EXECUTIVE CENTRAL. Leader Channel Sales Management Excellence

Transcription

1 EXECUTIVE CENTRAL Leader Channel Sales Management Excellence TM

2 EXECUTIVE CENTRAL How do you attain dedication, loyalty and continued focus from your reseller channel so that both partners' business needs are met? This has been the key question challenging channel managers for years. How to unlock the potential of their own organisation, and that of their channels of distribution, to maximise growth, profit and return to all stakeholders. In these challenging times, the pressure is on to meet targets every quarter, and we need the support of our reseller partners more than ever. But how do you get more than your fair share of focus from your partners? How will you know, every quarter, that they have a strong focus on your product or service? How do you measure, manage and reward them for partnership success, and how do you help them significantly increase their sales performance? Are your channel sales people just visiting for a cup of coffee or are they actually helping drive sales? CONTENTS Introduction 4 Overview 6 Structure & Process 8 Program Content 10 Investment 13 To answer these important questions and help you achieve significant increases in channel and reseller partner sales, Executive Central has drawn on over 100 years of combined sales and management experience, across corporate and consumer channels, to develop and deliver a new cutting edge program. The program is designed to be implemented with your channel sales staff and where available, be combined with cooperative or soft dollar promotional funds to engage channel partners, thus becoming the most valuable investment you may ever make in your reseller channel. Breakfast seminars, website advertising and the like are yesterday s tools and, if we re honest, are almost impossible to measure in terms of ROI. Executive Central s Channel Sales Management Excellence Program is measurable, manageable and goes far beyond the usual training programs that may have been conducted in the past. The program focuses on the need to implement total sales effectiveness to produce repeatable, sustainable results for all stakeholders and can be co-branded with your company to provide extra ownership and value. There is an old saying that goes Sell through me, not to me. This is the eternal cry for help from all channel partners. Help me make my business profitable and my loyalty will be returned to you, they say. So, how are you addressing this need? Do your channel sales managers and representatives even understand this need and how do they address it every day? 2 EXECUTIVE CENTRAL LEADERTM CHANNEL SALES MANAGEMENT EXCELLENCE LEADERTM CHANNEL SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 3

3 INTRODUCTION LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE LEADER Channel Sales Management Excellence LEADER recognises that successful channel sales managers and representatives are critical to a leveraged organisations, success. At the end of the day, nothing happens until the channel sells something! In order to achieve success, channel managers and sales representatives must do more than train their channel sales staff on product knowledge. They must do more than deliver leads or train on rewards programs. They must attain a leadership role with all channel partners and become part of a driving force that champions an effective selling process for their product or service. ie. Lead a sales culture that is unique to your brand. This leadership must extend back into the organisation with the channel managers and representatives championing the needs of the channel so that alignment of needs can be realised. Only then can a true partnership be attained. Leading Channel Sales Culture Leading Channel Sales People Leading Channel Sales Process LEADER Channel Sales Management Excellence To achieve success in all 3 dimensions of channel sales management, the LEADER Channel Sales Management Excellence Program recognises that channel managers and representatives must: L E A D E R ead on a 360 degree basis by achieving superior results with and through others; ducate others on a 360 degree basis about the fundamentals of professional selling and how everyone (in your organisation and the channel partner s) plays a role in it; pply, and ensure all people related to the sales engagement apply, the fundamentals of professional selling at all times and hold people accountable for their application; rive oganisational alignment around a positive and effective channel sales culture; valuate sales performance by measuring effective sales activity and behaviour; and ecognise and reward the behaviours and activities that will optimise improved sales performance. 4 EXECUTIVE CENTRAL LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 5

