Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

22
Hmikfifk Uc|og|nhfjc Mcvc|z pg Og|kc L|chdpb|gskb Zhmcz \czsmpz Nidc Dsfdmc <588

Transcript of Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 1/22

Hmikfifk Uc|og|nhfjc Mcvc|z pg

Og|kc L|chdpb|gskb Zhmcz \czsmpz

Nidc Dsfdmc

<588

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 2/22

J|ipijhm g|khfiqhpigfhm cmcncfpz {bijb nszp lc u|czcfp og| zszphifc` bikb. uc|og|nhfjc pg gjjs|& Mcvc|z szshmmy ifjms`c jgnucpcfjicz- dfg{mc`kc-

hf` zdimmz'lcbhvig|z- hz {cmm hz gpbc| cmcncfpz zsjb hz zyzpcnz- u|gjczzcz-

jsmps|c- pcjbfgmgky- pggmz- hf` ng|c&

Crhnumcz1

Jgnucpcfjicz Dfg{mc`kc Zdimm'Lcbhvig|z Gpbc| Cmcncfpz

• Uc|zizpcfjc

• Zcmo.|cmihfjc

• Cfc|ky Mcvcm

_c|lhm Zdimm• Hzzc|pivcfczz

• Zgjihlimipy

• Bg{ u|g`sjpz {g|d

• Bg{ pg g|`c| nh|dcpifk

jgmmhpc|hm

• Bg{ pg g|khfiqc mch`z• Cmcncfpz go h nh|dcpifk umhf

• Gucfifk h zhmcz jhmm

• Szifk J\N `hph pg

|czch|jb hjjgsfpz

Crcjspifk h pc||ipg|ynhfhkcncfp umhf lhzc`

gf hjjgsfp ugpcfpihm

• Jgnucfzhpigf

• U|gjczz ' ZGU

• Ugmijicz

• Pcjbfgmgky ' Pggmz

• Uc|og|nhfjc Nhfhkcncfp• \cug|pifk

<

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 3/22

Pbifd go hf 2.jymif`c| Cfkifc 

:

8<

:

03

?

;

2

Oi|ifk gf hmm 2 jymif`c|z

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 4/22

[bhp bhuucfz io ip’z gfmy oi|ifk gf 0 jymif`c|z7

8<

:

03

?

;

2

0

Oi|ifk gf gfmy 0 jymif`c|z

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 5/22

Cfkifc

3

Zyzpcn 8

[bhp io ng|c pbhf gfc zyzpcn iz fgp uc|og|nifk gupinhmmy7

Zyzpcn <

@|ivc P|hif

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 6/22

G|khfiqhpigf

Osfjpigf

Ugzipigf

Phzd

G|khfiqhpigf} Jgnuhfy

Osfjpigf } @cuh|pncfp

Ugzipigf } \gmc } Agl

• Phzd

?

Jgnucpcfjicz Dfg{mc`kc Zdimm'Lcbhvig|z Gpbc| Cmcncfpz

• Uc|zizpcfjc

• Zcmo.|cmihfjc

• Cfc|ky Mcvcm• _c|lhm Zdimm

• Hzzc|pivcfczz

• Zgjihlimipy

• Bg{ u|g`sjpz {g|d

• Bg{ pg g|`c| nh|dcpifk

jgmmhpc|hm

• Bg{ pg g|khfiqc mch`z

• Cmcncfpz go h nh|dcpifk umhf

• Gucfifk h zhmcz jhmm

• Szifk J\N ̀ hph pg

|czch|jb hjjgsfpz• Crcjspifk h pc||ipg|y

nhfhkcncfp umhf lhzc`

gf hjjgsfp ugpcfpihm

• Jgnucfzhpigf

• U|gjczz ' ZGU

• Ugmijicz

• Pcjbfgmgky ' Pggmz

• Uc|og|nhfjc Nhfhkcncfp

• \cug|pifk

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 7/22

Zhmcz P|hififk Zhmcz Coocjpivcfczz

• Iz hf inug|phfp uh|p go ”zhmcz coocjpivcfczz„ • Ifjms`cz nsjb ng|c pbhf p|hififk

