8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 1/67
Hc} M}dej|g}ctag ^e`d~ ]d~t`|~
E`baibia [d}hc}feind @dxd}~
Fbjd Jtij`dEtat~| =;55
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 2/67
EadileCxd}xbdq?
Menja}ctil Ldhbib|bci ^bw&[}codn| E{{}ceng, Qgr B|‒~ Qc}|g |gd Dhhc}|
Qe`j&|g}ctag ch |gd ^bw [}codn|~
Ne~d Dwef{`d
E{{dilbw qb|g Gd`{ht` ]d~ct}nd~
= =
[d}hc}feind @dxd}~\gd [`ei
‐Dxd}rmclr!~ ac| {`ei~))) ti|b` |gdr ad| gb|)‖ Fbjd \r~ci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 3/67
E ~el mt| |}td |e`d
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
>
‐Je}di, qd iddl ~e`d~ |}ebibia%‖
Je}di }dxbdq~ ~e`d~ |}ebibia )
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 4/67
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 5/67
E ~el mt| |}td |e`d
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
4
Je}di ld`bxd}~ ~e`d~ |}ebibia )
\}ebibia Dw{di~d~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 6/67
E ~el mt| |}td |e`d
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
8
‐Je}di, qge| ge{{didl%3‖
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 7/67
E ~el mt| |}td |e`d
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
1
‐Je}di, qge| ge{{didl%3‖
Ennc}lbia |c D^ ]d~de}ng A}ct{ 74&24$ch ~e`d~ |}ebibia }d~t`|~ bi ic `cia&|d}f
bf{en| bi {d}hc}feind)
E ~|tlr e| Nc`tfmbe Tibxd}~b|rhctil |ge| t{ |c 24$ ch qge| b~|etag| bi |}ebibia {}ca}ef~ b~
qe~|dl |g}ctag e heb`t}d |c |}ei~hd}
`de}ibia |c |gd qc}j{`end)
E Wd}cw~|tlr
~gcqdl|ge| 71$ ch
|gd
jicq`dlad`de}idl bi
~e`d~|}ebibia b~`c~| qb|gbi5= qddj~)
Ennc}lbia |c e ^e`d~ [d}hc}feind Bi|d}ie|bcie` ~|tlr fc~| ~e`d~ {}chd~~bcie`~ hc}ad| e| `de~|4;$ ch qge| |gdr `de}idl bi |}ebibia {}ca}ef~ bi `d~~ |gei hbxd qddj~) Hc} cxd} <<$ ch 8 ;;;~e`d~ {}chd~~bcie`~ ~t}xdrdl |gdr hc}ad| bi `d~~ |gei cid fci|g) Ht}|gd} ~e`d~{dc{`d ci`r
}dfdfmd} 58$ ch nci|di| h}cf ~e`d~ |}ebibia qc}j~gc{~ eh|d} ci`r 2; ler~)
^cfd|gbia iddl~ |c ngeiad%
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 8/67
Ei e`|d}ie|bxd
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
7
[d}hc}fd}Eie`r~b~
^e`d~ ( ^e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}\}ebibia
[d}hc}feind@dxd}
E`baifdi|
C}aeibze|bci
Htin|bci
[c~b|bci
\e~j
\gd ̂ bw[d}hc}feind@dxd} [}codn|~
[d}hc}feind@dxd} E`baifdi|
]de` ̂ e`d~[d}hc}feindBf{}cxdfdi|
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 9/67
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 10/67
Bfeabid ei 7&nr`bild} diabid hb}bia ci e`` 7 nr`bild}~)
5=
>
<4
8
1
7
5; 5;
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 11/67
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 12/67
Diabid
5=
^r~|df 5
^r~|df =
L}bxd \}ebi
5=
Qge| bh fc}d |gei cid ~r~|df b~i‒| qc}jbia }bag|3
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 13/67
Gb}bia
5>
^r~|df 5^r~|df =
@de}ibia p Ldxd`c{fdi|
5>
Gcq b~ |gb~ lbhhd}di| bi c}aeibze|bci~3
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
^r~|df >
Ncf{di~e|bci
^r~|df 4
Ncengbia p Feieadfdi|
^r~|df <
[}cnd~~d~
^r~|df D| Nd|d}e
Eil Fc}d…
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 14/675< 5<
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
B|‒~ Ic|%
Gcq b~ |gb~ lbhhd}di| bi c}aeibze|bci~3
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 15/67
C}aeibze|bci
Htin|bci
[c~b|bci
\e~j
\r{d~ ch @dxd}~C}aeibze|bci ' Ncf{eir"
Htin|bci 'Ld{e}|fdi|"
[c~b|bci ']c`d # Ocm"• \e~j '~tm~d|"
54 54
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
B|‒~ ‐^r~|df~ \gbijbia‖
g||{?##di)qbjb{dlbe)c}a#qbjb#^r~|df~S\gbijbia
Ncf{d|dinbd~ Jicq`dlad ^jb``#Mdgexbc}~ Ncilb|bci~
E~~d}|bxdid~~E||b|tldDid}ar @dxd`Xd}me` ^jb``^cnbemb`b|r
Bild{dildind
Gcq {}cltn|~ qc}jGcq |c c}aeibzd `del~Gcq |c ~d| e{{cbi|fdi|~Gcq |c t~d nc``e|d}e`^e`d~ {}cnd~~ ~|ead~
Gcq |c ad| ei~qd}~
\}enjbia `del }d~t`|~^d||bia e{{cbi|fdi|~C{dibia e ~e`d~ ne``[}cmbia hc} iddl~[}d~di|bia ~c`t|bci~
Idac|be|bia
Ncf{di~e|bci[}cnd~~d~ [c`bnbd~ ( [}cndlt}d~^r~|df~ \dngic`car ( \cc`~[d}hc}feind Feieadfdi|]d{c}|bia
Eil fc}d))
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 16/67
^e`d~ \}ebibia ^e`d~ Dhhdn|bxdid~~ /B~ ei bf{c}|ei| {e}| ch ‐~e`d~ dhhdn|bxdid~~‖ Bin`tld~ ftng fc}d |gei |}ebibia
[}dndldl mr e |}ebibia iddl~ eie`r~b~ [}dndldl mr e {d}hc}feind ae{ eie`r~b~
Me~dl ci `de}ibia cmodn|bxd~ Me~dl ci {d}hc}feind cmodn|bxd~
Bf{}cxd~ jicq`dlad ~jb``~ c} e||b|tld~Bf{}cxd~ qc}j{`end mdgexbc}~ eilct|ncfd~
]dutb}d~ bi~|}tn|bcie` ld~bai eil#c}|}ebibia ld`bxd}r ~jb``~
E`~c }dutb}d~ {d}hc}feind nci~t`|bia ~jb``~
Ct|{t| bin`tld~ nct}~d~ nt}}bnt`e |}ebibiadxdi|~ 'd&`de}ibia ~d`h&lb}dn|dln`e~~}ccf#bi~|}tn|c}&`dl hbd`l |}ebibia"
Ct|{t| bin`tld~ ̀ de}ibia ~r~|df~{}cnd~~d~ {c`bnbd~ |dngic`car ~r~|df~md~| {}en|bnd~ eil fc}d
\en|bne`? Hcnt~dl ci qgc qge| qgr gcqqgdi ( qgd}d
^|}e|dabn? Hcnt~dl ci c}aeibze|bcie`e`baifdi| |c ~t{{c}| gbag {d}hc}feind
/ E`~c }dhd}}dl |c e~ ^e`d~ Hc}nd Dhhdn|bxdid~~ ̂ e`d~ Diem`dfdi| c} ̂ e`d~ [d}hc}feind Ldxd`c{fdi|
CH[
\
58
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
^e`d~ \}ebibia * @dxd}~ 6 ^e`d~ Dhhdn|bxdid~~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 17/67
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
Qgd}d |c ^|e}|3 B t~dl |c nci~bld}…Qge| nei rct nci|}c` 'c} fc~| ~|}cia`r bih`tdind "3Qb|gbi |ge| ~{ei?