4 overview LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE INTERNAL OR MULTI ORGANISATIONAL PROGRAMS Who Should Attend Content Each LEADER Channel Sales Management Excellence Program is tailor-made (from a core of best-practice intellectual property) for every client by focusing on the specific development needs of your channel managers and channel sales representatives and then applying it to the unique working environment of your organisation and market. Multi-organisational programs are also conducted, from time to time, where an individual client may have only a very small number of channel facing staff. These programs bring together channel managers and representatives from different industries and organisations. This environment exposes program participants to a broader range of views and experiences, an understanding of selling issues in organisations other than their own, and a pool of channel managers and representatives from other industries and organisations with whom to build networks. In summary the LEADER Channel Sales Management Excellence Program can be described as follows: Channel sales managers and channel representatives of all levels of experience. The LEADER Channel Sales Management Excellence program is designed in such a way that every participant, no matter their experience level, will be stretched and challenged to unlock their full potential. In our experience, every participant has something valuable from which others can learn. Number of Participants A minimum of eight (8) and a maximum of twenty (20) participants per group to ensure optimum balance between individual focus and group interaction and learning. Learning Approach The LEADER Channel Sales Management Excellence program has been designed around cutting-edge, adult learning principles. Participants will experience a wide range of group, sub-group and individual learning and coaching activities which are supplemented by pre-reading and work-based assignments and specific on-the-job action plans. A summary of the core course modules is provided over the page, however, based on the individual needs analysis conducted with each organisation and participant prior to the commencement of the group workshops, specific content and areas of emphasis are tailored to suit individual needs as much as possible. Format 6 core modules have been developed to address key areas of channel sales management competency and are structured flexibly to ensure appropriate emphasis on areas of greatest participant need. Program duration is 6 months, group workshop sessions are conducted bi-monthly to ensure follow up actions have time to be implemented in the field. Individual analysis of needs is completed for each participant in preparation for the commencement of the program input from line manager and/or relevant peers encouraged. Following analysis of needs, participants develop an initial statement of key development objectives for the program which is circulated to their line manager and the coach. This represents the development needs to be addressed and a commitment from both participant and coach to be accountable for the achievement of these objectives. Each core module incorporates pre-reading and work-based assignment modules which must be completed prior to attending group workshop sessions, and which are reviewed openly in these sessions. Full-day, highly interactive group sessions are carried out to ensure maximum leverage of time and participant attention span, and minimum disruption to normal business operations. Telephone support is provided between sessions by the coach. Optional Individual or Pair Coaching sessions between group sessions are provided for even more specifically tailored support for participants and maximum focus on implementation in the field. This can be structured in a variety of ways to suit budget, time availability, and intensity of need. Specific on the job follow-up actions and peer support sessions participants are encouraged to meet in pairs or sub-groups to provide support for each other s action plans. A final report is developed by each participant and presented to the line manager and coach. The report evaluates self perceived participant success and economic benefits. 12 months telephone support from the coach on any matter relating to the program as part of our unique Executive Central Service Warranty. 6 EXECUTIVE CENTRAL LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 7

5 Structure and Process LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE Benefits of LEADER Channel Sales Management Excellence process A far greater proportion of new learning will actually be put into practice in the workplace in a sustained way due to the extended nature of the program and its emphasis on practical implementation. Only content that is relevant to the organisation s/ participant s environment will be included in the program due to the in-depth needs analysis process. Participants will not be taken out of the workplace for lengthy periods of training due to the shorter group workshop, individual/pair meetings, and peer support structure of the program, which ensures that the everyday work environment is the real classroom. Participants will have the opportunity to learn from the experiences and challenges faced by participants from different industries and organisations. Participants can build their networks through the relationships developed with participants from different organisations, with ongoing peer support sessions encouraged and supported by Executive Central even when the program is completed. Participants will develop a common sales language, that will enable them to better communicate with and support each other on any issues relating to channel sales. Participants will have the ability to call their coach for support for a period of 12 months from the completion of the formal program to ensure that learning is sustained and practically applied in the workplace for the long term. Participants will have the opportunity to continue their learning and networking by attending any of the regular information forums held by Executive Central once they have completed the program. Participants will experience first hand many simple, but effective, techniques which can immediately be applied in the workplace. As participants put into practice the strategies they developed during this program, their impact can be immediately observed and measured. Needs Analysis Individual needs analysis interview with participant, with input from line manager and peers Statement of Key Development Objectives overview developed by each participant Reviewed and agreed with line manager Group Workshop Sessions Three full-day master class workshop sessions 9am-5pm followed by networking function Pre-reading and workbased assignments Agreed action plans developed to embed learning in the workplace Coaching (Optional) Each participant will be paired and receive two coaching sessions between each master class group workshop with an experienced Executive Central Coach to facilitate learning and implementation of agreed actions (Gold Program) More intensive support is offered in individual coaching (Platinum Program) Evaluation Final report generated by participant and circulated to coachand line manager Closure 3-way meeting held between participant, coach and line manager Economic benefits assessed Ongoing telephone support from coach for a period of 12 months LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 9