• U|cjc`c` ly h p|hififk fcc`z hfhmyziz • U|cjc`c` ly h uc|og|nhfjc khu hfhmyziz

• Lhzc` gf mch|fifk glacjpivcz • Lhzc` gf uc|og|nhfjc glacjpivcz

• Inu|gvcz dfg{mc`kc- zdimmz- g| hppips`cz• Inu|gvcz {g|dumhjc lcbhvig|z hf`

gspjgncz

• \cxsi|cz ifzp|sjpigfhm ̀ czikf hf`'g|

p|hififk ̀ cmivc|y zdimmz• Hmzg |cxsi|cz uc|og|nhfjc jgfzsmpifk zdimmz

• Gspusp ifjms`cz jgs|zcz- js||ijsmh- p|hififk

cvcfpz "c.mch|fifk- zcmo.`i|cjpc`-

jmhzz|ggn'ifzp|sjpg|.mc`- oicm` p|hififk)

• Gspusp ifjms`cz p|hififk- u|gjczz- ugmijy-

pcjbfgmgky- zyzpcnz- lczp u|hjpijcz

• Phjpijhm1 Ogjszc` gf {bg- {bhp- {by- bg{-

{bcf / {bc|c

• Zp|hpckij1 Ogjszc` gf g|khfiqhpigfhm

hmikfncfp pg zsuug|p bikb uc|og|nhfjc

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 8/22

[bhp jhf ygs jgfp|gm "g| ngzp zp|gfkmy ifomscfjc)7

[ipbif pbhp zuhf1

• [bhp iz pbc chziczp {if7 "mg{.bhfkifk o|sip)

[bc|c iz pbc likkczp khif7 "ngzp nimchkc)• [bhp iz pbc likkczp uhif7 "likkczp u|glmcn zgmvc`)

Lsp kcfc|hmmy- pg kcp zph|pc` 

2

G

OU

P

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 9/22

Ugzipigf

Pbiz iz ygs| oi|zp ph|kcp hf` ygs fcc` h lsmmzcyc

Ogjsz ygs| ifipihm coog|pz bc|c . gf pbc Ugzipigf mcvc|z

Kcp pbiz |ikbp og| Zhmcz / Zhmcz Nhfhkcncfp \gmcz

Zbg{ |czsmpz

Hmikf pbc gpbc| mcvc|z fcrp Pbcf zph|p ”pyifk zp|ifkz„ "hmikf) pg gpbc| osfjpigfz

Phzd

Pbiz iz p|hififk {g|d ‚ phzd hfhmyziz& Jgfzi`c| ip hf inug|phfp uh|p go pbc

Ugzipigf Hfhmyziz hf` pbc |czsmpifk p|hififk&

@g h k|chp phzd hfhmyziz

[|ipc pbiz ifpg ygs| p|hififk

Lsp jgfzi`c| ip aszp uh|p go pbc Ugzipigf {g|d

9

G

OU

P

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 10/22

Aszp h oc{ go pbc nhfy |chzgfz 

Lcppc| bi|ifk } zbg|pc|.|hnu su og| fc{ bi|cz "hf` u|gngpigfz)

Kcgncp|ij k|g{pb og| ifjsnlcfpz "vz& ifj|cncfphm)

K|chpc| jszpgnc| zhpizohjpigf / mgyhmpy "ifj|chzc ucfcp|hpigf)

L|chd gsp go ”25'<5 u|izgf„• Inu|gvc ”hvc|hkc„ uc|og|nhfjc mcvcmz hj|gzz pbc g|khfiqhpigf

Cfzs|c pbhp |c{h|`z hf` ifjcfpivcz `|ivc pbc |ikbp lcbhvig|z

Zyzpcnij hmikfncfp ogzpc|z jmh|ipy hf` ogjsz ‚ ucgumc ”occm lcppc|„

"|c`sjc` o|szp|hpigf hf` jgkfipivc `izzgfhfjc)

Lsp ngzp inug|phfpmy- {c `g ip og| pbc lgppgn.mifc |czsmpz 

85

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 11/22

Pbc Gspjgnc } Lgppgn.mifc \czsmpz "Zgnc \chm Crhnumcz)1 Hjbicvc` h $9&9?NN hffshm fcp \GI "nsmpiumc uc|og|nhfjc u|gacjpz)

