New Millennium Sales Leadership
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Research and feedback has indicated that Solution Providers want to become better leaders and managers, especially as they transform into cloud and online services. Managing costs, sales effectiveness, and execution are more critical in a cloud focused practice than the traditional on premise business model. This session was crafted to support accelerated leadership within the Solution Provider community: • Sales Manager’s guideline to optimize sales meetings • First time sales management training tips • How to manage your sales manager! • Leadership vs management-know the difference • Utilizing emotional intelligence to help guide your sales team • What ratio managers are measuring now • 5 ideas to increase the sales professionalism of your team http://www.ingrammicrocloud.com
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New Millennium Sales Leadership
- 1. New Millennium Sales Leadership Ken Thoreson – Acumen Management Keith Lubner – Channel Consulting Corp
- 2. Ken Thoreson, President Acumen Management Group, Ltd Ken’s Contact Info: Email: Ken@AcumenMgmt.com Website: www.AcumenManagement.com and www.SalesManagementGuru.com Top 50 Sales & Marketing Influencer's 2014 Partner Business Builder Programs Workshops Keynotes, Workshops, Consulting Services Strategy, Business Management, Sales Leadership The Sales Mgmt Guru Book series, 5- DVD’s, Sales Mgmt Tool Kit, Peer Groups Singularly Focused Vendor, ISV, Distributor, Partner Acceleration Focused Programs that spur fast growth and profits
- 3. Sales compensation2 Increase sales velocity3 Sell to business challenges4 Account planning5 Management of COS1 Sales organization design8 Sales management focus9 Sales training levels7 Cross sell & up sell6
- 6. • Lack of discipline to manage and lead • Failure to execute consistency and hold direct reports accountable • Lack of coordinated business model and reporting systems • Failure to develop professional approach
- 7. • Have not set performance goals moving forward eight quarters • Poor compensation planning for all employees • High levels of sales turnover & ineffective sales methodology
- 8. Discipline Training that corrects, molds or perfects the mental faculties or character Accountability Obligated to give a reckoning or explanation for one’s actions Control A standard of comparison for checking the results of an experiment or process
- 11. ..."Telling"...The leader identifies a problem, considers alternative solutions, chooses one of them, and then tells others what they are to do. The leader may or may not consider what the group members will think or feel about the decision, but group members clearly do not participate directly in the decision making. Coercion may or may not be used or implied Leadership Styles
- 14. Leadership Styles ..."Consulting"...The leader here gives the group members a chance to influence the decision from the beginning. Problems and relevant background information are presented, then the members are asked for their ideas. In effect, the group is invited to increase the number of alternative actions to be considered. The leader then selects the solution he/she regards as most promising.
- 19. Ten Laws of Leadership and Management • Treat everyone with respect • Set an example for others to follow • Be an active coach • Insist on excellence and accountability • Maintain high standards of integrity
- 20. • Build group pride • Show confidence in your people • Maintain a sense of urgency • Be available and visible • Continually develop your own skills
- 21. Sales Management Environment • Develop “business ecosystem” partners • Adopt appropriate measurement systems • Focus on near term programs • Learn sales cycle masterfully
- 22. Managing Culture 1. Shared sense of mission or purpose 2. Have clear and attainable goals 3. Frequent objective feedback 4. Positive rewards for appropriate performance 5. Timely support and help when requested or needed
- 23. Keith Lubner, Managing Partner/President Channel Consulting Corp | C3 Keith’s Contact Info: Email: klubner@channelconsultingcorp.com Website: www.channelconsultingcorp.com Channel Enablement & Recruitment Ecosystem Acceleration, Optimization, & Productivity Programs Channel Marketing Services Channel Strategy, Metrics, & Business Intelligence Cloud & Mobility Channels Development & Launches Singularly Focused VAR, ISV, Distributor, Retail TECH Channels Acceleration Focused Programs that spur fast growth and profits
- 31. Building Belief is Essential • Sales Games • Length of Sales Cycle = Length of Sales Contest • Teams • Fun • Annual Trips
