The 8 Elements of a Successful Sales

Transcription

1 The 8 Elements of a Successful Sales Effectiveness Program

2 Introduction: There is lot more to sales effectiveness programs then what meets the eye initially. Some companies focus their efforts of sales skills and often then ignore compensation systems, while others would implement rigorous performance management systems while not doing anything to improve implement sales processes. Neglecting one area will certainly reduce the effectiveness of the program. Successful companies focus on a number of areas when embarking on a sales effectiveness program. In fact, it calls for skills and competence in managing people, performance, reward systems and incentive, while at the same time implementing high performance processes and high visibility systems. Carpedia has the skills base and experience to assist organisations with the complexities of effective performance

3 8 Elements of a successful Sales Effectiveness Program Incentive systems don t drive the right behaviours Absence of reward systems driving motivation Most companies don t use a logical approach to access the market Lead generation systems don t focus on High Probability segments Compensation Segmentation & Targeting Sales Management Too much admin. Sales managers tend to be desk bound Sales managers want to be doing the selling Sales managers don t manage Training & Skills Performance Management Lack of active performance management Lack of clear measures and accountabilities that link with the organization s strategy and objectives Sales Processes Sales Effectiveness Critical gaps in selling skills No structured training program or process Organization Structure CRM Absence of a CRM system CRM systems not utilized to the full extent of the available technology. Significant non-value-added time spent navigating through unclear processes No ability to manage process execution Absence of process leads to sub-optimal execution Lack of alignment in sales, customer service and technical service teams Lack of org. alignment in the sales teams acquisition retention penetration Lack of clear roles and responsibilities

4 Segmentation & Targeting 1. Segmentation & Targeting Segment the target customer base on the basis of value and needs Select high probability segments Research high probability segments Prioritization Targeting Ensure alignment between the core value proposition and Customer needs

5 Sales Management 2. Sales Management Ensure activity visibility Ensure forecast attainment visibility Select the right people Train Coach Remove barriers Measure results

6 Training & Skills 3. Training and Skills Ensure skills visibility Implement a selling process Train the skills at process steps Align with customer buying processes

7 CRM 4. CRM Implement a CRM solution Ensure CRM tools are implemented to standardize / automate the process Link process to systems Ensure everyone follows the process

8 Organization Structure Organization Alignment 5. Ensure roles and responsibilities are clear Build touch maps to clarify activities Link touch maps to R&R s Optimize deployment

9 Sales Processes Sales Processes 6. Ensure a defined sales process Define Process Steps Train the skills at each process step Link process to system Optimize processes and systems

10 Performance Management Performance Management 7. Ensure performance expectations aligns with goals and objectives Define clear accountabilities Define clear measures Ensure regular reviews Coach performance

11 Compensation Compensation 8. Compensation system to drive positive behaviors Incentives to drive goal and objective attainment Recognition and rewards drive motivation

12 8 Elements of a successful Sales Effectiveness Program Segmentation & Targeting Sales Management Compensation Training & Skills Performance Management Sales Effectiveness CRM Sales Processes Organization Structure

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