Qge| b~ |gd de~bd~| qbi 3 '`cq&geiabia h}tb|"Qgd}d b~ |gd mbaad~| aebi3 'fc~| fb`dead"Qge| b~ |gd mbaad~| {ebi3 'mbaad~| {}cm`df ~c`xdl"
@cabne`… mt| |gd~d ler~, |c ad| ~|e}|dl…
51
CH[
\
51
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 18/67
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
^d`dn|bciAd| ~ct}nbia ~d`dn|bci eil {}cfc|bia }bag|?
Bldi|bhr |gd }bag| ncf{d|dinbd~ mr }c`d '~e`d~#fa|"T{a}eld {}cnd~~d~ hc} ~ct}nbia eil gb}bia df{`crdd~T{a}eld {}cnd~~d~ hc} ldxd`c{bia eil {}cfc|bia df{`crdd~
[c~b|bci@dxd}~
Lc e [c~b|bci&`dxd` [d}hc}feind @dxd} eie`r~b~?[t| ~|}cia hcnt~ gd}d & ci |gd [c~b|bci ̀ dxd}~Bldi|bhr @dxd}~ ne{|t}d Md~| [}en|bnd~ eil t{a}eld `de}ibia ~r~|df~Ad| |gb~ }bag| hc} h}ci|`bid ^e`d~ ( ̂ e`d~ Feieadfdi| ]c`d~E`bai e~ feir ~t{{c}|bia c}aeibze|bcie` ̀ dxd}~ e~ rct nei^gcq }d~t`|~\gdi ~|e}| ‐|rbia ~|}bia~‖ 'e`baibia" |c c|gd} `dxd}~ eil htin|bci~
\e~j@dxd}~
[t}d |}ebibia |e~j eie`r~b~? Bldi|bhr @dxd}~ ne{|t}d Md~| [}en|bnd~ eil?Nciltn| e a}de| |e~j eie`r~b~Q}b|d |gd |e~j~ bi|c |}ebibiaAe|gd} bf{c}|eind lbhhbnt`|r eil h}dutdinr |c fejd accl |}ebibia ldnb~bci~
57
CH[
\
Bf{c}|eind Lbhhbnt`|r H}dutdinr
57
…B ^taad~| \gb~?
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 19/67
^d`dn|bci * ^e`d~ ( Feieadfdi| @dxd}~ * ^t{{c}|bia C}a @dxd}~
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
\}enj ^tnnd~~Fd|}bn~
E`baiNcf{di~e|bci
Bf{}cxd Bi|d}ie`^d}xbnd
^d`dn| hc} |gdNcf{d|dinbd~
\}ebi |gd ^e`d~Feieadfdi| @dxd}~
Qge| ( Gcq |c \}ebi
Gcq |c Nceng
Gcq |c Lbeaic~d @dxd}~
Gcq |c Feiead[d}hc}feind
\}ebi |gd ^e`d~[c~b|bci @dxd}~
Ic|d? \gd~d e}d ot~| dwef{`d~ eil fer ic| md }bag| hc} rct} c}aeibze|bci
CH[
\
52
]dfcxd [c`bnr (^C[ Me}}bd}~
Ncf{d|dinbd~ ^e`d~ [`eiibia \d}}b|c}rFeieadfdi|
Nci~t`|e|bxd^d``bia
Enncti|^d`dn|bci
\dngic̀ car (\cc` T~d
[b{d`bidFeieadfdi|
Enncti|Ldxd`c{fdi|
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 20/67
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
=;
Xe}bd~ mr ]c`d Mt|Qb`` Bin`tld…
Gb}bia Ncf{d|dinbd~]dn}tb|bia p ̂ d`dn|bci
Ncf{di~e|bci]d{c}|biaEil Fer Bin`tld…
[}cltn| Jicq`dlad^d||bia Ace`~ ( Cmodn|bxd~@del Feieadfdi|\dngic`car p \cc`~Enncti| ^d`dn|bciNci~t`|e|bxd ̂ d``bia ^jb``~[b{d`bid Feieadfdi|Enncti| Feieadfdi|Enncti| Ldxd`c{fdi|Hc``cq&t{ p Hc``cq&|g}ctag\}ebibia p NcengbiaEn|bci [`eiibia
…eil fc}d…
Qge| ^gct`l Rct Ell # ^tm|}en| Hc} Rct} Ncf{eir3Lcntfdi| eil lb~nt~~ blde~ qb|g |c{ {}cltnd}~ ( `deld}~Ea}dd ci e gr{c|gd~b~[d}hc}f |gd eie`r~b~ p Nciltn| |gd }d~de}ng
„
^t}xdr'~" „ Bi|d}xbdq~ p Hcnt~ A}ct{~ „ Cm~d}xe|bci
Rct} [d}hc}feind @dxd} Fbw
CH[
\
=;
Qge| e}d \gdr bi Rct} Qc}`l3 ^|e}| \gbijbia Icq…)
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 21/67
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci
Gbag&@dxd` Cxd}xbdq? LBR ‐Gcq \c‖[d}hc}fd} Eie`r~b~ 'Qgc \c ^|tlr"^e`d~ ( ^e`d~ Feiead} ^d`dn|bci 'Gcq |c ^d`dn| [}cfc|d ( Ldxd`c{"
E~~d~~fdi|~ ncf{d|dinbd~ ~ct}nbia bi|d}xbdqbia ~d`dn|bci |}enjbia xe`ble|bci
[d}hc}feind @dxd} Bldi|bhbne|bci 'Qge| ]de``r L}bxd~ [d}hc}feind"Bi|d}xbdq~ |c n}de|d gr{c|gd~d~ hc} [d}hc}feind @dxd}~ '~e`d~ }d{~ ( ~e`d~ feiead}~"^t}xdr~ |c ncihb}f # gcid [d}hc}feind @dxd}~
Md~| [}en|bnd~ Ne{|t}d 'Ld|eb`~ ch Deng [c~b|bci#\e~j @dxd}"Bi|d}xbdq~ # hcnt~ a}ct{~ # cm~d}xe|bci |c ae|gd} Md~| [}en|bnd~
