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Welcome to today’s Webinar
Sales Methodology RX:A Prescription for Healthy Sales
Teams in an Unhealthy Economy.
Brought to you by:
Today’s Presenters
Danita ByeDanita ByePresidentPresidentSales Growth SpecialistsSales Growth Specialists
Today’s Presenters
Bill EckstromBill EckstromFounder, President/CEOFounder, President/CEOEcSELL InstituteEcSELL Institute
Study by Xerox Corp. in the early 1980sStudy by Xerox Corp. in the early 1980s
““They found that a Sales Manager atThey found that a Sales Manager atXerox Corp. would have to workXerox Corp. would have to work29 hours a day29 hours a day in order to complete in order to completethe daily tasks and duties laid out in theirthe daily tasks and duties laid out in theirjob description.”job description.”
Passage by Neil Rackham in the book Rethinking Sales ManagementPassage by Neil Rackham in the book Rethinking Sales Management
PLUSPLUS
Understand what is and what is not in your control
Of that, understand what drives production
Focus attention, detail and activity against the
drivers of productivity
Develop your sales leadership and management acumen
““The productivity of your team is a reflectionThe productivity of your team is a reflectionof the leadership and management acumen ofof the leadership and management acumen ofthose in management.”those in management.”
Bill EckstromBill EckstromFounder, CEO/PresidentFounder, CEO/PresidentEcSELL InstituteEcSELL Institute
Tal
ent I
dent
ific
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n &
Acq
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Tal
ent I
dent
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n &
Acq
uisi
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Sale
s M
etho
dolo
gy &
Sal
es S
kill
sSa
les
Met
hodo
logy
& S
ales
Ski
lls
Dev
elop
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t D
evel
opm
ent
Prof
essi
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Dev
elop
men
tPr
ofes
sion
al D
evel
opm
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Plan
ning
Plan
ning
Com
pens
atio
n/R
ecog
niti
on/R
ewar
dC
ompe
nsat
ion/
Rec
ogni
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/Rew
ard
An
alyt
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An
alyt
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Leadership and ManagementLeadership and Management
The 6 PillarsThe 6 PillarsIt is how one leads and manages that will ultimately It is how one leads and manages that will ultimately
affect the success within each Pillaraffect the success within each Pillar
Sales Methodology RX
A Prescription for Healthy Sales Teams
in an Unhealthy Economy
EcSELL Institute, May 2009
Objectives •How to design a sales methodology that shortens your sales cycle •Which mindsets must be in place before you can successfully execute your sales process •What criteria that must be met before advancing to the next step of your sales process •How to use sales methodology to gets new hires up to speed quickly •How and when to measure progress so you can get accurate forecasts
Unhealthy vital signs • “We’re dependent on a few large clients; it’s too risky. We must diversify.”
•“90% of our sales come from current clients and their business is sliding. I need new clients.”
•“I have order takers; we need people who can generation new business.”
Unhealthy vital signs • “Our salespeople can’t hold margin. Help!”
•“Our website is generating leads; but no ones closing them.” •“Our sales cycle is so long; however, I don’t think there’s anything we can do to shorten it.”
Unhealthy vital signs • “We’re getting orders; but, they are smaller.”
•“Nothing’s closing. My people don’t know what do to with the spending-freeze stall.”
•“I have only have 1 person exceeding quota; the rest are struggling.”
Unhealthy vital signs
•“I have no confidence in the sales rep’s pipeline.”
Sales Methodology RX
Case Study Challenge
Mindset (Sales Force Overview Results)
Methodology Installation
Sales Mindset Coaching
• 3.4 B worldwide revenues
• 40 M in Narrow Web in Western Hemisphere
• 3 years of post-merger declining revenues & profits
• Changing marketplace, more competition
• Pricing eroded
• Relationship based selling…wasn’t working.
Case Study Challenge
• Hank Malone named VP of Sales & Marketing
• Hank’s assessment:“The stand alone events that we had tried, like the annual sales meeting or sales training, failed to produce lasting results, so I knew that we needed a long-term, process-based initiative.”
Case Study Challenge
• Market share grows 8% first year, despite mature market & recession
• Improved pipeline predictability from 10% to 70%, more accurate planning and more efficient operation
• Higher margins
• Shorten average sales cycle from 18 months to 4 months.
Case Study Results
Sales Methodology RX
Case Study Challenge
Mindset (Sales Force Overview Results)
Methodology Installation
Sales Mindset Coaching
• Do existing sales people have hunter/NBD mindset? Or, are they really account managers?
• What needs to happen to help them be more effective?
• Can they implement a sales methodology?
• If not, where do they need help and support?
• Where do sales systems & processes need to be strengthened?
• Where should development be focused to maximize ROI?
