How to Measure Individual Performance to
            Ensure Success

                2008 ACCE Convention


              ...
AT&T research reveals…

 “87% of prospects that tell you they are
 interested… are lying
 Our problem is that 67% salespeo...
Building a successful sales system

 • Why sales people fail
 • Why implement a sales system?
 • Developing a system with ...
Why salespeople fail

 • Poor listening skills
 • Failure to concentrate on top priorities
 • Lack of sufficient effort
 •...
Why implement a sales system?

 • Set priorities and expectations
 • Establish a clear plan
 • Easy to manage
 • Accountab...
Sales system

 • Money/Avg=Members needed*(1-Closing
   rate)=appointments needed * # calls to get
   appt. / months / 21=...
Tools available

 • Outlook calendar- time blocking
 • Membership database- sales opportunities
 • Excel
 • PowerPoint.
Elements of a successful system

 •   Focus on results first
 •   Regular coaching
 •   Training & incentive structure
 • ...
Example of success

 • Mid-size chamber (1,400 members)
 • Transition from team of 1->2->3
 • Consistent growth (15% Y/Y)
...
Example: Successful system

    Standard             Reports &
   Presentation          Coaching
             Results-Orie...
Example: Training & incentive structure

 • 1 week training minimum
 • Sales toolkit
 • Account Executives:
   base salary...
Example: Goals and Expectations

 • Clearly define goals- individual and team
 • Keep visual in work areas
 • Up-front exp...
Example: Reports & coaching

 • Weekly reports
   –   Contact log
   –   Pipeline report
   –   Time blocking
   –   Activ...
Example: Reports & coaching

 •   Use clues to explain success
 •   Self coaching will happen….eventually
 •   Opportunity...
Example: Standard presentation

 • Customize presentation for your main target
   markets
     - Business builders, Busine...
Developing your own system
 •   Focus on results
 •   Set clear goals and expectations
 •   Evaluate current incentive str...
Conclusion

 • Problem: Poor listening skills
   Answer: Training and standard presentation
 • Problem: Failure to concent...
Conclusion

 • Problem: Inability to determine customer needs
   Answer: Standard presentation, training
 • Problem: Lack ...
Resources

 • Tim Giuliani- tgiuliani@flchamber.com
 • http://tgiuliani.wordpress.com/
Upcoming SlideShare
Loading in …5
×

How To Measure Individual Performance To Ensure Success, Acce 2008 Convention

1,058 views

Published on

This presentation was presented at the 2008 American Chamber of Commerce Executives Convention in Pittsburgh, PA. The content is specific to a sales system or membership department in a chamber of commerce.

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,058
On SlideShare
0
From Embeds
0
Number of Embeds
22
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

How To Measure Individual Performance To Ensure Success, Acce 2008 Convention

  1. 1. How to Measure Individual Performance to Ensure Success 2008 ACCE Convention Presented by: Tim Giuliani, Director of Corporate Outreach & Development Florida Chamber of Commerce
  2. 2. AT&T research reveals… “87% of prospects that tell you they are interested… are lying Our problem is that 67% salespeople’s time is spent following up with the 87%.”
  3. 3. Building a successful sales system • Why sales people fail • Why implement a sales system? • Developing a system with tools available • Elements of a successful sales system • Example of success • Developing your own system.
  4. 4. Why salespeople fail • Poor listening skills • Failure to concentrate on top priorities • Lack of sufficient effort • Inability to determine customers’ needs • Lack of planning • Inadequate product knowledge. * Industrial Management Magazine article
  5. 5. Why implement a sales system? • Set priorities and expectations • Establish a clear plan • Easy to manage • Accountability • Allows people to succeed.
  6. 6. Sales system • Money/Avg=Members needed*(1-Closing rate)=appointments needed * # calls to get appt. / months / 21= Calls per day “How do you currently organize to achieve this necessary goal?”
  7. 7. Tools available • Outlook calendar- time blocking • Membership database- sales opportunities • Excel • PowerPoint.
  8. 8. Elements of a successful system • Focus on results first • Regular coaching • Training & incentive structure • Consistency – External-Presentation / message / expectations – Internal-Evaluation / reports / management • Reporting • Free up your sales team to do whatever they want by planning their entire day!
  9. 9. Example of success • Mid-size chamber (1,400 members) • Transition from team of 1->2->3 • Consistent growth (15% Y/Y) • Nationally ranked sales people by ACCE
  10. 10. Example: Successful system Standard Reports & Presentation Coaching Results-Oriented Culture Training & Goals & Incentives Expectations
  11. 11. Example: Training & incentive structure • 1 week training minimum • Sales toolkit • Account Executives: base salary + commission + bonus • Renewal commission.
  12. 12. Example: Goals and Expectations • Clearly define goals- individual and team • Keep visual in work areas • Up-front expectations • “Ounce of prevention is worth a pound of cure” Tip: Hire motivated people!
  13. 13. Example: Reports & coaching • Weekly reports – Contact log – Pipeline report – Time blocking – Activity goals • Manager should compile- therefore, automate!
  14. 14. Example: Reports & coaching • Use clues to explain success • Self coaching will happen….eventually • Opportunity to build team • Individual or team meetings work • Activity focus only when results diminish.
  15. 15. Example: Standard presentation • Customize presentation for your main target markets - Business builders, Business investors • Control your message and expectations • Force sales people to ask the right questions.
  16. 16. Developing your own system • Focus on results • Set clear goals and expectations • Evaluate current incentive structure • Capitalize on current resources – Outlook (calendar) – Membership database – Excel – PowerPoint • Standardize your presentation • Weekly reporting.
  17. 17. Conclusion • Problem: Poor listening skills Answer: Training and standard presentation • Problem: Failure to concentrate on top priorities Answer: Clear expectations and weekly reports • Problem: Lack of sufficient effort Answer: Hiring, expectations and weekly reports.
  18. 18. Conclusion • Problem: Inability to determine customer needs Answer: Standard presentation, training • Problem: Lack of planning Answer: Expectations, activity goals, time- blocking • Problem: Inadequate product knowledge Answer: Training
  19. 19. Resources • Tim Giuliani- tgiuliani@flchamber.com • http://tgiuliani.wordpress.com/

×