6 Program Content LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE Lead Educate Apply Drive Evaluate Reward Channel Leadership vs Channel Management - The most common sales leadership traps The Transition to Sales Leader from Channel Sales Professional The Emotional Intelligence of Leadership - Understanding Self - Understanding Others - Flexing for Superior Results Setting Priorities for Self and Others - Time and Priority Management - Territory and Account Planning - Strategic Channel Account Planning Professional Channel Selling Fundamentals - Validate, radiate & then challenge the status quo - Identify best practice. Interview top channel performers. Focus on key processes like territory management, customer/account selection, the account penetration lifecycle, and day-to-day fundamentals like sales visits and follow-up. - Validate best practice. Here, the key is to concentrate on a small number of high-pay off activities that can be translated into replicable, sustainable processes - Radiate best practices and any new processes across entire field sales force - ADAPTOR Professional Sales System - Adding new or filling the gaps - Golden Rules of Professional Selling Preparation and Planning for Sales with the channel - Approach Phase - Developing ANGLEs - Removing the Hope factor from Pipelines Executing Sales Engagements - Discovery Phase - Presentation Phase - Sales Negotiation Phase Sell through me, not to me - Understanding and focusing on channel partner needs as your major goals - The business reality of the customer and the customer s customer Develop the process. - The most effective development must go far beyond teaching general sales capabilities via sales training - It must focus on systematically teaching your reps companyspecific best practices, if they exist, or implement effective new processes - Every rep should know best practice process and master in advance the essential skills necessary for success. Delegating Sales Activities - Situational Leadership Strategies - Delegation Options - Motivational Delegation Coach the Process - Sales Coaching Skills - Understanding Coaching, Counseling and Mentoring - Coaching/Change Management Methods - The Adult Learning Cycle - Goal Setting, Reflection, Planning, Action, Review Being Accountable & Holding Others Accountable Leading the Channel Sales Team or the partner sales team - Superior Sales Team Performance - How to design, recruit, manage & lead your team to sales success - Managing your channel partners as a hybrid team - Team Prioritisation, Monitoring and Review - Challenging the sales team to confirm what they know Drive Alignment of Organisation with the Channel Sales Engagement - Power, Influencing and Networking Skills - Building Internal Allies - Leveraging Internal Capabilities - Eliminating Internal Obstacles/ Distractions Drive Sales Organisation Performance - Discovering ongoing sales organisation needs - Discovering ongoing channel partner sales organisation needs - Balancing personal involvement and team development opportunities - Capturing and communicating best practice behaviour and skills Recruiting for attitude, developing for results - Best practice recruitment techniques Measuring Sales People - Audit processes that evaluate structure & potential of the team - Beyond motivation Measuring Sales Performance - What are we measuring? - Does this drive the behaviour and priorities we want? - How are we measuring it? - Is this accurate/fair? - Can we enhance our approach? So What? - What happens with our measured data? What actions does this drive? - Who does the measurement help and why? - Organisation Vs Sales team - What s in it for the sales organisation? Sales Compensation Plans (Internal & Channel partner) - Driving Effective Sales Activity and Behaviour - Rewarding results based activity, not just activity - Are we rewarding the right things? Non-Financial Sales Incentives - Ongoing Development - Recognition and Profile Team-based Sales Incentives Recognising and Rewarding Key Contributors - Further developing internal allies - Rewarding the behaviour and information we need 10 EXECUTIVE CENTRAL LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE

7 investment LEADER Channel Sales Management Excellence investment Based on internal programs with groups of at least 8 participants. Programs can be designed to suit specific needs and budgets. Prices may vary depending upon program design and number of participants. 3 full-day Master-Class Workshops held over a 6 month period. Optional, but recommended, coaching following master-classes in either individual or pair coaching format. Program Components Silver Program includes Individual Needs Analysis Facilitated development of a Statement of Key Development Objectives 3 full-day master-class workshops followed by networking function 12 month telephone support following completion of program All course material, pre-reading and work-based assignments, and supporting tools Price: $2,500 + GST per participant Gold Program includes all silver components plus 2 pair coaching sessions following each group workshop Price: $5,000 + GST per participant Platinum Program includes all gold components plus Intensive individual coaching sessions Price: $8,000 + GST per participant Multi-organisational programs are available from time to time with the format following that outlined above. The following professional fees apply; Silver Program - $3,500+GST per participant Gold Program - $7,500+GST per participant Platinum Program - $10,500+GST per participant LEADER TM CHANNEL SALES MANAGEMENT EXCELLENCE EXECUTIVE CENTRAL 13

8 EXECUTIVE CENTRAL Executive Central Executive Central is an Australian and international community of executives dedicated to unlocking the full potential of its members, their organisations and the communities they serve. Our senior consultant members are senior executives with extensive experience at the most senior levels of organisational life in a wide variety of industries and sectors. They are dedicated to offering coaching support and innovative consulting services in four key practice areas: Leadership - Proven best-practice leadership and behavioural development. Sales - Development of sales, marketing and relationship building skills and organisational sales cultures. Strategy - Insightful analysis, development, implementation and monitoring of high-level business strategies. Women - Targeted and innovative development and support aimed at meeting the specific needs of women operating in executive environments. Our executive members are committed to mutually supporting each other's succes and that of their organisations and communities by engaging in ongoing personal development, quality relationships, fun and fellowship. To find out more about Leader TM Channel Sales Management Excellence and Executive Central Membership and how they can benefit your organisation, contact: Executive Central BRISBANE SYDNEY MELBOURNE ADELAIDE CANBERRA PERTH ASIA PACIFIC T: Executive Central Group Pty Ltd ABN