Post on 05-May-2018
Lou Schachter Managing Director BTS Sales Practice
Advantage Sales Leadership Webcast Series 2009
Copyright © 2009 BTS – All Rights Reserved
Topic Partner Date
Set Customer Expectations Higher BTS April 14
Applying Total Quality Management to Sales HR Chally May 8
How to Drive More Business – Now Advantage Performance June 9
How to Manage Sales in Times of Recession HR Chally Aug 6
Sales Forecasting Market Partners Sept 4
Sales Transformation BTS Oct 9
More Profitable Relationships Faster Clarity Advantage Nov 3
Coaching Produces Sales InsideOut Dec 4
Advantage Sales Leadership Webcast Series 2009
Copyright © 2009 BTS – All Rights Reserved
Copyright © 2009 BTS – All Rights Reserved
PRODUCTS
SOLUTIONS
ACCELERATORS
Needs
Problems
Results
Copyright © 2009 BTS – All Rights Reserved
Large, strategic effort… to change the way your company goes to market… or to change how your sales force interacts with its
customers… particularly a shift from product or solution selling
to accelerating their customers’ business results
PRODUCTS
SOLUTIONS
ACCELERATORS
Needs
Problems
Results
Copyright © 2009 BTS – All Rights Reserved
Confusing, unaligned initiatives
Copyright © 2009 BTS – All Rights Reserved
Over-focusing on product knowledge
Copyright © 2009 BTS – All Rights Reserved
Not investing in coaching 19% Gap!
Performance of Salespeople Against Goal
Level of Coaching Performance By Manager
Copyright © 2009 BTS – All Rights Reserved
Skipping some critical activities
Develop a better understanding of changing customer requirements
Align compensation with strategy
Copyright © 2009 BTS – All Rights Reserved
Focus on account management and sales pipeline
Segment your markets and realign salespeople
Refocus sales training to emphasize new sales skills
Leverage technology investments
PRODUCTS
SOLUTIONS
ACCELERATORS
Needs
Problems
Results
Copyright © 2009 BTS – All Rights Reserved
Copyright © 2009 BTS – All Rights Reserved
Denial Commitment
Resistance Exploration
Copyright © 2009 BTS – All Rights Reserved
Copyright © 2009 BTS – All Rights Reserved
Copyright © 2009 BTS – All Rights Reserved
Build Stakeholder Alignment
Participant and Manager Alignment
The workshop experience
Build Accountability Implement Action Plan
Before(Align Stakeholders)
During(Build Capability)
After(Apply Learning)
iBooster Development Action Plan Business
ResultsImpact Map
Copyright © 2009 BTS – All Rights Reserved
PRODUCTS
SOLUTIONS
ACCELERATORS
Needs
Problems
Results
Copyright © 2009 BTS – All Rights Reserved
Copyright © 2009 BTS – All Rights Reserved