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.
Cracking the Sales Management Code – Improved Sales Performance through Better Sales Management
1. Cracking the Sales Management Code
Improved Sales Performance through
Better Sales Management
TomDisantis
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. Times, They are a-Changin’
Our
Reps
Our
Managers
Our
Customers
?
Sales has Radically (and Quickly) Transformed
4.
5. Then v. Now
FOCUSED ON OUTCOMES
FOCUSED ON… WHAT?
Sales Management Then…
Sales Management Now…
6. 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
7. The Real da Vinci Code
Leonardo da Vinci
Simplicity is the
ultimate sophistication.
8. 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
14. 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
15. 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
18. Why Does this Matter?
Focus on Execution of the Activity
4 calls/weekto underpenetrated accounts
Review Monthly
19. Step 2: Establish Management Rhythm
When, Where, and How to Manage these Activities
• Phone ?
• Office ?
• Field ?
• Online ?
20. Step 3: Formalize the Conversation
Establish a Deliberate Conversation with an
Agenda, Inputs, and Outputs
21. 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
22. 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
23. Then v. Now
FOCUSED ON OUTCOMES
FOCUSED ON… REP DECISION MAKING
Sales Management Then…
Sales Management Now…
24. The Task at Hand
Focus on Enhancing Sales Management
25. 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
26. For More Information
• Copy of this presentation
• Download first two chapters of
“Cracking the Sales Management Code”
www.VantagePointPerformance.com/SAVO
Booth 1 @salescode
27. Thank you
Formoreinformation
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