NCCET Webinar - Strategies for Creating a Dynamic Sales Team


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  • Jane
  • jane
  • Jim
  • Jane
  • Service oriented background, those that pride themselves on world class customer service. Happy people!
  • Don’t let the business manage you! Your time is precious, where are you spending it and how are you either guiding your team or being a leader on the team?
  • Jim
  • NCCET Webinar - Strategies for Creating a Dynamic Sales Team

    1. 1. Strategies for Creating a Dynamic Sales Team<br />February 11, 2010<br />Presented by <br />Jane Whitmore Manager U.S. Education Channel<br />James Potantus  Vice President<br />
    2. 2. Selling to Business & Industry<br />Previous model vs. what’s needed now<br />Best practices in selecting sales professionals<br />Best practices in managing the team<br />Our Objectives<br />
    3. 3. Work is different.<br />Jobs have changed.<br />Has your selection <br />system kept up?<br />
    4. 4. Yesterday’s RealityToday’s Reality<br />Respond to incoming requests<br />Department existence supported by college<br />Sufficient incoming new business<br />Specific needs<br />Personal relationships<br />Proactive sales efforts<br />Department self-sustaining<br />Clients deferring to future<br />Broader issues<br />CRM system (communication)<br />
    5. 5. Best Practices in Selection<br />
    6. 6. Components of Good Selection Process<br />Prior industry experience (sales, B&I) <br />Based on Competencies (OD, training background)<br />Gathers Behavioral Examples (collaboration, partnerships) <br />Examine Motivational Fit (competitive, hunter vs. farmer, compensation, work/life balance)<br />Provides a Good Experience (life long learners, inquisitive)<br />
    7. 7. Think HolisticallyThe Complete Success Profile<br />What people know<br />What people can do<br />Technical and/or professional information needed to successfully perform job activities<br />A cluster of behaviors performed on a job<br />What people have done<br />Who people are<br />Educational and work achievements needed to successfully perform job activities <br />Personal dispositions and motivations that relate to job satisfaction, job success, or failure<br />
    8. 8. Apply model to Sales Role<br />What people know<br />What people can do<br /><ul><li>Sales Call Facilitation
    9. 9. General understanding of contracting process
    10. 10. Customer Focus
    11. 11. Persuasive Communication
    12. 12. Managing Work</li></ul>What people have done<br />Who people are<br /><ul><li>Experience performing one-on-one customer interactions
    13. 13. Developing sales plans
    14. 14. Enjoys customer interaction
    15. 15. Continuous Learning
    16. 16. Work Standards</li></li></ul><li>Persuasiveness/Sales AbilityUsing appropriate interpersonal styles and communication methods to gain acceptance of an idea, plan, activity, or product from prospects and clients.<br />Key Actions<br />Determine customer needs and decision criteria.<br />Select approach appropriate to situation.<br />Demonstrate how our service/approach satisfies needs.<br />Determine nature of objections and respond appropriately. (Acknowledge the customer’s concerns)<br />Gain commitment to recommended action.<br /> Job-Specific Activities<br />Identify business needs of prospects and key customers. <br />
    17. 17. Some Consultative Sales Competencies<br />Managing the Sales Job<br />Supporting Sales Implementations<br />Customer Networking<br />Building Mutually Rewarding Relationships<br />Sales Opportunity Analysis (pipeline)<br />Sales Call Facilitation<br />Persuasive Communication (authentic, genuine)<br />Devising Methodology, Approaches and Solutions<br />
    18. 18. Achievement<br />Salary/commission match<br />Independence<br />Recognition<br />Active Learning <br />Sales Disposition (volume of work)<br />Job Fit <br />Professional Demeanor (image and tone) <br />Motivational Facets<br />
    19. 19. Business Engagement ModelCustomer-Centric Process<br />2<br />Brand Strategy<br />Positioning & Architecture<br />1<br />Understand the Market<br />Internal & External <br />3<br />Build Relationships Marketing, Communications, Sales<br />
    20. 20. The Key to Customer-Centric ModelsManaging Perceptions<br />
    21. 21. Delivering on the PromiseOrganizationally Speaking<br />Organized by Business Function<br />
    22. 22. Sales Strategies:What drives you and your team to succeed?<br />Building your team<br />Targeted Hiring<br />Compensation (Commission Plan) <br />Developing/working territories<br />Client Relationship Management (CRM)<br />Business Advisory Council<br /><ul><li>Seek out partnerships/providers</li></li></ul><li>Sales Strategies:What drives you and your team to succeed?<br />Performance Management<br />Opportunities Pipeline<br />Strategic Selling (Miller Heiman)<br />Blue Sheets<br />“The New Strategic Selling” <br />Managing your business<br />Sharing results (current sales)<br />All lines of the business involved<br />
    23. 23. Setting Revenue Targets<br />Set a revenue goal. Don’t be scared. Don’t settle for X if you don’t want to. It’s a goal; it should be realistic but a stretch! <br />Take a look at your revenue streams and figure out what percentage of your total revenues comes from which source. <br />Now, use those percentages to figure out how much you’d need to make from each of them in order to reach your overall revenue goal.<br />Once you have annual revenue goals for your various income streams, break that down further to monthly/quarterly revenue goals.<br />Now that you have revenue goals for each of your revenue streams, figure out what you need to do deliver in order to reach that goal. <br />Figure out how to make that happen, where to find those customers or additional clients!<br />
    24. 24. Making a Positive Impression<br />Be prepared (do your homework)<br />Set a positive tone<br />Pay attention to the individuals wants and needs<br />Manage the interaction<br />Make your demeanor engaging<br />Share personal success stories<br />Testimonials (visual and writing)<br />ROI stories<br />
    25. 25. Antiquated sales methodologies <br />Tactics before strategy<br />Transactional vs. Consultative<br />Branding (logos, business cards, etc.)<br />Lack of strategic positioning <br />Collaboration/Partnerships<br />Extension of Your Sales Team<br />Span of work – End results for the clients (Kirkpatrick’s level) ROI<br />Evaluation Time!<br />
    26. 26. Thank you for attending!<br />Jane Whitmore, Manager US Channel Education<br />Development Dimensions Int’l (DDI)<br />(412) 220-7984<br /><br />James Potantus, Vice President <br />Corporate College<br />A division of Cuyahoga Community College<br />(216) 987-2932 (office)<br /><br />