Sales Greatness. Increase predictability of Sales Results through best practices
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1 Sales Greatness Increase predictability of Sales Results through best practices
2 The Ultimate in Performance Formula 1 Acceleration km/h in1.7 seconds 0 to 200 km/h in 3.8 seconds 0 to 300 km/h in 8.6 seconds BMW 320i Acceleration 0 to 100 km/h in 8.2 seconds Performance achieved through: Pushing the Envelope Teamwork Best Practices 1000 s of micro improvements Page 2
3 Why we can Assist You Best Practices Chief Sales Officer (CSO) Insights IBM & Microsoft Sales Best Practices Sales Performance International Harvard Business Review Strategic Planning & Execution practices Greatness principles from the books: The Inner Secrets of Greatness and Good to Great Forrester Research The Difference That Makes The Difference Knowledge David Lucas Trained in: IBM s Global Sales School IBM s Top Sales Talent Microsoft s MSSP Sales Process Microsoft's 2Win NLP Master Practitioner Author of: The Inner Secrets of Greatness Impact Leader in Peak Performance Online Websites 2 Million Visitors International Audience Page 3
4 Greatness Maturity Model Predictable Results Sustained Excellence Random Success Random Results Page 4
5 Running a Sales Organisation is like Dominos Everything needs to be in place for Consistent Performance Strategic Positioning Effective Sales Methodologies Tracking and Metrics Strong Marketing and Lead Generation Page 5
6 It Begins with the Pipeline Sales Coaching Relative to Best Practices Define Lead Generation Identify Business Need Consult Sponsor Consult Power Sponsor Evaluate & Propose Sponsor Evaluate & Propose Power Sponsor Contractual Close Sales Methodology CRM/BI on Sales Methodology Sales Metrics Relative to Sales Methodology Page 7
7 Best Practices Sales Ecosystem Effective Sales Methodology Predict Yield Effective Marketing & Qualified Lead Generation Drive Velocity Progress Stages Continuosly Qualify Account Management & Territory Coverage Methodologies Defendable Strategic Positioning Technology to Enable Automated Metrics and KPI Monitoring Intuitive Commission Structures Brain Profile Matching to Job Roles Page 8
8 Our Consulting Methodology Determine Vision & Direction Define Key Focus Areas Create Initial Foundation Iterate Solid Foundation Grow to Greatness Path to Greatness Page 9
9 Step 1 Maturity Assessment Strategic Positioning Marketing & Lead Gen Sales Methodology Account Management Territory Coverage Sales Technology Metrics & KPI s Comms Structures Assessment Summary This organisation is highly effective at servicing their existing customers. However they will struggle to grow. Further they are at risk of competition in the future due to average strategic poistioning. Organisation will have predictable success, but not sustained excellence. Page 10
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