Post on 08-Aug-2015
AgendaBackground/context
Why sales training typically fails…
Critical success factors of an effective sales methodology
Measurement and adoption metrics
Closing thoughts
Questions
© 2015 ValueSelling Associates, Inc. All rights reserved.
Prospects are better educated
Sales person involved later in the sales cycle
More people in prospect organisations involved in the buying process
Our situation….
Crowded, noisy marketplace
Challenging and limited access to buyers
© 2015 ValueSelling Associates, Inc. All rights reserved.
over $130 Billion worldwide
*Bersin by Deloitte - Corporate Learning Factbook 2014. http://www.bersin.com/corporate-learning-factbook-2014
4
Companies spent
On Corporate Training initiatives last year alone
of that… $70 Billion was USA spend
Sales training initiatives have no lasting impact beyond 120 days*
9 out of 10
*Dave Stein, Sales Training: The 120-Day Curse (ES Research Group).
Why sales training typically fails…
Failure to align with strategic objectives
One size does not fit all
Theory that can’t be applied in the ‘real world’
Lack of management buy-in and accountability
Poor Integration with existing processes (such as CRM systems)
Leadership team fail to “walk the walk”
No measurement of indicators of success
© 2015 ValueSelling Associates, Inc. All rights reserved.
Organizational focus on the value of
solutions
Comprehensive implementation plan
Critical success factorsof an effective sales methodology
Management coaching and reinforcement
Keep it simple and straightforward (KISS)
© 2015 ValueSelling Associates, Inc. All rights reserved.
An effective approach to sales performance improvement
OngoingReinforcement
1
23
CustomizedProgram
Development
BlendedLearning
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The ValueSelling approachFocus on successful integration of our methodology into existing tools and processes
─ Not just an event
─ Customized content and tailored to the client
Change management approach
3 phases:
─ Prepare and align
─ Execute
─ Transfer ownership and measure
© 2015 ValueSelling Associates, Inc. All rights reserved.
ValueSelling Framework of Success
Develop a tailored sales training program aligned with sales leadership
Build tailored materials
Identify not only the content but delivery models
Integrate and leverage existing programs, tools and processes
Align sales leaders and line to the program
Prepare and Align
© 2015 ValueSelling Associates, Inc. All rights reserved.
ValueSelling Framework of Success
Execute!ExecuteOperationalise the ValueSelling Framework sales training program
eLearning pre-work a key component of rollout
Sales Leadership Coaching programme an integral part of process
Materials highly customised to reflect real world situations.
© 2015 ValueSelling Associates, Inc. All rights reserved.
ValueSelling Framework of Success
Transfer Ownershipand Measure
Change management and transfer of ownership to the Organisation
Integration of ValueSelling into existing sales management process and sales tools
Implementation of the eValuePrompter in CRM system
Measurement of objectives – leading and lagging indicators
© 2015 ValueSelling Associates, Inc. All rights reserved.
Importance of coachingSales people who receive as little as 3 hours of coaching per month, perform 15% to 17% better, than their peers.
Organisations that combine training and coaching improve their productivity up to 88% (versus training alone).
Sales organisations that significantly improve their coaching programs realise a 19% increase in revenue
Sales Executive Council
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10%
UrgentThe enablement of sales talent
20%
70%
The top 20%bring in 62%
of the revenue!
80% of the salesforce only brings
in 38% of therevenue
Number Of SalesPeople
PerformanceHighCoreLow
Source CSO Insights
© 2015 ValueSelling Associates, Inc. All rights reserved.
How can you effectively measure return on investment?
© 2015 ValueSelling Associates, Inc. All rights reserved.
Adoption Indicators: Leading, Lagging
Increased margins
Less discounting
Increase in revenue
Shorter sales cycles
Increase in strategic account penetration
Fewer calls required to close business
Increased transaction size
Improvement in % of deals closed
Increase in number of deals won
Mutual value articulation
Increase in follow-up “Plan” letters
Increase in “proposal presentations” prior to submitting final offer
Use of ValueSelling “language” during discussions of sales opportunities
Drop in technical resources involved until opportunity qualified
No evals/proposals released until ALL QP formula components are uncovered
Certain Sales Reps turning around poor performance
Leading Indicators Lagging Indicators
17
© 2015 ValueSelling Associates, Inc. All rights reserved.
© 2015 ValueSelling Associates, Inc. All Rights Reserved.
Closing thought…“Those who cannot
remember the past are condemned to repeat it.”
© 2014 ValueSelling Associates, Inc. All rights reserved.© 2015 ValueSelling Associates, Inc. All rights reserved.
Thank you!David Nisbet | Managing Partner, UK
david.nisbet@valueselling.com
+ 44 7816 161 409
Come and see us at stand:
1540