']d"Ld~bai \}ebibia hc} ^e`d~ ( ^e`d~ Feiead}~ '^ge}d |gd Jicq`dlad"@de}ibia ~r~|df~? {}d&qc}j |}ebibia {c~|&qc}j }dbihc}ndfdi| fde~t}dfdi| }d{c}|bia
E`bai C|gd} @dxd}~'^t{{c}| |gd @dxd}~ Dxd}r Qer [c~~bm`d"Fde~t}d }d{c}| hddlmenj elot~| }d{de|
=5Qgbng mdncfd~…)
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 22/67
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}feind @dxd} E`baifdi|
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
==
[d}hc}feind @dxd}~Cxd}xbdq p Ldhbib|bci „ \gd ^bw [}codn|~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 23/67
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 24/67
[d}hc}feind @dxd}~Cxd}xbdq „ Qgr Ac \g}ctag E`` \gb~3
\gd Ct|ncfd p Mc||cf&`bid ]d~t`|~ ']de` Dwef{`d~"?E ,>27FF ~e`d~ }dxditd bin}de~d e ,2)28FF id| {}chb| bin}de~d eil e<;;$ }d|t}i ci bixd~|fdi|Bin}de~dl ~e`d~ {d} }d{ mr <1$ |g}ctag ngeiad~ bi |d}}b|c}r feieadfdi|eil ~e`d~ ncengbiaBin}de~dl ~e`d~ }d~t`|~ 8;;$ cxd} {}dxbct~ rde} qgb`d ldn}de~bia id|c{d}e|bia dw{di~d~ mr =5$Bf{}cxdl exd}ead {}chb|emb`b|r {d} }d{ mr 55$ bi < fci|g~Bf{}cxdl {}cnd~~bia dhhbnbdinr 'c}ld} {t``&|g}ctag" mr 58$ bi 8 fci|g~)
Idq`r&gb}dl eil |}ebidl <&fci|g df{`crdd~ ct|{d}hc}fdl e nci|}c`a}ct{ ch ti|}ebidl 4&rde} df{`crdd~Bin}de~dl `cei~ n`c~dl {d} H\D bi |gd >&fci|g {d}bcl eh|d} |}ebibia mr =)>{d} fci|g 'exd}ead }dxditd bin}de~d ch ,57>J {d} n`e~~ c} ,>8)8FF bi 5=fci|g~"
=< =<
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 25/67
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}feind @dxd} E`baifdi|
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
=4
[d}hc}feind @dxd}~LBR p Gcq \c „ \gd ^bw [}codn|~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 26/67
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 27/67
[d}hc}fd} Eie`r~b~QGE\?Bldi|bhr |c{ exd}ead ( ̀ cq {}cltnbia ~e`d~}d{~)Bldi|bhr |c{ exd}ead ( ̀ cq {}cltnbia ~e`d~
feiead}~)GCQ?Eie`rzd e rde} ch ~e`d~ le|e ( n}de|d eqdbag|dl ~nc}bia ~r~|df en}c~~ ft`|b{`dfd|}bn~#{}cltn|~)^cfd lb~nt~~bci ( ~t}xdr~ qb|g feiead}~)
QGR?[}cxbld~ e fbw ch {d}hc}fd}~ |c ~|tlr bi xe}bct~qer~ |c ld|d}fbid |}td lbhhd}di|be|bia hen|c}~)
=1
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 28/67
=7
\c{ Idq ]d{~Idq 6 9>; ler~ 0=15 ler~
>2\c{ 6 Bi |gd \c{ Ute}|b`d ch e`` fd|}bn~
\c{ ^de~cidl ]d{~^de~cidl 6 9>84 ler~ 'feir 4* rde}~"
>;1\c{ 6 Bi |gd \c{ Ute}|b`d ch e`` fd|}bn~
Exd}ead ]d{~ ^d`dn|dl }eilcf`r md|qddi fdei eil fdlbei {}cltn|bci =27
@cq [}cltnd} ]d{~ ^d`dn|dl }eilcf`r h}cf |gd mc||cf =;$ ><7
\c{ ^F [}cltnd}~ \c{ 6 Bi |gd \c{ Ute}|b`d ch e`` fd|}bn~ {d}~cie` {}cltn|bci 54\c{ ^F \def
Feiead}~
\c{ 6 \c{ Ute}|b`d e`` fd|}bn~ q#c ^F }d~t`|~ * ~t}xdr ch |gdb} Fa} 4=
\c{ ^F Mc|g\c{ 6 Bi \c{ [}cltnd} a}ct{ {d}~cie``r * \c{ Ute}|b`d e`` fd|}bn~ q#c ^F}d~t`|~ * ~t}xdr ch |gdb} Fa}
4
Exd}ead ^F '\def" ^d`dn|dl }eilcf`r md|qddi fdei eil fdlbei {}cltn|bci 12@cq [d}hc}fbia ^F
'\def"^d`dn|dl }eilcf`r h}cf |gd mc||cf =;$ >=
Dwef{`d ch [d}hc}fd} Ne|dac}bd~
Ch|di ‐|c{‖ bin`tld~ |bd}~?<$ p 5;$ p 54$ p =4$
i 6
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 29/67
=2
Dwef{`d ch ^e`d~ Fd|}bn~
Fd|}bn~ Ute}|d}`r Qdbag|bia /
N}de|d e qdbag|dl ~nc}bia ~r~|df…
. ch ^e`d~ Fdl&Gbag '=&>", Xc`tfd @cq '5"
[t``&\g}ctag ]e|d Fdl '5&="
Exa . ^e`d~#Ler#]d{ Gbag '>&<"Exa , Xc`#Ler#]d{ Fdl&Gbag '=&>"
