Ten Slides in Ten Minutes outlines a plan to rejuvenate a sales organization by focusing on four key areas: sales kit with carefully positioned offerings; streamlined and relevant methodologies and processes; pipeline producing account sets; and simplified support structures and tools. It also emphasizes building a positive climate and culture through surprise rewards, team events, and an achievers club. The presentation concludes by recommending the development of a roadmap to monitor actions and metrics.

1. SS
Ten Slides in Ten Minutes:
Rejuvenating a Sales Organisation
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham CP.APMP
February, 2015
bill.graham@sales-synthesis.co.za

2. 2
Client Value
Strategic
Alignment
Sales Management Value-Based Sales
•Business Strategy
•Market Strategy
•Compensation
•Solutions/Products
•Processes
•Support Tools
•Relevant Solutions
•Client Benefits
•Drive Processes
•Situational Analysis
•Opportunity Scout
•Mentor Resources
•Execution/Delivery
•Within Budget
•Value Derivation
•Mutual Roadmap
The Sales Value Continuum is an Imperative for ALL Stakeholders
Positive
Climate
and
Culture

3. 3
Disappointment
Sales Failure produces a Negative connotation with ALL Stakeholders
Sales Leadership
Cross-Company Management
Executive Committee
Main Board Members
Salesforce
…that becomes a major challenge to reverse

4. 4
Focus on the Famous Four
…and backburner all other elements and issues
Methodologies
and Processes
Sales Kit
Account Set
Support
Structures &
Tools
Positioned
Offerings
Streamlined
and Relevant
Pipeline
Producers
Simplified &
reduced Admin.

5. 5
Sales Kit – Equipped with Carefully Positioned Offerings
…supported by education, training and value propositions
Sales Kit
Positioned
Offerings
• Inclusion of salesforce
• Client-centric offerings
• Salesforce feedback

6. 6
Methodologies and Processes – Streamlined and Relevant
…allowing transparency & visibility
Methodologies
and Processes
Streamlined
and Relevant
• Internationally recognised standards
• Consultancy-led sales
• Strategic involvement
• Robust Account management
• Reduce salesforce admin.
• Interact with salesforce
• Sales leadership support

7. 7
Account Set – Pipeline Producers
Account Set
Pipeline
Producers
…creating the robust qualified opportunities (with high probability of success)
• Typically requires a
3rd party facilitated
workshop to
unearth relevance
• Logical account allocations
• Salesforce upliftment
• Professional salesforce

8. 8
Support Structures and Tools
…remove as much admin from the salesforce but allow visibility
Support
Structures &
Tools
Simplified &
reduced Admin.
• Leveraging Industry Best Practice
• Opportunity Management System
• Sales performance Management
• Bid/Proposal Professionals
• Support at all touchpoints
• Positive reinforcement
• Leadership assistance

9. 9
A Conducive Climate & Culture adds Positive Progress
Status Quo
Progress towards New
Business Growth
Methodologies
and Processes
Sales Kit
Account Set
Support
Structures &
Tools
Positive
Climate
and
Culture
The ascent of
acceptability
Uplift all
Stakeholders
• Surprise rewards
• Family inclusion
• Team events
• Achievers Club

10. 10
Build a Roadmap to monitor Actions and Metrics
Define type of sales
organisation
Build a positive
sales culture
Infuse Knowledge: Make
learning exciting
Build a robust Business
Acquisition flow process
Positive & meaningful
client interactions
The ascent of
acceptability
Robust
relationship
development,
based on trust and
openness
Professional Account
Management (Team effort)
Uplift all
Stakeholders