New Winning Strategies for Pipeline Management
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1 SMA Online Experts Exchange New Winning Strategies for Pipeline Management March 01, 2011 Presented by Copyright 2011 The Sales Management Association.
2 About the Sales Management Association A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners. MAR 10 Join Us for this upcoming SMA event Workshop: Optimizing Sales Management s Coaching Impact A workshop for sales leaders interested in implementing, assessing, and optimizing effective sales coaching programs in their sales organization. Held at Emory University s Goizueta Business School in Atlanta. Learn More: The Sales Management Association. All rights reserved Slide 2
3 Today s Presenter is Jason Jordan Jason Jordan, Partner and Vice President, Vantage Point Performance Recognized thought leader in the domain of consultative selling. Jason has consulted internationally in industries such as technology, financial services, media, telecommunications, manufacturing, distribution, consumer products, health care, and hospitality Director of Research for the University Sales Education Foundation. Adjunct faculty member in the at the University of Virginia s business school, where he teaches in the Executive Education program and manages a graduate-level courses in sales. New book being published by McGraw-Hill in the Fall Cracking the Sales Management Code The Sales Management Association. All rights reserved Slide 3
4 SMA Online Experts Exchange New Winning Strategies for Pipeline Management March 01, 2011 Presented by: The Sales Management Association Copyright 2011
5 Agenda Vantage Point Performance The Sales Pipeline: A Heightened State of Alert The Perfect Pipeline Bad Things that Mangle Perfection Questions Slide 5
6 Vantage Point Performance Holistic Approach to Sales Improvement Process Sustainable Change Metrics Strategy Skills Vantage Point s Total Sales Performance SM Change Management Model Tools Slide 6
7 Vantage Point Performance Focus On Sales Management Belief in Research Slide 7
8 A Few Clients Slide 8
9 The Sales Pipeline in Larger than Life Source: Commerce Dept. Bureau of Economic Analysis Slide 9
10 The Perfect Pipeline
11 What is a Pipeline? Slide 11
12 3 Key Characteristics of a Pipeline s Health Slide 12
13 A Typical Sales Pipeline - Examined Slide 13
14 The Perfect Sales Pipeline Slide 14
15 Five Assumptions and Practices that KILL the Perfect Pipeline
16 Dangerous Assumption: Bigger Is Necessarily Better Slide 16
17 Best Practice: Stout is Out... Thin Is In Slide 17
18 Dangerous Assumption: Feed the Beast Slide 18
19 Dangerous Assumption: Bigger Is Necessarily Better Slide 19
20 Best Practice: Kill the Deals Slide 20
21 Common Practice: Constant Inspection of the Pipeline INSPECTION Tactical in nature Explores what has already occurred Assesses sales rep compliance with agreed-upon expectations Required by manager, but lowvalue for rep Slide 21
22 Best Practice: Coaching Reps through the Opportunities COACHING Developmental in nature Asks what to do differently in the future Focuses on building skills and execution Very time-intensive, but highvalue for rep and coach Slide 22
23 Common Assumption: Late-Stage Manager Intervention Slide 23
24 Best Practice: A Balanced Approach Slide 24
25 Common Practice: Undisciplined Management Interactions Slide 25
26 Best Practice: A Structured Agenda 2010 Copyright VPP, Inc: Pipeline Coaching SM Training Program Slide 26
27 In Sum... The Sale Pipeline has never been more in focus Yet, it s still a little blurry as an effective management tool Some common assumptions actually work against us More deliberate strategies, practices, and coaching can improve sales performance Slide 27
28 Thank You. The Sales Management Association Copyright 2011
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