N}c~~&^d`` [d}ndi| Fdl '5&="
/ ]dxbdq |gd `e~| 5= fci|g~ ( |gd `e~| ute}|d}) Qdbag| |gd ute}|d} fc}d gdexb`r) M`dil |gd ~nc}d~)
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 30/67
>;
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
Dwef{`d ch Eie`r~b~ „ ^e`d~ ]d{~@cqGbag<|g Ute}|b`dFdei Exa)
Fdlbei
^c}| Ld~ndilbia
Gbag`bag| <|g Ute}|b`dE{{`r Qdbag|bia]d{de| ( \c|e`
Gbag`bag| <|g Ute}|b`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 31/67
>5
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
Dwef{`d ch Eie`r~b~ „ ^e`d~ ]d{~@cqGbag<|g Ute}|b`dFdei Exa)
Fdlbei
^c}| Ld~ndilbia
Gbag`bag| <|g Ute}|b`dE{{`r Qdbag|bia]d{de| ( \c|e`
Gbag`bag| <|g Ute}|b`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 32/67
>=
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
Nci~bld} |gbia~ ̀ bjd?Exa [}cltn|bxb|r
Exa . eil ,#}d{ #|bfdDiaeadfdi|? $ ch |def{}cltnbia eil#c} ace` $#}d{\c|e` \def ^e`d~? , eil .Exa \bfd |c 5 ~| ^e`d 'idq }d{~"[b{d`bid ̂ |e|~ ( [t``&|g}ctag $N}c~~&~d`` ]e|bc~ c} [did|}e|bci\}dil Bilbne|c}~ 'en|te` . `e~|fci|g exa#fci|g cxd} 5>
qddj~ exa#fci|g {e~| rde}"^t}xdr \gdb} Feiead}~]dfcxd |gd ‐`tnj‖ hen|c}]dfcxd ‐bigd}b|dl |d}}b|c}r‖]dfcxd ‐cid a}de| }d{‖
Dwef{`d ch Eie`r~b~ „ ^e`d~ Feiead}~
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 33/67
>>
[e}|id} qb|g ̂ fe}| [dc{`d qb|g ̂ E^ ̂ [^^ c} Fbib|em /|c N}ting Le|e hc} Xe`blb|r e~ Iddldl
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}fd} Eie`r~b~
>>
/ Ch nct}~d `de}ibia }d~de}ng fd|gclc`car eil ~|e|b~|bn~ b~ e xbem`d c{|bci hc} |gd m}exd …
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 34/67
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}feind @dxd} E`baifdi|
><
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( Feiead} ^d`dn|bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 35/67
^e`d~ ( ^e`d~ Feiead} ^d`dn|bciQGE\?[~rngcfd|}bn e~~d~~fdi|~ |ge| fde~t}d|gbijbia ~|r`d~ mdgexbc}e` |}eb|~ eil bi|d}d~|)
GCQ?Fc~| xdilc}~ icq chhd} ci`bid e~~d~~fdi|~)
QGR?\gd e~~d~~fdi|~ qb`` gd`{ rct bldi|bhrncf{d|dinbd~) Rct nei bldi|bhr ~|e|b~|bne``rxe`ble|dl {e||d}i~ |ge| {}dlbn| ~tnnd~~ me~dl
ci rct} |c{ {d}hc}fd}~)Rct nei t~d |gd }d~t`|~ |c ht}|gd} ldxd`c{ (nceng rct} nt}}di| `deld}~)Rct nei md||d} bldi|bhr ht|t}d `deld}~ qgc e}d`bjd rct} xd}r md~| |cler)
>4
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( Feiead} ^d`dn|bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 36/67
Fd|gcl~Ncf{d|dinr Bldi|bhbne|bci
Bi|d}xbdq Fd|gcl~
C|gd} Ngdnj~[~rngcfd|}bn E~~d~~fdi|~
Ocm Fe|ngbia
M`dildl Fcld`~
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( Feiead} ^d`dn|bci
>8
Fr Hexc}b|d3M`dildl q# [~rngcfd|}bn * Ocm Fe|ngbia
^ct}nd~?[}chd~~c} Fbjd ^fb|g Tibxd}~b|r ch Feingd~|d} Etat~| 522<Ocgi D) Gti|d} eil ]cile H) Gti|d} Xe`blb|r eil T|b`b|r ch E`|d}ie|bxd [}dlbn|c}~ ch Ocm [d}hc}feind [~rngc`cabne` Mt``d|bi Xc`) 28 Ic)5 527< {) 2;]cmd}| [) \d|| Lcta`e~ I) Oenj~ci eil Fb|ngd`` ]c|g~|dbi [d}~cie`b|r Fde~t}d~ e~ [}dlbn|c}~ ch Ocm [d}hc}feind? E Fd|e&Eie`r|bne` ]dxbdq[d}~ciid` [~rngc`car, Qbi|d} 5225, {)1;>) Fbngbaei ^|e|d Tibxd}~b|r‒~ ^ngcc` ch Mt~bid~~)
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 37/67
[~rngcfd|}bn E~~d~~fdi|~\gbijbia p Ncaib|bxd Hen|c}~
Mdgexbc}e` \}eb|~
Cnnt{e|bcie` Bi|d}d~|~
Ad| b| }bag|?
