Accelerating Sales Performance through People
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Transcript of Accelerating Sales Performance through People
Strategic Workforce Consulting for the Human Age
Accelerating Sales Performance through People
Yiorgos Fragkos
Strategic Workforce Consulting for the Human Age
2ManpowerGroup Solutions
We are Entering the Human Age
In this new age it will be the
power of human potential
that drives companies and
communities forward.
Winning in the Human Age
requires a new way of
thinking about and
approaching your workforce.
Strategic Workforce Consulting for the Human Age
3ManpowerGroup Solutions
Last century’s rulebook, management practices and tools impair an organization’s ability to achieve success. Without a workforce strategy that is not only aligned with but accelerates their business strategy, an organization is destined for failure.
“THE QUESTION THAT FACES THE STRATEGIC DECISION MAKER IS NOT WHAT HIS
ORGANIZATION SHOULD DO TOMORROW. IT IS, WHAT DO WE HAVE TO DO TODAY TO BE
READY FOR AN UNCERTAIN TOMORROW?”
– Peter Drucker
A Time of Great Risk and Uncertainty
Strategic Workforce Consulting for the Human Age
4ManpowerGroup Solutions
Where Strategic Alignment is Not a Luxury, but a Necessity
What people and culture do we need to deliver our customer experience?
What insight, knowledge, and data do we need to make better decisions?
What investments, choices ,and trade-offs will create the most value?
What work models, people practices, and talent sources will we need to succeed?
Strategic Workforce Consulting for the Human Age
Pharmaceuticals & Medical Products Practice
EMEA 2010 -2012 Experience
Strategic Workforce Consulting for the Human Age
Worked with more than 30 large organizations Restructuring Redeployment Sales Force Assessment & Development Leadership Development
3.000+ pharma executives of all levels
Specialized survey, followed by interview, of 120 pharma leaders
A common Need = How to accelerate Sales performance
The gist of this experience = 4 Pharma industry Myths
Pharmaceuticals & Medical Products Practice
Strategic Workforce Consulting for the Human Age
Common myths on Accelerating Sales
Performance
Strategic Workforce Consulting for the Human Age
Myth 1 # Sales training alone can upgrade your sales staff
Strategic Workforce Consulting for the Human Age
Myth 1 # Sales training alone can upgrade your sales staff
Strategic Workforce Consulting for the Human Age
Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep
Strategic Workforce Consulting for the Human Age
Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep
Strategic Workforce Consulting for the Human Age
Myth 3 # Past success predicts future success
Strategic Workforce Consulting for the Human Age
Myth 4 # There is a single assessment tool which predicts sales effectiveness
Strategic Workforce Consulting for the Human Age
How ManpowerGroup Accelerate Sales
Performance Through Talent
Strategic Workforce Consulting for the Human Age
Accelerating Sales Performance Through Talent
Strategic Workforce Consulting for the Human Age
Sales & Business Strategy Alignment
Strategic Workforce Consulting for the Human Age
Talent Audit Sample Report
Strategic Workforce Consulting for the Human Age
Hiring & Selection Systems
Strategic Workforce Consulting for the Human Age
Develop Sales Talent
Strategic Workforce Consulting for the Human Age
Sales Force Development is a Process, not an Event
Strategic Workforce Consulting for the Human Age
Measure Progress and ROI
Strategic Workforce Consulting for the Human Age
Return on Investment from Our Case Studies
• Participants to the process, across 4 different countries:• Achieved 21% or more in sales quota• Had sales rates 18% higher than average sales force• Were three times more successful in proposals closing to sales• Were significantly better at both up-selling and cross selling• Were five time better at avoiding excessive discounting• Had considerably more effective new product launches
Global Medical Device Organization
Strategic Workforce Consulting for the Human Age