23. 23. Some prefer external training resources, but budget is a problem
    24. 24. MonthlyStaff Meetings and One on Ones with Mgrs.</li></ul>No sales manager onboarding program<br /><ul><li>Manager skills training used as a substitute
    25. 25. Directors provide little support or help during process</li></ul>Value vs. Volume<br /><ul><li>Product portfolio includes transactional and complex sale type products
    26. 26. One size does not fit all</li></ul>Conflicting priorities across product teams and geo teams<br />Directors do not recognize the strain on their managers<br />
    27. 27. Benchmarks<br />Biggest Gaps to World Class of the Metrics Benchmarked:<br />Lack of sales process discipline results in conflicting metrics (Win/Loss Ratio of 86% conflicts with Pipeline/Quota Ratio of 1.7 and Quota Attainment of 32%)<br />Ramp Failure Rate of 59% points to poor onboarding and role corruption<br />Turnover Rate of 9% indicates poor performers do not leave<br />Selling time allocation of 46%; Admin requirements reduce selling time<br />
    28. 28. Recommendations<br />
    29. 29. The Result<br />* NOTE: Assessment identified poorly performing managers<br />
    30. 30. Learn More<br />Contact us to hear the rest of the story...<br />Email - info@salesbenchmarkindex.com<br />Phone - 1-888-556-7338<br />Web: http://www.salesbenchmarkindex.com/<br />

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