Ic}fe|bxd x~) B{~e|bxd
Hcnt~ ci [}dlbn|bxd Xe`blb|r
T~d |gd ~efd [d}hc}fd} Ne|dac}bd~ h}cf rct} c|gd} Eie`r~b~Ncf{e}d |c{ p fbll`d p mc||cf |c `ccj hc} lbhhd}di|be|bia hen|c}~
Gb}d ldxd`c{ eil {}cfc|d me~dl ci |gc~d hen|c}~ e~ qd`` e~ {d}hc}feindle|e 'qgdidxd} {c~~bm`d"
M}bia bi dw{d}|~
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( Feiead} ^d`dn|bci
>1
Cid&|gb}l ch |gdGb}bia Ldnb~bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 38/67
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
C|gd} [d}hc}feind @dxd} E`baifdi|
>7
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 39/67
[d}hc}feind @dxd} Bldi|bhbne|bciQGE\?Bldi|bhr |gd jicq`dlad ~jb``~ mdgexbc}~ c}ncilb|bci~ |ge| ft~| dwb~| hc} d|gbne` ~t~|ebidlgbag {d}hc}feind |c cnnt})Hc}ft`e|d gr{c|gd~d~ emct| qge| |gd `dxd}~ e}dhc} h}ci|`bid ~e`d~ eil ~e`d~ feieadfdi| }c`d~)Ncihb}f eil xe`ble|d |gd `dxd}~ |g}ctag }d~de}ng)
GCQ?\g}ctag lb~nt~~bci ~t}xdr~ bi|d}xbdq~ hcnt~a}ct{~ eil cm~d}xe|bci ch h}ci|`bid ~e`d~ }d{~
eil |gdb} feiead}~)
QGR?\gb~ qb`` ncihb}f qgd}d |c hcnt~ rct} dhhc}|~ne{|t}bia Md~| [}en|bnd~ qgbng {}cxbld~ |}ebibianci|di|)
>2
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 40/67
Hc}ft`e|bia |gd Gr{c|gd~d~^|e}| qb|g ~cfd jicqi {}en|bnd~\e`j qb|g?
Dwdnt|bxd~
C|gd} ̀ deld}~H}ci|`bid ~e`d~ }d{~H}ci|`bid ~e`d~ feiead}~^e`d~ c{d}e|bci~ eil ~t{{c}| ~|ehh Eil {c~~bm`r nt~|cfd}~
@emd` |gd mba mtnjd|~ eil ld|eb` |gd |e~j~Lci‒| ad| fe}}bdl „ rct‒}d ot~| le|biaMtb`l |gd ~t}xdr~ |c ncihb}f |gd gr{c|gd~d~
<;
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 41/67
^t}xdr Ld~bai
<5
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
Bldi|bhr |gd gbag&`dxd`[d}hc}feind @dxd}~ 'gr{c|gd~d~"
Lcntfdi| |gd {c|di|be` |e~j~ hc}|gd [d}hc}feind @dxd}
E~j qge| rct‒xd fb~~dl
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 42/67
^t}xdr Ld~bai
<=
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
N`de}`r ldhbid [d}hc}feind @dxd}
Ldhbid |gd }c`d
Ell bi~|}tn|bci~ hc}ncf{`d|bia |gd ~t}xdr
[d}h }f d d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 43/67
^t}xdr Ld~bai '^ne`d~"]e|d |gd ~|e|dfdi| {}cxbldl)
Gcq ftng lc rct ea}dd b|‒~ e[d}hc}feind @dxd}3
Bh }e|dl 5&= idw| utd~|bci)Bh }e|dl >&4?
Bf{c}|eind ( Lbhhbnt |̀r
Eil bi ~cfd ne~d~?
H}dutdinr? En|te` ( ^gct`l
Bi ellb|bci rct ~gct`l e~j qge| rct fb~~dl mr @dxd} eil e geilht` ch c|gd}utd~|bci~ „ ~tng e~ ic}fe` ldfca}e{gbn~ ( Nci|bitd p ^|e}| p ^|c{ )
<>
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
T~bia df{e|gr ~|e|dfdi|~ |c enjicq`dlad e {}c~{dn|‒~ ~b|te|bci#hdd`bia~
[d}h }f d d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 44/67
<<
[e}|id} qb|g ̂ fe}| [dc{`d qb|g ̂ E^ ̂ [^^ c} Fbib|em /|c N}ting Le|e hc} Xe`blb|r e~ Iddldl
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} Bldi|bhbne|bci
<<
@ccj Hefb`be}3
/ Ch nct}~d `de}ibia }d~de}ng fd|gclc`car eil ~|e|b~|bn~ b~ ^\B@@ e xbem`d c{|bci hc} |gd m}exd …
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 45/67
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}feind @dxd} E`baifdi|
<4
[d}hc}feind @dxd}~LBR p Gcq \c „ Md~| [}en|bnd~ Ne{|t}d
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 46/67
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 47/67
Le|e Nc``dn|bci Fd|gcl~Bi|d}xbdq~
Bi&{d}~ci {gcid qdmbie}
Hcnt~ A}ct{~Bi&{d}~ci qdmbie}
Hbd`l Cm~d}xe|bci4&5; |c{ {d}hc}fd}~
> exd}ead
= bi ibi|g ldnb`d
Fc}d {dilbia |bfd }d~ct}nd~ ( mtlad|
<1
[d}hc}feind @dxd}~LBR p Gcq \c „ Md~| [}en|bnd~ Ne{|t}d
Ad||bia |gd ^|}ebag| ^ncc{Qge| }de``r ge{{di~ ‐ct| |gd}d‖Enncti| hc} |gd Geq|gc}id dhhdn|\}t~| |}t|g eil ~|}bn| ncihbldi|be`b|rEt|cicfr fe~|d}r eil {t}{c~d /
