Vienna 2012 for LinkedIn profile
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Transcript of Vienna 2012 for LinkedIn profile
Achieving Sales Excellence: Managing strategic change in sales direc5on
across regions
Chris'an de Loës, B.Sc, PMP Managing Director
Prosensit Management Consul'ng
Boos5ng Sales & Sales Efficiency – Background and Direc'on
Change Management Challenge – Aligning 500 persons in 8 countries & cultures – Key Success Factors – How we did it
Conclusions – Achievements & reasons for the success
Content
Background • ”Opera'onal Excellence” to
strengthen world-‐class efficiency • Central decision to implement One
Sales Process (OSP) across the Group • Global Program, 1 Global PM+ 1 PM/
driver per subsidiary • Objec've: Implement OSP at
account level before year end • 500 persons in 8 countries to aYend
Sales Process training
How Sales where managed…
Sales support tools
CRM
Other Sales Tools
One standardized sales process will enable sales growth
Create Sales OpportunitiesCreate Sales
OpportunitiesCustomer
Buy-inCustomer
Buy-inPreparation of
proposalPreparation of
proposalGet
acceptanceGet
acceptance NegotiationNegotiation Contract HandshakeContract
Handshake
SDP1 SDP3
Contract ExecutionContract
ExecutionFinal Accept and PaymentFinal Accept and Payment
SDP4SDP2
Submit Proposal
Pursue Sales Opportunity
Sign Contract
One Sales Process
• Internal and external (i.e. customer) accountability
• Clear and common way of working
• Standardized and effective sales support tools
Verdi
Contract Fulfillment ResponsibleCustomer Solution Responsible
Core Three Account/Commercially Responsible
10% Growth Net Sales!
The Objec've
Change Management
Change Management Challenge
Applied Change Management
WHERE WHY
HOW FOLLOW-UP
Diagnosis and the actual situation Why to change
Our Vision Where to go (Objectives) The Frames
Implementation plan Communication plan
How to sustain the change ? Where did we go? Next goals or vision
Why One Sales Process ? • Enable clear roles and responsibili'es • Ensure consistent sales opportunity evalua'on & -‐
qualifica'on • Enable global opportunity priori'za'on and follow-‐up • Enable informa'on sharing by common nomenclature • One sales process means a simpler way of working • Less repor'ng -‐ the one sales process
defines clearly which tools that are to be used for repor'ng
The Objec've
10% Growth Net Sales!
Main Milestones • Phase 1
– Buy in and Sense of Urgency – Sales Process Alignment – Sales Portal – Development of Training Material
• Phase 2 – Dry Run – Deployment ( 16 Training session + Catch ups) – Make the change s'ck
Deployment Strategy • Dry Run to verify Training Material and – content • 1-‐2 Champions to be assigned per account/other org. • Sales Process portal • Development and implementa'on of Fast Track Sales Process • Bi-‐Weekly NewsleYer • Syncronisa'on of Training schedule with related projects • Con'nous course evalua'ons and –improvements • Liaison with corporate Sales & Marke'ng
Sustaining the change Sales Team (Users)
One Sales Process Champions (OSP)
Market Unit Champions(Sales/Solution/Project)
• Sales Process incorporated in Sales Opportunity Management tool (CRM)
• Monthly Hit Rate follow-up
• Quarterly checks on Sales Process usage
Key Success Factors • Top Management Commitment and Support (BONUS) • Managing the Human side of change • Communica'on (Portal, NewsleYer, Stakeholder mee'ngs) • Clear objec'ves to measure the level of change success • CommiYed Team • Follow-‐up in place (to sustain the change) • Sales process and ways of working incorporated into CRM
The End Result
10% Growth Net Sales!
14% Growth Net
Sales!