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Sales Development 2.2

We need to change the way we train our sales professionals to adapt to a new environment
by

Brendan O'Donohoe

on 31 August 2015

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Transcript of Sales Development 2.2

?
Hello John,

Thank you for making time today.

We agreed to the following 2 actions;
...
...

John, I will call you on Friday next week to follow-up

With kind regards,
Standard Sales Person
TOOLS
Tools are Game Changers
METHODOLOGY
TRAINING
How t
Tools - Methodology - Skill
Methodology - Training - Skill
Tools - Methodology - Training
4
1
3
2
Consultative
using
Salesforce Automation
Succesful
Playbooks
Advanced Methodologies
Sales Superstars
How to train Superstars?
Focus & Drip! One Skill per week, 8 Weeks per Quarter. 4 Quarters in a Year
Sales Transformation
Program

Sales Team Transformations
SKILLS
Tools Don't Matter in the Wrong Hands
The Best and the Rest
Ryals and Davies identified seven behaviours of which only 3 were actaully related to sales success. By mapping how sales people relied on each behaviour, they discovered eight types of salespeople. But only three were consistently effective. These 3 made up 37% of the sample. The remaining 63% fell short.
SKILLS: What are the most effective behaviours?
The Effective Minority
Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services
Meeting Preparation
Customer Interaction
Company Presentation
Presentation & Rapport
The Sales Pitch
Story Telling
Rising to the Challenge
WHAT EXPERTS DO BEST
SKIILS: What Skills set the Experts apart?
Analytics
What is Commoditized?
Meeting Prep is automatic from dashboards an analytics
Company Presentation is automatic from content
Sales pitch is scripted from answers
The greats can then rise to the challenge by overcoming objections
What sets the top apart?
Where do your People Fish?
Automation focuses your team
Question: Can this be taught?
Does it need practice?
Latest in sales tools
Only Salesforce manages from seed to harvest- across multiple harvests
Social media:
unifies buyers
Old Verses New Tools:
They don't commit commodity errors:
Customer opens Link
Automatically collects data when email is opened, or a link is clicked
You get viewer statistics, client can provide instant feedback
and allow you to instantly modify the same asset
A Standard Sales Person is trained to send a short Thank You note as follows:
EXAMPLE: Getting More Data Out of Your Communications
1
2
3
4
5
Skip the hot-zones at the beginning and end of each quarter
Divide your weekly sales excellence training in 3 programs, skills, tools and methodologies
During Sales Excellence training, focus on only one key skills at a time for 60 minutes per week. And do it for 8 weeks per quarter.
During the sales meeting provide a sales training class such as Dan Adams Selling to CxOs
These are skills that can be taught!
Standard Sales Training
by Brendan O'Donohoe
QUESTION: Can this be taught? Does it need practice?
Provocative Approach
Require constant refinement to meet the rapid changes in the competitive market
Old Tools Used In New Ways
Tools - Training - Skill
QUESTION: Does your team use web-based selling tools?
Can this be taught? Does it need Practice?
Example of an engaging SalesPitch by SolidLine\Media
Harvard Business Review
Provocative
Superstars Used Best People Early on
Standard
Consultative Sales Methodology
With a
(you need this too)
Creates
On Dispersive Ground
On Facile Ground
On Contentious Ground
Open Ground
Ground of intersecting Highways
Serious Ground
Difficult Ground
Hemmed-In Ground
Desperate Ground
Endure, do not stop selling
No Bid
Will end up in price competition.
Accellerate the bid.
Delay the bid
Focus on the 'one' key
differentiator. Push hard!
Partner to provide a complete solution in order to differentiate
Change the criteria (buyer, requirements, timing)
fight not
attack not
gather and plunder
halt not
do not block your opponent
keep steadily on the march
resort to stratagem
fight
joind hands with your allies
Sell more, increase term & design-in new projects.
salesforce.com
With todays buyer having full access to info 24/7
Sellers who has to meet rev-rec changes
Whilst competitors are switching strategies
Once a year training is needed but not enough!
for 3 days locked inside = 5-10% retention?
On methodologies 'from the bubble age'
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Basic
Market
Situation
Competitive
Differentiators
Sales
Strategies
=
+
+
executed
through
Explained
Concept
Concept
Explained
transform
The Sales-Pro vs. The Buyer
We need to Transform Sales
The Sales Pro, lacks state-of the art sales tools, needs to tune to a social selling skillset and develop new methodologies as the buyer is looking in different places, and is gaining superior insights.
where is my cloud?
Buyers Benefit-
Sales Reps Waste Time
at internet speed
Sales are more complex
Buyers Move
at internet speed
Is your team
adapting ?
what is the
value ?
help me!
Level the Field!
Hosted in cloud
Accessed on iPad
at internet speed
make things easy!
Action Plan
Introduction
Explaining my
thought process

Conclusion
Critical
Path

Anticipated
Impact

Start
Finish
Provide the right
Tools
Train Social Selling
Skills

Coach on
Methodologies
Provide
Training
and have
Fun
Conduct analysis to determine which marketing is effective
A Superstar sends a thank you note but includes a link to a value-add asset.
Send TY E-mail
TOOLS: Salesforce as a Superstar Tool
Take action: Call, E-mail, or do nothing
Question: Can this be taught? Does it need practice?
Sales is Now
Order Fulfillment
Behavioral
Change
Do you manage accross the entire stream?
Tell Salesforce I'm Busy!
Sharpen the Saw:
Sales Team Transformations!
Cost: $900 Billion to $1.3 Trillion
Full transcript