Commercial Performance Management Executive Summary Copyright, All Rights Reserved, e-strategia Consulting Group, Inc.
Integrated processes and digital tools to drive business results 1. Commercial Performance Management (CPM) is... The integrated planning and performance management of Marketing, Sales and Customer Service and a consultative behavior change to accelerate business results. 2. CPM: From the business plan to actual selling CPM Digital Tools Commercial Territory Account Marketing, Sales and Customer Service Integrated Consultative Behavior Opportunity Sales Execution
3. Strategic for Commercial Organizations Define and align strategic sales objectives, processes, projects and indicators with corporate priorities, objectives and strategies. Note: We will adapt our Commercial Performance Management Model and software to your organization structure and needs. 4. Consultative Selling Solutions Consultative - Helping customers achieve results by understanding business objectives, applying thought-leadership and recommending the best solutions. Team - An organization-to-organization selling approach that incorporates multifunctional sales team members. Teams can respond with greater depth and expertise to customers demands for increasingly complex and comprehensive solutions. Selling - A noble profession dedicated to building customer relationships, responding to customer needs and resolving concerns about the use of your product or service. Process - A series of inputs, activities and results that create value for an internal or external customer. A process is definable, repeatable, predictable and measurable.
CTSP Sales : Align account plans with customer priorities. Traditional Account Process An annual exercise Isolated efforts of a few High-level planning only Implicit alignment Fragmented systems Passive Best Practice An iterative, living process Collaborative teamwork Strategic and operational planning Explicit alignment Integrated processes, systems and tools Action-oriented CTSP-AP Software: CTSP Account methodology is contained in a software application that provides process guidance and access to account information for the extended sales team. CTSP Sales Execution: Align buyer and seller during the sales transaction. Traditional Selling Process Insufficient process definition All control, no help Isolated process Product pushing Abstract selling stages Poorly supported by operational systems Best Practice Three-level process definition Balance between help and control Integrated with other sales processes Consultative Clear exit criteria Appropriate operational systems support CTSP Sales Leadership: Align customer, seller and company objectives. Traditional Sales Leadership Excessive data manipulated manually Ad-hoc reporting Managers encouraged to do Sales Execution Disconnected from Sales process Fragmented systems Quotas and consequences focus Best Practice Use of Executive Observatories as management tools Defined events and escalation procedures Managers coach sellers to perform Sales Execution Unit/Territory focus Supportive systems Sales professional development focus We adapt CTSP processes and tools to fit your sales strategy and needs.
5. Commercial Performance Management Success Stories Signature Selling Method (SSM) The Need: IBM wanted to differentiate itself in the market through consultative selling behaviors, but there were more than 80 different selling and sales management methodologies being used in various ways worldwide. 1999-current: e-strategia has been leading the worldwide program with IBM to integrate disparate sales processes, consolidate sales training providers and develop and deploy IBM s proprietary selling method SSM (based in large part on CTSP) to more than 40,000 sales reps and business partners. Client Growth Strategy (CGSP) The Need: EDS wanted to integrate their account planning and sales processes to focus on growth of key large accounts, but they did not have an adequate account planning methodology and lacked web-based account planning and sales tools. 2001-current: Using CTSP Account as the foundation and integrating pre-existing EDS intellectual property, a market-unique, proprietary sales planning and execution process, complete with application and toolset was born. In addition to deployment planning and delivery to EDS s key account teams, e-strategia also provided training and certification for internal experts to build EDS self-sufficiency for field support of ongoing deployment efforts.
6. Summary of Commercial Performance Management Benefits Integrated and Performance. Increase the collaboration between Marketing, Sales and Customer Service to accelerate business results. Focus on Customer Obsession. Understand your client's clients and be able to sell integrated solutions, not products. Explicit Alignment. Link outputs from sales operations projects and processes to strategic outcomes for sales objectives and strategies. Integrated sales processes, systems and tools. Overcomes issues resulting from disconnected sales planning, sales execution and sales management systems. Acceptance by all levels of the organization. The proper balance of Help vs. Control measures ensures all parts of the organization, sellers, managers and executives will embrace change. Proven results. Documented examples of increased sales performance- speed, quality and volume, from satisfied users Behavior change at the Buyer/Seller interface. Tools and concepts that impact the interaction of the buyer and the seller. Pragmatic approaches to change. Expert sales practitioners who understand sales people and can engineer executable change initiatives. World-class digital tools designed for the seller. Help-oriented tools to assist sales reps in key interactions with internal team members and/or external customers. Rapid deployment and adoption. Organization change management principles ensure fast adoption by key sales personnel, learning-by-doing-real-work, and maximum results in the shortest possible time. e-strategia Consulting Group also offers comprehensive solutions for Enterprise Performance Management, *Government Performance Management and IT Performance Management. For more information, please contact us by email at:: e-strategia@e-strategia.com