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Cracking the Sales Management Code – Improved Sales Performance through Better Sales Management

In this session, you will learn how to create a Sales First Company by radically simplifying your sales managers’ jobs and how to unlock the investments you have made in your sales organization.

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Cracking the Sales Management Code – Improved Sales Performance through Better Sales Management

  1. 1. Cracking the Sales Management Code Improved Sales Performance through Better Sales Management TomDisantis
  2. 2. An Innovative Sales Leader • Assigned Territories • Defined Sales Processes • Assigned Quotas • Trained Salespeople • Held National Sales Meetings • Paid Commissions • Ran Sales Contests John Henry Patterson 1844–1922 What did he forget?
  3. 3. Times, They are a-Changin’ Our Reps Our Managers Our Customers ? Sales has Radically (and Quickly) Transformed
  4. 4. Then v. Now FOCUSED ON OUTCOMES FOCUSED ON… WHAT? Sales Management Then… Sales Management Now…
  5. 5. An Intense Job Sales managers face many pressures daily Pressure fromAbove Pressure fromBelow Pressure fromWithin • Reporting & Analytics • Forecasting • Fielding rep requests • Activity tracking • Helping with customer issues • Scratching the sales itch • Hitting sales goals • Urgent v. Important
  6. 6. The Real da Vinci Code Leonardo da Vinci Simplicity is the ultimate sophistication.
  7. 7. A Brief Introduction • Focus on Sales Management • Advancement through Research • Sales Methodology Neutral • We Simplify to Achieve Results Vantage Point’s Four Pillars I don’t have less to do now, but I’m no longer rushed to do it. I now have time to do what I am supposed to do. Sales Manager, Medical Equipment Manufacturer
  8. 8. Starting from Scratch... 306 Pieces of Chaos
  9. 9. The Critical Question Getting this Right is the Key Can Sales Managers Manage this?
  10. 10. Can Managers Manage this? Some YES
  11. 11. Can Managers Manage this? Some NO
  12. 12. Can Managers Manage this? Some Maybe
  13. 13. A Framework Emerges Critical Differences Exist Sales Rep and Manager activities that can be proactively managed Intermediate objectives that can be influenced, but not directly controlled Organizational outcomes that can not be ‘managed’ whatsoever
  14. 14. Step 1: Build the Right Path for Success Identify the Activities that Yield Results Link the objectives to relevant activities, and manage them relentlessly. Select and quantify the best objectives that will lead to those results Identify the results you want to achieve
  15. 15. A Few Examples Reverse-Engineering Success  Create 1 each month  Review Quarterly
  16. 16. A Few Examples Reverse-Engineering Success  4 calls/weekto underpenetrated accounts  Review Monthly
  17. 17. Why Does this Matter? Focus on Execution of the Activity  4 calls/weekto underpenetrated accounts  Review Monthly
  18. 18. Step 2: Establish Management Rhythm When, Where, and How to Manage these Activities • Phone ? • Office ? • Field ? • Online ?
  19. 19. Step 3: Formalize the Conversation Establish a Deliberate Conversation with an Agenda, Inputs, and Outputs
  20. 20. Seeing it in action Vantage Point Engages ABC Company ABC wanted to increase revenue results by > 20% Vantage Point identified improving close rates as the biggest objective to achieve growth results Vantage Point found that early stage qualification activities needed to improve dramatically
  21. 21. What a Difference an Hour Makes The impact of focused sales management This was the most practical training I’ve received as a sales manager. Sales Manager, ABC Company
  22. 22. Then v. Now FOCUSED ON OUTCOMES FOCUSED ON… REP DECISION MAKING Sales Management Then… Sales Management Now…
  23. 23. The Task at Hand Focus on Enhancing Sales Management
  24. 24. In Summary • Simplify your sales managers’ jobs • Build the right path: Results  Objectives  Activities • Focus your managers intensely on the execution of those activities • Formalize and reinforce a management rhythm The Keys to Unlocking Your Sales Investments
  25. 25. For More Information • Copy of this presentation • Download first two chapters of “Cracking the Sales Management Code” www.VantagePointPerformance.com/SAVO Booth 1 @salescode
  26. 26. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

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