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Welcome to todays Webinar Sales Methodology RX: A Prescription for Healthy Sales Teams in an Unhealthy Economy. B rought to you by:

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Presentation on theme: "Welcome to todays Webinar Sales Methodology RX: A Prescription for Healthy Sales Teams in an Unhealthy Economy. B rought to you by:"— Presentation transcript:

1 Welcome to todays Webinar Sales Methodology RX: A Prescription for Healthy Sales Teams in an Unhealthy Economy. B rought to you by:

2 Todays Presenters Danita Bye President Sales Growth Specialists

3 Todays Presenters Bill Eckstrom Founder, President/CEO EcSELL Institute

4 Study by Xerox Corp. in the early 1980s They found that a Sales Manager at Xerox Corp. would have to work 29 hours a day in order to complete the daily tasks and duties laid out in their job description. Passage by Neil Rackham in the book Rethinking Sales Management Passage by Neil Rackham in the book Rethinking Sales Management

5 PLUS 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

6 The productivity of your team is a reflection of the leadership and management acumen of those in management. Bill Eckstrom Founder, CEO/President EcSELL Institute

7 Talent Identification & Acquisition Sales Methodology & Sales Skills Development Professional Development Planning Compensation/Recognition/Reward Analytics Leadership and Management The 6 Pillars It is how one leads and manages that will ultimately affect the success within each Pillar

8 Sales Methodology RX A Prescription for Healthy Sales Teams in an Unhealthy Economy EcSELL Institute, May 2009

9 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

10 Unhealthy vital signs Were dependent on a few large clients; its 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.

11 Unhealthy vital signs Our salespeople cant hold margin. Help! Our website is generating leads; but no ones closing them. Our sales cycle is so long; however, I dont think theres anything we can do to shorten it.

12 Unhealthy vital signs Were getting orders; but, they are smaller. Nothings closing. My people dont know what do to with the spending-freeze stall. I have only have 1 person exceeding quota; the rest are struggling.

13 Unhealthy vital signs I have no confidence in the sales reps pipeline.

14 Sales Methodology RX Case Study Challenge Mindset ( Sales Force Overview Results) Methodology Installation Sales Mindset Coaching

15 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…wasnt working. Case Study Challenge

16 Hank Malone named VP of Sales & Marketing Hanks 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

17 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

18 Sales Methodology RX Case Study Challenge Mindset ( Sales Force Overview Results) Methodology Installation Sales Mindset Coaching

19 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 Hanks Questions (People, Process, Systems)

20 Sales Mindsets Sales Mindset

21 Sales Mindsets Sales Mindset

22 Sales Force Assessment-Mindset Objective Management Group

23 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

24 Sales Mindsets Sales Mindset Impact

25 Sales Force Assessment-Mindset Objective Management Group

26 Sales Force Assessment-Other Data 1.NBD Mindset Hunters: 0 Qualifiers: 0 Closers: 0 Account Managers: 8 2. Selling System: 0

27 Sales Methodology RX Case Study Challenge Mindset ( Sales Force Overview Results) Methodology Installation Sales Mindset Coaching

28 Sales Methodology Installation

29 On Deck/At Bat (Prospecting) Key Tool: 20 Point System ActivityPoints Earned Contact with an emotional decision maker3 First meeting with a new prospect3 Five cold-calls via phone or visit4 Obtaining a commitment to do something to move forward4 Forcing a decision to NO!5 Obtaining a referral from a client or co-supplier5 Having a decision meeting5 Closing a deal worth $20k per year20

30 Sales Methodology Installation First Base: Fully Qualified Opportunity

31 Sales Methodology Installation First Base: Fully Qualified Opportunity

32 Sales Methodology Installation Second Base: Fully Qualified Product and Service Solution Requires that sales person has covered the following issues: 1.) Strategy and tactics 2.) Dealing with the right people (Emotional vs. Logical) 3.) Understand clients perceived value & risk for not taking action 4.) Determine if Cost of Pain outweighs the Cost of Change

33 Sales Methodology Installation Third Base: Negotiate and Close

34 Sales Methodology Installation Second Base: Fully Qualified Product and Service Solution

35 Sales Methodology Installation Third Base: Fully Qualified Product and Service Solution

36 Sales Methodology Installation Home: Deliver Sales and Payment per Agreement

37 Sales Methodology Installation Other:

38 Sales Methodology Installation Wimp Junction Fat Words Pre Call Planning WIMP Junction: Price vs. Value Path Fat Words Upfront Contracts Action Drivers Trust Cycle

39 Sales Methodology RX Case Study Challenge Mindset ( Sales Force Overview Results) Methodology Installation Sales Mindset Coaching

40 Sales Mindsets Sales Mindset Coaching

41 Sales Mindsets Sales Mindset Coaching Impact

42 Sales Mindset Coaching Objective Management Group

43 Sales Mindset Coaching

44

45

46 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

47 Sales Methodology RX A Prescription for Healthy Sales Teams in an Unhealthy Economy EcSELL Institute, May 2009

48 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

49 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 Summit July 28-29, 2009 Half Moon Bay, CA

50 Questions and Answers

51 EcSELL Institute To learn more visit or call: Dont miss our EcSELL Institute Sales Management Summit! July 28-29, Sales Growth Specialists To lean more visit or call:


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