/ \geij rct Leibd` [bij 'et|gc} ch L}bxd"
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 48/67
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}feind @dxd} E`baifdi|
<7
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 49/67
^e`d~ ( ^e`d~ Feiead} \}ebibiaQGE\?']d"ld~bai ~e`d~ eil ~e`d~ feieadfdi| |}ebibia'`de}ibia ~r~|df~" e}ctil rct} md~| {}en|bnd~)Di~t}d |ge| rct} |}ebibia bin`tld~ |gd }bag|nci|di| eil {}cltnd~ d|gbne` ~t~|ebiem`d gbag{d}hc}feind bi |gd }de` qc}`l)
GCQ?Ldxd`c{ nct}~d~ eil bf{`dfdi| ̀ de}ibia eil|}ei~hd} ~r~|df~, binc}{c}e|bia qge| rct‒xd`de}idl bi |gb~ }d~de}ng)
QGR?\c bf{}cxd |}ebibia ht}|gd} ~ge}d md~|{}en|bnd~ eil bf{}cxd qc}j {d}hc}feind ch h}ci|`bid ~e`d~ }d{~ eil ~e`d~ feiead}~)
<2
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 50/67
^e`d~ \}ebibia b~ |gd De~r [e}|\deng [c~b|bci [d}hc}feind @dxd}~ eil \e~j~%
\deng ~e`d~ }d{~?Bh idq, rd~, lc cimce}lbia eil c}bdi|e|bci~, mt| |gdi…Hcnt~ ci |gd feoc} [d}hc}feind @dxd}~\deng |gd [d}hc}feind @dxd} \e~j~N}de|d eil ~ge}d [d}hc}feind ^t{{c}|^ge}d Jicq`dlad mt| Hcnt~ ci Mdgexbc}~ ( ^jb``~Mtb`l&bi dw|di~bxd \}ei~hd} [`ei~
\deng \gdf \gd ]d{`bnem`dMd~| [}en|bnd~ ch \c{ [d}hc}fd}~
4;
[d}hc}feind @dxd}~LBR p Gcq \c „ ^e`d~ ( ^e`d~ Feiead} \}ebibia
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 51/67
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 52/67
[d}hc}feind @dxd} [}codn| ^d}bd~[d}hc}fd} Eie`r~b~
^e`d~ ( ^e`d~ Feiead} ^d`dn|bci
[d}hc}feind @dxd} Bldi|bhbne|bci
Md~| [}en|bnd~ Ne{|t}d
^e`d~ ( ^e`d~ Feiead} \}ebibia
[d}hc}feind @dxd} E`baifdi|
4=
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} E`baifdi|
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
[d}h }f i d @d d}
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 53/67
[d}hc}feind @dxd} E`baifdi|QGE\?]dxbdq {c`bnbd~ {}en|bnd~ {}cnd~~d~{}cndlt}d~ ~r~|df~ ncf{di~e|bci~ eil c|gd}c}aeibze|bci hen|c}~)
GCQ?Mr ~ge}bia ~|tlr }d~t`|~ qb|g c|gd}c}aeibze|bcie` ̀ deld}~ eil lb~nt~~bia gcq rctnei md~| ~t{{c}| |gd [d}hc}feind @dxd}~ eilMd~| [}en|bnd~)Bh rct gexd ei CL |def ad| |gdf bixc`xdl)
QGR?\c e`bai e~ feir c|gd} c}aeibze|bcie` d`dfdi|~e~ {c~~bm`d |c ~t{{c}| |gd {d}hc}feind `dxd}~eil md~| {}en|bnd~ „ |c n}de|d ei dixb}cifdi|qgbng ~t{{c}|~ ~e`d~ ~tnnd~~ e~ ftng e~{c~~bm`d)
4>
[d}hc}feind @dxd}~LBR p Gcq \c „ [d}hc}feind @dxd} E`baifdi|
[d}hc}fd}Eie`r~b~
^e`d~ ( ̂ e`d~Feiead}^d`dn|bci
[d}hc}feind@dxd}
Bldi|bhbne|bci
Md~|[}en|bnd~Ne{|t}d
^e`d~ ( ^e`d~Feiead}
\}ebibia
[d}hc}feind@dxd}
E`baifdi|
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 54/67
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 55/67
Ne d Dwef{`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 56/67
48
Ne~d Dwef{ dM=M Hbieinbe` ^d}xbnd~ Ncf{eir
\gd Mt~bid~~ ^b|te|bci eil [}cm`df~Accl a}cq|g }e|d „ Qe`` ^|}dd| le}`biaC}babie` |def qe~ lcbia xd}r qd`` '|c{ =;$ ld`bxd}bia 7;$ ch {}cltn|bci"Idq Gb}d~ ~|}taa`bia „ eiite`bzdl IG |t}icxd} qe~ a}cqbia he~|^e`d~ |}ebibia qe~ cid qddj bi e n`e~~}ccf e`` `dn|t}d\gd}d qe~ ic }dbihc}ndfdi| {`eiidl |}ei~hd} c} dxe`te|bci]d{c}|bia qe~ h}eafdi|dl ge}l |c bi|d}{}d| ic| en|bciem`d\gd md~| ch |gd idq ~e`d~ {dc{`d qd}d {}cfc|dl bi|c feieadfdi|, mt|…Ic feieadfdi| |}ebibia eil feiead}~ deng feieadl |gdb} cqi qerNcengbia qe~ }e}d[d}hc}feind feieadfdi| qe~ ‐Rct lbl W `e~| fci|g) Rct iddl |c lc R idw|
fci|g c} rct‒`` md hb}dl‖ Bh rct gel bilt~|}r ~e`d~ dw{d}bdind qei|dl |gd ocm eil nct`l hca e fb}}c}|gd ocm qe~ rct}~Hdq tild}~|ccl |gd ncf{`dw ncf{di~e|bci ~r~|df)
48
Ne d Dwef{`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 57/67
Nge``diad h}cf |gd [}d~bldi|
\gd [}d~bldi| |c`l ct} [d}hc}feind Ldxd`c{fdi| |def?