- 32. Building Belief is Essential • Storytelling • Employee Stories • Customer Stories • Recorded
- 33. Building Belief is Essential • Reference Letters • Last Step in Sales Cycle • Posted in Lobby • Read by all Employees
- 34. Building Belief is Essential • Company Meetings • Monthly/Quarterly • Philosophy Statement • Departmental Reports • Thank You’s • Reference Letters
- 35. Building Belief is Essential • Client Visits • By Salespeople • At Company Meetings
- 36. Ken Thoreson, President Acumen Management Group, Ltd Ken’s Contact Info: Email: Ken@AcumenMgmt.com Website: www.AcumenManagement.com and www.SalesManagementGuru.com Top 50 Sales & Marketing Influencer's 2014 Partner Business Builder Programs Workshops Keynotes, Workshops, Consulting Services Strategy, Business Management, Sales Leadership The Sales Mgmt Guru Book series, 5- DVD’s, Sales Mgmt Tool Kit, Peer Groups Singularly Focused Vendor, ISV, Distributor, Partner Acceleration Focused Programs that spur fast growth and profits
- 38. Internal Resource Market Competitive Solution Market Value Partner Assessment Process Account Plan Execution Process Dashboard Marketing Plan ? Sales Sheets Training Plan Your Sales & Business Plan Value Proposition Transition Roadmap
- 39. Sales and Marketing Funnel Measure Dispassionately Glass pipeline - overall company Stage 6 Target Contact Prospect ProposalWin Opportunity – Effort - Results Universe Stage 4 Stage 5 Stage 3 Ideal Profile Segment Campaign Execution Leads Req
- 40. Generate Interest Deliver Close Prove/ Convince Convert Interest Lead to Prospect Prospect to Opportunity Opportunity To Proposal Proposal to Win Volume, Source & Conversion % Volume, Pipeline $ & Conversion % Mix % & Conversion % Win % Cycle Time Avg. $ Sale
- 41. Sales Management Dashboard Metric Products Services Training Leads vs. Plan 21 15 12 18 9 8 Move Aheads Vs. Plan 30 24 12 16 13 20 Avg. $$ vs. Plan 22k 21k 56k 34k 77k 90k Pipeline vs. Plan 255k 300k 156k 90k 223k 345k Unit Sales vs. Plan 6 5 2 3 3 4 Win % vs. Plan 55% 60% 45% 50% 33% 40% % Svc vs. Plan 50% 50% 44% 40% 33% 35%
- 42. MENTOR KEY POINT: You measure performance to create a process to coach, mentor and improve your organization and team’s success! NOT to micro-manage.
- 43. Sales Meeting Format • Opening- Rate 1-5 Previous Week and Success Stories • Review Monthly/QTD Sales Achievements • Discuss (Group) Strategic Sales Discussions • Administrative Matters • Ending –Positive Mental Thought (PMT)
- 45. Training Must Take Place
- 46. Sales Training: Must be Comprehensive & Planned • Sales Skills • Product Knowledge • Industry Trends • Customer/Company Industry • Competitive Information • Technology Skills • Management Skills Planned 90 Days in Advance!!!
- 47. Sales And Marketing Training Plan April-May - June May 7th • Time: 8:00am-10:00am • Person Resp. Joe • Partnership-Jeff • Forecast May 21st • Time: 8:00am-10:00am • Person Resp. Roger • Selling Cloud and Product Demo-Rob • Smart Business Roadmap Training-Role Play-Case Study • Forecast June 4th • Time: 8:00am-10:00am • Person Resp. Joe • Account Planning/Strategy • Using CRM Software-Jeremy • Forecast
- 48. “if you had it to do over again, what would you do differently, if anything?”
- 49. One on One Management • Tell them “what it is you do not like” • Tell them “how it makes you feel” • Tell them “why it makes you feel that way” • Gain their viewpoint: “How do you feel about it” • Agree together on Action Plan to correct.
- 50. Reviewing Performance • “Inspect What you Expect” • “What Get’s Measured, Get’s Done” • You Can’t Manage What You Can’t Measure”
- 51. Keith Lubner, Managing Partner/President Channel Consulting Corp | C3 Keith’s Contact Info: Email: klubner@channelconsultingcorp.com Website: www.channelconsultingcorp.com Channel Enablement & Recruitment Ecosystem Acceleration, Optimization, & Productivity Programs Channel Marketing Services Channel Strategy, Metrics, & Business Intelligence Cloud & Mobility Channels Development & Launches Singularly Focused VAR, ISV, Distributor, Retail TECH Channels Acceleration Focused Programs that spur fast growth and profits
- 53. Select a “buddy” for follow up and mutual coaching2 Send your weekly and monthly results to your manager3 Three weeks of actions designed to review, refresh and utilize the knowledge and skills you have learned 1 Sustainability Program Track your results and measure your performance4 Activity: Sustainability and Success
- 57. Get Started with… 2 Engage Partner Benefits1 Sign up for the Marketplace www.Elevate.IngramMicroCloud.com 3 Attend the Tuesday “Trainer Series” webinars Begin transacting on the Marketplace4