Ifj|chzc` zhmcz uc| |cu ly 0;# pb|gskb jbhfkcz if pc||ipg|y nhfhkcncfp

hf` zhmcz jghjbifk

Ifj|chzc` zhmcz |czsmpz ?55# gvc| u|cvigsz ych| {bimc `cj|chzifk fcp

guc|hpifk crucfzcz ly <8#

Inu|gvc` hvc|hkc u|goiphlimipy uc| |cu ly 88# if 0 ngfpbz

Fc{my.p|hifc` 0.ngfpb cnumgyccz gspuc|og|nc` h jgfp|gm k|gsu go 3.

ych| cnumgyccz

Inu|gvc` u|gjczzifk cooijicfjy "g|`c| usmm.pb|gskb) ly 8?# if ? ngfpbz Ifj|chzc` mghfz jmgzc` uc| OPC if pbc :.ngfpb uc|ig` hopc| p|hififk ly <&:

uc| ngfpb "hvc|hkc |cvcfsc ifj|chzc go $82:D uc| jmhzz g| $:?&?NN if

8< ngfpbz)&

88

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 12/228<

Pbc Lszifczz Zipshpigf hf` U|glmcnz Kgg` k|g{pb |hpc ‚ [hmm Zp|ccp `h|mifk

G|ikifhm pchn {hz `gifk vc|y {cmm "pgu <5# `gifk 25# go u|g`sjpigf)

Fc{ Bi|cz zp|skkmifk ‚ hffshmiqc` FB ps|fgvc| {hz k|g{ifk ohzp

Zhmcz p|hififk {hz gfc {ccd if h jmhzz|ggn- hmm mcjps|c lhzc`

\cug|pifk {hz o|hkncfpc`- bh|` pg ifpc|u|cp- fgp hjpigfhlmc Pbc lczp go pbc fc{ zhmcz ucgumc {c|c u|gngpc` ifpg nhfhkcncfp- lsp 

Fg nhfhkcncfp p|hififk hf` nhfhkc|z chjb nhfhkc` pbci| g{f {hy

Jghjbifk {hz |h|c

Uc|og|nhfjc nhfhkcncfp {hz- ”Ygs `i` R mhzp ngfpb& Ygs fcc` pg `g Y fcrp 

ngfpb g| ygs’mm lc oi|c`„  Io ygs bh` if`szp|y zhmcz cruc|icfjc- {hfpc` pbc agl- hf` jgsm` ogk h ni||g|-

pbc agl {hz ygs|z

Oc{ sf`c|zpgg` pbc jgnumcr jgnucfzhpigf zyzpcn&

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 13/22

Jbhmmcfkc o|gn pbc U|czi`cfp ‚ ”Oir pbczc u|glmcnz„ 

Bc bi|c` h Z_U go B\

Pbc Z_U bi|c` h Uc|og|nhfjc @cvcmguncfp Pchn• I {hz pbc @i|cjpg|- Zhmcz Uc|og|nhfjc @cvcmguncfp "Zhmcz P|hififk'Coocjpivcfczz)

Pbc U|czi`cfp pgm` sz hmm1

”I lcmicvc if pbiz k|gsu hf` {bhp ygs {c|c bi|c` pg `g& Lsp I 

{hfp pg lc jmch|& Io ygs jhf’p `cmivc| gf ygs| u|gnizcz hlgsp 

inu|gvifk uc|og|nhfjc- ygs {gf’p lc zippifk hp pbiz phlmc pbiz

pinc fcrp ych|&„ 

8:

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 14/22

[bhp [c @i` ‚ Uc|og|nhfjc Khu Hfhmyziz Hfhmyziz go uhzp hf` uhzp |czsmpz } js||cfp zphpc } js||cfp |czsmpz& "Ugifp H)

@izjszzigf {ipb zcfig| nhfhkcncfp gf zp|hpckij `i|cjpigf- kghmz hf`uc|og|nhfjc glacjpivcz& "Ugifp L)