‐ B md`bdxd bi |gb~ a}ct{ eil qge| rct qd}d gb}dl |c lc) Mt| B qei| |c md n`de}) Bh rct nei‒| ld`bxd} ci rct} {}cfb~d~ emct| bf{}cxbia {d}hc}feind, rct qci‒| md ~b||bia e| |gb~ |em`d |gb~|bfd idw| rde})‖
41
Ne~d Dwef{ dM=M Hbieinbe` ^d}xbnd~ Ncf{eir
41
Ne~d Dwef{`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 58/67
[d}hc}feind [}codn|~Eie`r~b~ ch {e~| eil {e~| }d~t`|~ p nt}}di| ~|e|d p nt}}di| }d~t`|~) '[cbi| E"Lb~nt~~bci qb|g ~dibc} feieadfdi| ci ~|}e|dabn lb}dn|bci ace`~ eil{d}hc}feind cmodn|bxd~) '[cbi| M"Eie`r~b~ ch |}eb|~ gemb|~ ~jb``~ eil {}en|bnd~ ch ne}dht``r ~d`dn|dl \c{ Fbll`d
eil @cq [d}hc}fd}~…Bilbxblte` Bi|d}xbdq~ p Ft`|b{`d ^t}xdr~ p Hcnt~ A}ct{~ p Cm~d}xe|bci~‐Gb}bia ]bag|‖ {}codn| „ qge|‒~ |gd ‐}bag| ~|thh‖ hc} ct} }c`d~3 Gcq lc qdgb}d ldxd`c{ eil {}cfc|d {dc{`d dhhdn|bxd`r3[}cnd~~ eie`r~b~ eil lcntfdi|e|bci }dxbdq hc} {c~~bm`d @dei {}codn|~)
]dxbdq ch ncf{di~e|bci eil bindi|bxd {}ca}ef~ eil {}en|bnd~ hc} ~e`d~)]dxbdq ch ~e`d~ feieadfdi| {}en|bnd~)Nt~|cfd} Bi|d}xbdq~ ^t}xdr~ eil Hcnt~ A}ct{~)^c me~bne``r qd }ei\gd ^bw [}codn|~ 'eil bin`tldl nt~|cfd} hddlmenj"
47
Ne~d Dwef{ dM=M Hbieinbe` ^d}xbnd~ Ncf{eir
47
Ne~d Dwef{`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 59/67
Gcq Qd N}de|dl e [d}hc}feind Digeinbia ^r~|dfXd||dl |gd eie`r~b~ bldi|bhbdl |gd `dxd}~ eil ncfftibne|dl dxd}rqgd}d
N}de|dl >&qddj ~e`d~ |}ebibia nt}}bnt`tf hc} idq gb}d~ '= qddj~ }dfc|d * 5qddj bi n`e~~" „ |etag| e`` `dxd}~ ngeiadl mdgexbc}~ bi n`e~~ ( nd}|bhbdl
E`` idq feiead}~ qdi| |g}ctag |gd {}ca}ef eil qd}d nd}|bhbdl
\etag| bintfmdi| feiead}~ ~d{e}e|d`r eil nd}|bhbdl
Ldxd`c{dl e ncengbia {}ca}ef hc} feiead}~ 'eil rd~ nd}|bhbdl |gdf"
E`baidl ncf{ {d}hc}feind feieadfdi| eil }d{c}|bia#fd|}bn~
^|e}|dl qc}j ci |gd ~t{{c}|bia `dxd}~
Nci~|ei| ncfftibne|bci p fcib|c}bia qb|g le~gmce}l }d{c}|~
Utbnj hddlmenj `cc{~ {d}hc}feind gc|`bid elot~|dl nct}~d e~ iddldl
\}ei~b|bcidl `deld}~ |c |ejd cqid}~gb{ eil enncti|emb`b|r
\c{&lcqi N&`dxd` ~t{{c}| qe~ n}b|bne`
42 42
Ne~d Dwef{ dM=M Hbieinbe` ^d}xbnd~ Ncf{eir
Ne~d Dwef{`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 60/67
^cfd ]d~t`|~]dltndl exd}ead }ef{&t{ |bfd |c fbibftf ennd{|em`d {d}hc}feind hc}idq`r&gb}dl#|}ebidl }d{~ h}cf 8 fci|g~ |c >
Bin}de~dl exd}ead {t}nge~d h}cf ,548J |c ,581J
]dltndl |t}icxd} h}cf <<$ |c =7$ 'idq gb}d cid&rde} h}cf 17$ |c =<$"Bin}de~dl ~bzd ch ‐|c{ {}cltnd}‖ {d}hc}fd}~ h}cf 2$ |c 5<$
Bin}de~dl Idq Nt~|cfd} ‐^|bnj ]e|d‖ ' ~|e| ic| exeb`em`d "
Ldn}de~dl ‐c}ld}‖ {}cnd~~bia |bfd mr 58$
Bf{}cxdl c}ld} {t``&|g}ctag h}cf <1$ |c 4<$Mt| fc~| bf{c}|ei|`r…
8;
,>27FF Bin}de~d bi ]dxditd ,2)2FF Bin}de~d bi Id| [}chb| <;;$ \}ebibia ]CB
8;
Ne~d Dwef{ dM=M Hbieinbe` ^d}xbnd~ Ncf{eir
Ne~d Dwef{`d
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 61/67
]de`&Qc}`l \b{~ ( ‐Ac|nge~‖ H}cf \gb~ Ne~dEie`r~b~ ch |}eb|~ gemb|~ ~jb``~ eil {}en|bnd~ ch ne}dht``r ~d`dn|dl \c{Fbll`d eil @cq [d}hc}fd}~
Xe`ble|d {d}hc}fd} ~|e|t~ n`c~d`r? D~{dnbe``r }t`d ct| ‐bigd}b|dl e a}de| |d}}b|c}r‖eil c|gd} hen|c}~ |ge| fe~j ‐de}idl‖ |c{ &{}cltnd} ~|e|t~
