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World-Class Sales Organizations Based on research from the Sales Executive Council.

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Presentation on theme: "World-Class Sales Organizations Based on research from the Sales Executive Council."— Presentation transcript:

1 World-Class Sales Organizations Based on research from the Sales Executive Council.

2 Sales Talent Management  We hire stellar people. We don’t compromise based on availability.  Rate your organization on two dimensions : On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

3 Sales Talent Management  We adjust competency requirements as the sales environment changes and clarify performance expectancies based on that model.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

4 Sales Talent Management  We effectively diagnose skills deficiencies at the level of the individual, then address those deficiencies through targeted training, mentoring, coaching and e-learning.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

5 Sales Talent Management  We actively collect and disseminate sales best practices across the organization. We aggressively retain star performers and move quickly to manage out underperformers.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

6 Sales Talent Management  We effectively identify, develop and empower future leaders at all levels of the sales organization.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

7 Strategic Customer and Channel Management  We tier customers based on value (current and potential) and deploy sales resources effectively based on customer value.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

8 Strategic Customer and Channel Management  We have a holistic view of the customer through an enterprise information system (i.e. SalesForce), and we use this system effectively to manage customer relationships.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

9 Strategic Customer and Channel Management  We make use of multiple channels, deploying according to customer preference and customer relationships.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

10 Strategic Customer and Channel Management  We create strong bonds with key channel partners that drive mutual success and profitability.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

11 Strategic Customer and Channel Management  We have effective methodologies for deepening or broadening relationships (and getting paid for them) with customers.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

12 Strategic Customer and Channel Management  We effectively align the organization across divisions, functions and geographies to present a seamless face to the customer.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

13 Sales Process Design/Productivity  We provide an environment where account managers are empowered to make appropriate decisions and act on behalf of customers.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

14 Sales Process Design/Productivity  We have streamlined the sales process, such that is does not get in the way of the sale. Our company is “easy to buy from” and “easy to sell for.”  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

15 Sales Process Design/Productivity  We aggressively digitize or offload low-value (and even some high-value) non-customer- facing activities to free up account executive time.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

16 Sales Process Design/Productivity  We provide the sales organization with easy-to- use, value-added tools (e.g. templates, technology) and accurate, relevant and timely information.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

17 Sales Process Design/Productivity  We effectively leverage our senior-most executives in account planning and proactive high-level interactions with out most important customers.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

18 Performance Measurement/Rewards  We measure and reward our sales organization based on customer-driven performance metrics (e.g. customer-satisfaction surveys).  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

19 Performance Measurement/Rewards  We reward desired behaviors – based on the achievement of corporate strategy (long-term profitable growth) rather than simply sales volume.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

20 Performance Measurement/Rewards  We reward performance in a highly motivational and visibly fair way, such that rewards are derived from, and are consistent with, value created.  Rate your organization on two dimensions: On Proficiency: On Potential Impact: – Excellent: 1 - High – Good: 2 - Medium – Average: 3 - Low – Poor: 4 – Non-existent: 5

21 Evaluating  Pick the three elements with the lowest grades (1-5) and with high Potential Impact on your organization and work on improving them in the coming year.


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