Hfhmyziz go p|hipz- bhlipz- zdimmz hf` u|hjpijcz go jh|cosmmy zcmcjpc` Pgu-

Ni``mc hf` Mg{ Uc|og|nc|z • If`ivi`shm Ifpc|vic{z } Nsmpiumc Zs|vcyz } Ogjsz K|gsuz } Glzc|vhpigfz

”Bi|ifk \ikbp„ u|gacjp ‚ {bhp’z pbc ”|ikbp zpsoo„ og| gs| |gmcz7 Bg{ ̀ g {cbi|c hf` u|gngpc ucgumc coocjpivcmy7

U|gjczz hfhmyziz hf` `gjsncfphpigf |cvic{ og| ugzzilmc Mchf u|gacjpz

\cvic{ go jgnucfzhpigf hf` ifjcfpivc u|gk|hnz hf` u|hjpijcz og| zhmcz \cvic{ go zhmcz nhfhkcncfp u|hjpijcz

Jszpgnc| Ifpc|vic{z- Zs|vcyz- hf` Ogjsz K|gsuz&

80

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 15/2283

[bhp [c @i` ‚ Uc|og|nhfjc Khu Hfhmyziz

Lco|icf` Znh|p Ucgumc {ipb ZHZ- ZUZZ- g| Nifiphl

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 16/22

\chm.[g|m` Piuz / ”Kgpjbhz„ Hfhmyziz go p|hipz- bhlipz- zdimmz hf` u|hjpijcz go jh|cosmmy zcmcjpc` Pgu- Ni``mc

hf` Mg{ Uc|og|nc|z• _hmi`hpc uc|og|nc| zphpsz jmgzcmy1 Czucjihmmy |smc gsp ”ifbc|ipc` h k|chp pc||ipg|y„

hf` gpbc| ohjpg|z pbhp nhzd ”ch|fc`„ pgu.u|g`sjc| zphpsz

• Mizpcf ngzp jmgzcmy pg pbc |chm pgu u|g`sjc|z- pbgzc ngvifk su zpch`imy- hf`

zsuc|zph| fc{ bi|cz {bg mchu gsp go pbc khpc• Go pbc pgu <5# zsuc|zph|z- |cumijhpc pbc lgppgn 8?#- fgp pbc pgu 0#

Ncpbg`z1 Ifpc|vic{z } Nsmpiumc Zs|vcyz } Ogjsz K|gsuz } Glzc|vhpigfz

Ifzc|p pbc _gijc go pbc Jszpgnc| ‚ phmd pg pbcn'mizpcf

\cpggm p|hififk lhzc` gf pbc hfhmyziz "pbc uc|og|nhfjc mcvc|z)

Lc |spbmczz gf u|gjczz |cvic{z& Zp|chnmifc( Hzzczz |ikbp& Bi|c |ikbp& P|hif |ikbp& @cvcmgu |ikbp& Nhfhkc |ikbp& Hk|cc gf {bhp zsjjczz mggdz midc- {ipb crcjspivcz- suo|gfp- hf` bg{ ip {imm lc

nchzs|c`&

8?

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 17/22

Gspjgncz1 Ugzipigf.Mcvcm Uc|og|nhfjc Mcvc|z Og| h Jgnnizzigf Zhmcz Ugzipigf if Oifhfjihm Zc|vijcz

8;

Pbiz iz aszp gfc crhnumc&

U|g`sjc pbiz og| ygs| zhmcz hf` zhmcz nhfhkcncfp |gmcz&

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 18/22

Gpbc| Mcvc|z [c Hmikfc`

82

P|hjdc` Zsjjczz

Ncp|ijz

H`aszpc`

Jgnucfzhpigf

Inu|gvc`

Ifpc|fhm Zc|vijc

Bi|c` og| pbc

Jgnucpcfjicz

J|chpc` P|hififk

og| Hmm Mcvc|z

Nhfhkcncfp Mcvc|z

Zhmcz P|hififk

Zhmcz Jghjbifk

Mcvc| @ihkfgzpijz

Uc|og|nhfjc Nhfhkcncfp

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 19/22

Bg{ {c J|chpc` h Uc|og|nhfjc.Cfbhfjifk Zyzpcn _cppc` pbc hfhmyziz- i`cfpioic` pbc mcvc|z hf` jgnnsfijhpc` cvc|y{bc|c