Sampling of Hank’s Questions (People, Process, Systems)
Sales Mindsets
Sales Mindset
Sales Mindsets
Sales Mindset
Crucial Success Elements
0%
20%
40%
60%
80%
100%
Desire Commitment Outlook Responsibility
0%
20%
40%
60%
80%
100%
Sales Force Assessment-Mindset
Objective Management Group
Crucial Success Elements
0%
20%
40%
60%
80%
100%
Desire Commitment Outlook Responsibility
0%
20%
40%
60%
80%
100%
Sales Force Assessment-Mindset
Any lack of results I experience from time to
time are due primarily to:
• Economy or marketplace
• My competitors
• Company policies
• My own personal ineffectiveness
Objective Management Group
Sales Mindsets
Sales Mindset
Impact
Sales Force Assessment-Mindset
Major Performance Factors
0%10%20%30%40%50%60%70%80%90%
100%
No Need ForApproval
Supportive BuyCycle
Supportive RecordCollection
No Money Issues Ability To ControlEmotions
0%10%20%30%40%50%60%70%80%90%100%
Objective Management Group
Sales Force Assessment-Other Data
1. NBD MindsetHunters: 0
Qualifiers: 0Closers: 0Account Managers: 8
2. Selling System: 0
HUNTER SALES SKILL SET
SalespersonMyron Hillock Group
Dennis 38%
Kirk 75%
Matt 62%
Kevin Vehar Group
Brett 25%
William Arpin 50%
Gregory 25%
T. Michael 50%
New Product Business Development Group
Michael Green 12%
Hal Schillinger Group
Steve 38%
Michael Crosby 25%
Leo 25%
Michael Smith 50%
Lance Holbrook Group
William Bigham 50%
Kyle 62%
Jim 75%
Tony 62%
Sales Methodology RX
Case Study Challenge
Mindset (Sales Force Overview Results)
Methodology Installation
Sales Mindset Coaching
Sales Methodology Installation
Sales Methodology Installation
On Deck/At Bat (Prospecting)
Key Tool: 20 Point System
Activity Points Earned
Contact with an emotional decision maker 3
First meeting with a new prospect 3
Five cold-calls via phone or visit 4
Obtaining a commitment to do something to move forward
4
Forcing a decision to NO! 5
Obtaining a referral from a client or co-supplier 5
Having a decision meeting 5
Closing a deal worth $20k per year 20
Sales Methodology Installation
First Base: Fully Qualified Opportunity
Sales Methodology Installation
First Base: Fully Qualified Opportunity
Sales Methodology Installation
Second Base: Fully Qualified Product and Service Solution
Requires that sales person has covered the following issues: 1.) Strategy and tactics2.) Dealing with the right people (Emotional vs. Logical)3.) Understand client’s perceived value & risk for not taking action4.) Determine if Cost of Pain outweighs the Cost of Change
Sales Methodology Installation
Third Base: Negotiate and Close
Sales Methodology Installation
Second Base: Fully Qualified Product and Service Solution
Sales Methodology Installation
Third Base: Fully Qualified Product and Service Solution
Sales Methodology Installation
Home: Deliver Sales and Payment per Agreement
Sales Methodology Installation
Other:
Sales Methodology Installation
Wimp Junction
Fat Words
Pre Call Planning
WIMP Junction: Price vs. Value Path
Fat Words
Upfront Contracts
Action Drivers
Trust Cycle
Sales Methodology RX
Case Study Challenge
Mindset (Sales Force Overview Results)
Methodology Installation
Sales Mindset Coaching
Sales Mindsets
Sales Mindset Coaching
Sales Mindsets
Sales Mindset Coaching
Impact
Sales Mindset Coaching
Major Performance Factors
0%10%20%30%40%50%60%70%80%90%
100%
No Need ForApproval
Supportive BuyCycle
Supportive RecordCollection
No Money Issues Ability To ControlEmotions
0%10%20%30%40%50%60%70%80%90%100%
Objective Management Group
Sales Mindset Coaching
Sales Mindset Coaching
Sales Mindset Coaching
• Market share grows 8% first year, despite mature market & recession
• Improved pipeline predictability from 10% to 70%, more accurate planning and more efficient operation
• Higher margins
• Shorten average sales cycle from 18 months to 4 months.
Case Study Results
Sales Methodology RX
A Prescription for Healthy Sales Teams in an Unhealthy Economy
EcSELL Institute, May 2009
EcSELL Institute members…• Have a desire to increase production
• Understand that they have control over six primary areas that affect productivity – 6 Pillars
• Talent I.D. and Acquisition
• Sales Methodology and Skills Development
• Professional Development
• Sales Analytics
• Compensation / Recognition / Rewards
• Planning
• Want information, tools and programming that are timely, consistent, fact-based and evolving
www.ecsellinstitute.com
Hands on learning / Rich discussion / Learn from world renowned experts!
Dr. J.P. Pawliw-Fry, Institute for Health and Human Potential
Discover the impact of Emotional Intelligence (EQ) on a sales team
Lowell Catlett, PhD, World renowned futurist /forecaster of economic trends
Learn about the five economic trends that are providing more business opportunities than even before!
Kimberly Rath, President, Talent Plus
Understand the difference between selection vs. hiring, talent vs. training and the attributes of the best sales teams
Ken Rubin, CEO, LucidEra
Identify hidden metrics that can lead to different sales management decisions
Mary Uhl-Bien, PhD, Assoc. Director, Global Leadership Institute
Explore emerging leadership theories and their impact on sales productivity
EcSELL Institute SummitJuly 28-29, 2009
Half Moon Bay, CAwww.ecsellinstitute.com/summit09
Questions and Answers
EcSELL InstituteEcSELL Institute
To learn more visit or call:To learn more visit or call:www.ecsellinstitute.com402-261-6948402-261-6948
Don’t miss our EcSELL Institute Don’t miss our EcSELL Institute Sales Management Summit!Sales Management Summit!July 28-29, 2009 July 28-29, 2009 www.ecsellinstitute.com/summit09
Sales Growth SpecialistsSales Growth Specialists
To lean more visit or call:To lean more visit or call:www.salesgrowthspecialists.com800-256-2799800-256-2799