Fd|gcl~? Bilbxblte` Bi|d}xbdq~ p Ft`|b{`d ^t}xdr~ p Hcnt~ A}ct{~ pCm~d}xe|bci~ Rct ft~| ~dd qge| |gdr‒}d lcbia%Bi~d}| |gd Xcbnd ch |gd Nt~|cfd} „ qgdidxd} {c~~bm`d? |e`j |c |gdf eil`b~|di %Md }t|g`d~~ ci {}cnd~~ }dxbdq~) ^|}def`bid%Hc}ad| ‐~e`d~ dw{d}bdind)‖ E~~d~~ p Gb}d p \}ebi p Ldxd`c{@b~|di fc~| n`c~d`r |c |gd }de` |c{ {}cltnd}~ |gc~d fcxbia t{ ~|delb`r eil~t{d}~|e} idq gb}d~ qgc `de{ ct| ch |gd ae|dEa}dd ci qge| ~tnnd~~ `ccj~ `bjd qb|g dwdnt|bxd~ t{h}ci| eil gcq b| qb``md fde~t}dl
85 85
Ne~d Dwef{ dM=M Hbieinbe` ^d}xbnd~ Ncf{eir
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 62/67
E{{dilbwGd`{ht` ]d~ct}nd~
E`baibia [d}hc}feind @dxd}~ Hc}M}dej|g}ctag ^e`d~ ]d~t`|~
g||{?##qqq)~`bld~ge}d)id|#FbjdJtij`d#e`baibia&{d}hc}feind&`dxd}~&hc}&m}dej|g}ctag&~e`d~&}d~t`|~&;7=;55
[d}hc}feind @dxd}~)
))
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 63/67
[d}hc}feind @dxd}~Gd`{ht` ]d~ct}nd~
Eie`r~b~g||{?##efzi)|c#Eie`rzbia[d}hc}feind[}cm`df~g||{?##efzi)|c#Eie`r~b~Bf{}cxbia[d}hc}feindg||{?##mb|)`r#Hb}~|\gbia~He~|g||{?##qqq)iq`bij)ncf#ylcin`e}j#eie`r~b~#eie`r~b~)g|f`g||{?##di)qbjb{dlbe)c}a#qbjb#GtfeiS{d}hc}feindS|dngic`carg||{?##qqq){bain&b~{b)ncf#e}|bn`d~#Xc`<=S;4S;7){lh g||{?##qqq)td=24)ncf#w|}eid|#g|f`#|bfd`bid#ge}`d~~)g|f`
8> 8>
)
)
)
[d}hc}feind @dxd}~)
))
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 64/67
[d}hc}feind @dxd}~Gd`{ht` ]d~ct}nd~
8< 8<
)
)
)
^d`dn|bciHc} |gc~d bi|d}d~|dl bi dw{`c}bia e~~d~~fdi|~ gd}d e}d ~cfd timbe~dldltne|bcie` }d~ct}nd~?
g||{?##qqq)tibhc}fatbld`bid~)ncf#bildw)g|f`g||{?##ql})lc`d|e)acx#c{}#HT@@\DW\#22&|d~|e~~d~~){lh g||{?##qqq)~g}f)c}a#emct|#hctile|bci#}d~de}ng#Lcntfdi|~#e~~d~~fdi| Sfd|gcl~){lh
Eil ~cfd ncf{eibd~ |c }d~de}ng?g||{?##}cnjd|&gb}d)ncf „ L}) Nge}`d~ Geil`d} dxe`te|d~ xdilc}~g||{?##qqq){}chb`d~bi|d}ie|bcie`)ncfg||{?##qqq)~d`hfaf|)ncf#di#ldhet`|)e~{wg||{?##qqq){dc{`dei~qd}~)ncfg||{?##qqq){}dxb~c})ncfg||{?##qqq)|gdm}ccj~a}ct{)ncfg||{?##qqq)cmodn|bxdfeieadfdi|a}ct{)ncf
[d}hc}feind @dxd}~)
))
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 65/67
[d}hc}feind @dxd}~Gd`{ht` ]d~ct}nd~
[d}hc}feind Bf{}cxdfdi|g||{?##mb|)`r#Qe``end8[enjg||{?##mb|)`r#Mt~bid~~[}cnd~~Ngeiadg||{?##mb|)`r#[d}hc}feindNci~t`|ei|~Hbd`lmccjg||{?##efzi)|c#GeilmccjBf{}cxbia[d}hc}feind
g||{?##efzi)|c#GtfeiNcf{d|dindg||{?##efzi)|c#Qgb|d^{end]dxb~b|dlg||{?##efzi)|c#Ncf{di~e|bia\gd^e`d~Hc}ndg||{?##efzi)|c#Fa|[d}hc}feindBf{}cxdfdi|[`ei~g||{?##efzi)|c#\}ebibiaEbi|[d}hc}feind
g||{?##efzi)|c#Htilefdi|e`~[d}hc}feind\dngic`carg||{?##efzi)|c#GeilmccjG[\g||{?##efzi)|c#GeilmccjG[\=g||{?##efzi)|c#^d}bct~[d}hc}feindNci~t`|biag||{?##efzi)|c#[d}hc}feindE}ngb|dn|t}d
84 84
)
)
)
[d}hc}feind @dxd}~)
))
8/7/2019 Aligning Sales Performance Levers - Mike Kunkle 08-2011
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-08-2011 66/67
[d}hc}feind @dxd}~Gd`{ht` ]d~ct}nd~
Md~| [}en|bnd~g||{?##efzi)|c#Fejbia\gdItfmd} y g||{?##qqq)fejbia|gditfmd})ncfg||{?##mb|)`r#Md~|[}en|bndJicq`dladFeieadfdi|g||{?##mb|)`r#Bldi|bhrbiaC}aMd~|[}en|bnd~g||{?##qqq)n~cbi~bag|~)ncf#~e`d~&}d~de}ng&le|e
g||{?##qqq)n~cbi~bag|~)ncf#\c{bn~#^e`d~&[}cnd~~&Md~|&[}en|bnd~g||{?##~`bld~ge)}d#Md~|[}en|bnd~Qc}`lN`e~~^e`d~
^e`d~ Md~| [}en|bnd~ ]d~de}ngg||{?##qqq)engbdxda`cme`)ncf#}d~ct}nd~#3ne|65g||{?##qqq)fb``d}gdbfei)ncf#}d~de}ngSndi|d}#~e`d~Smd~|S{}en|bnd~S~|tlr#bildw)g|f`g||{?##qqq)gt|gqeb|d)ncf#di#]d~ct}nd$=;Ndi|d}#Qgb|d{e{d}~)e~{wg||{~?##~dn)dwdnt|bxdmce}l)ncf#[tm`bn#Ldhet`|)e~{wg||{?##qqq)~e`d~mdingfe}jbildw)ncfg||{?##~e`d~feieadfdi|)c}a
88 88
)
)
)
Top Related