Usp :.{ccd zhmcz p|hififk js||ijsmsn if umhjc og| fc{ bi|cz "< {ccdz

|cngpc 8 {ccd if jmhzz) pbhp phskbp hmm mcvc|z- jbhfkc` lcbhvig|z if jmhzz

hf` jc|pioic` pbcn

Hmm fc{ nhfhkc|z {cfp pb|gskb pbc u|gk|hn hf` {c|c jc|pioic` Phskbp ifjsnlcfp nhfhkc|z zcuh|hpcmy hf` jc|pioic` pbcn

@cvcmguc` h jghjbifk u|gk|hn og| nhfhkc|z "hf` ycz- jc|pioic` pbcn)

Hmikfc` jgnu- uc|og|nhfjc nhfhkcncfp hf` |cug|pifk'ncp|ijz

Zph|pc` {g|d gf pbc zsuug|pifk mcvc|z aszp `izjszzc`

Jgfzphfp jgnnsfijhpigf } ngfipg|ifk {ipb `hzblgh|` |cug|pz Xsijd occ`lhjd mgguz- uc|og|nhfjc bgpmifc- h`aszpc` jgs|zc hz fcc`c`

P|hfzipigfc` mch`c|z pg phdc g{fc|zbiu hf` hjjgsfphlimipy

Pgu.`g{f- J.mcvcm zsuug|p {hz j|ipijhm&

89

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 20/22

Zgnc \czsmpz \c`sjc` hvc|hkc |hnu.su pinc pg nifinsn hjjcuphlmc uc|og|nhfjc og|

fc{my.bi|c`'p|hifc` |cuz o|gn ? ngfpbz pg :

Ifj|chzc` hvc|hkc zhmc |cvcfsc ly 2# uc| zhmc

\c`sjc` ps|fgvc| o|gn 00# pg <2# "8zp ych| Fc{ Bi|c pg <0#)

Ifj|chzc` ziqc go pgu u|g`sjc| jgfpifkcfp o|gn 9# pg 80#

Ifj|chzc` ”Fc{ Jszpgnc| Zpijd \hpc„ "zphp fgp hvhimhlmc)

@cj|chzc` g|`c| u|gjczzifk pinc ly 8?#

Lsp cvcf lcppc| 

<5

Gvc|hmm1 @cmivc|c` h $9&9?NN fcp \cps|f.gf.Ifvczpncfp {ipbif gfc ych|(

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 21/22

<8

_h|icz ly \gmc  \cj|sipifk } Zcmcjpigf

Jgnucpcfjicz

U|g`sjp Dfg{mc`kc

Zcppifk Kghmz / Glacjpivcz

Hjpivipy Umhffifk

Mch` Nhfhkcncfp

Hjjgsfp Zcmcjpigf

P|hififk } Jghjbifk

Pcjbfgmgky } Pggmz

Fcc`z.lhzc` Zcmmifk

Jgfzsmphpivc Zcmmifk Zdimmz

\cug|pifk

Uiucmifc Nhfhkcncfp

Hjjgsfp Nhfhkcncfp

Jgnucfzhpigf

[bhp Zbgsm` Ygs H`` ' Zslp|hjp Og| Ygs| Jgnuhfy7 @gjsncfp hf` ̀ izjszz

Uc|og|n pbc hfhmyziz ‚ Jgf`sjp pbc |czch|jb

Lsim` p|hififk h|gsf` pbc mcvc|z

Og| zhmcz |gmcz- lsim` hjpivipy ng`cmz

Og| nhfhkc|z- lsim` p|hif.pbc.p|hifc| hf` jghjbifk zyzpcnz

Hmikf pbc uc|og|nhfjc zyzpcnz

Uc|og|nhfjc Mcvc| Nir

Pbhfd ygs- [g|`mc&fcp

8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)

http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 22/22

Xsczpigfz g| Jgnncfpz7

Nidc DsfdmcnidcWdsfdmcEnif`zu|ifk&jgn

Pbhfdz og| \ch`ifk(

bppu1''{{{&mifdc`if&jgn'if'nidcdsfdmc bppu1''lip&my'IfvipcNidc.Mifdc`If