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C level involvement

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Christian Maurer
Christian Maurer

How C lever executives can make or break sales performance

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Productivity through effectiveness The Ultimate Sales executive Resource C-Level Executives’ Impact on Sales Performance Christian Maurer
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Sales Managers Dilemma: Where to put the Focus People Business
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Sales Managers Dilemma: Business or People 1:1 Coaching Ride Along Role Plays Training Forecast Reviews Contest/Ranking Discount Approvals People Business
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Focus is not constant months 1 2 3 4 5 6 People Business
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Performance Formula Performance = Mindset*Context*(Skills+Knowledge+Process)
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Traditional Focus for Performance Improvement Performance = Mindset*Context*(Skills+Knowledge+Process)
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Where Focus for Performance Improvement Should Be First Performance = Mindset*Context*(Skills+Knowledge+Process)
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The C-Level Mindset Provides Context for Managers Context
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Conflicting Priorities CEO Manager Manager Revenue ROI Systems People Revenue Process Conflict
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Management Focus: Beginning of the Quarter Actual Goal People
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Revenue Growth per Quarter months 1 2 3 4 5 6
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved When the C-level Starts Looking months 1 2 3 4 5 6
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The focus is Shifting People Actual Goal Business Middle of Quarter
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Based on a Lagging Indicator $ t Goal YTD
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Conventional View: “OR” - Thinking People Business Stuck in Middle
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved 16 Progressive View: “AND” - Thinking People Business © 2010 Christian Maurer, used with permission
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The Instrument for Progressive View: Customer Centric Funnel – Business Aspects Velocity ConversionRates Pain Develop vision Look for suppliers Preliminary discussions Pre-select suppliers Final negotiations
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The Instrument for Progressive View: Customer Centric Funnel – People Aspects Qualification! Needs, Budget CustomerSalesperson Develop vision Look for suppliers Preliminary discussions Coaching Need
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Have them Trained vs. Manager Trainer Rep Rep Rep Rep
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved (Train)/Coach Them Manager Rep Rep Rep Rep
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved 21 Only Expect what you Inspect
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Action C Level Should Take • Align all levels with the same focus – People/development/coaching a priority • View systems/processes as tools – not the final answer – They provide feedback, not results • Develop a culture of mentoring/coaching at all levels – Executives are also in continuous development mode
The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved c_a_maurer@ceoexpress.com http://ultimatesalesexecresource.blogspot.com/

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C level involvement

  • 1. Productivity through effectiveness The Ultimate Sales executive Resource C-Level Executives’ Impact on Sales Performance Christian Maurer
  • 2. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Sales Managers Dilemma: Where to put the Focus People Business
  • 3. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Sales Managers Dilemma: Business or People 1:1 Coaching Ride Along Role Plays Training Forecast Reviews Contest/Ranking Discount Approvals People Business
  • 4. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Focus is not constant months 1 2 3 4 5 6 People Business
  • 5. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Performance Formula Performance = Mindset*Context*(Skills+Knowledge+Process)
  • 6. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Traditional Focus for Performance Improvement Performance = Mindset*Context*(Skills+Knowledge+Process)
  • 7. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Where Focus for Performance Improvement Should Be First Performance = Mindset*Context*(Skills+Knowledge+Process)
  • 8. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The C-Level Mindset Provides Context for Managers Context
  • 9. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Conflicting Priorities CEO Manager Manager Revenue ROI Systems People Revenue Process Conflict
  • 10. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Management Focus: Beginning of the Quarter Actual Goal People
  • 11. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Revenue Growth per Quarter months 1 2 3 4 5 6
  • 12. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved When the C-level Starts Looking months 1 2 3 4 5 6
  • 13. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The focus is Shifting People Actual Goal Business Middle of Quarter
  • 14. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Based on a Lagging Indicator $ t Goal YTD
  • 15. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Conventional View: “OR” - Thinking People Business Stuck in Middle
  • 16. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved 16 Progressive View: “AND” - Thinking People Business © 2010 Christian Maurer, used with permission
  • 17. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The Instrument for Progressive View: Customer Centric Funnel – Business Aspects Velocity ConversionRates Pain Develop vision Look for suppliers Preliminary discussions Pre-select suppliers Final negotiations
  • 18. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved The Instrument for Progressive View: Customer Centric Funnel – People Aspects Qualification! Needs, Budget CustomerSalesperson Develop vision Look for suppliers Preliminary discussions Coaching Need
  • 19. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Have them Trained vs. Manager Trainer Rep Rep Rep Rep
  • 20. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved (Train)/Coach Them Manager Rep Rep Rep Rep
  • 21. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved 21 Only Expect what you Inspect
  • 22. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved Action C Level Should Take • Align all levels with the same focus – People/development/coaching a priority • View systems/processes as tools – not the final answer – They provide feedback, not results • Develop a culture of mentoring/coaching at all levels – Executives are also in continuous development mode
  • 23. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource © 2011 Christian Maurer All rights reserved c_a_maurer@ceoexpress.com http://ultimatesalesexecresource.blogspot.com/