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Sales Performance & Transformation

High-level sales effectiveness & transformation framework
by

David Nicholson

on 22 September 2014

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Transcript of Sales Performance & Transformation

Sales
Governance
Sustainable
Performance

Transformational
Journey

Individual
Development
Consultative
Intelligence
Measurable
KPI's
Expectation
Enablement
Sales
Process
Structured sales cycle
Verifiable outcomes
Stakeholder triggers
Prospecting
Qualification criteria
Pipeline metrics
Forecast
Activity levels
Pipeline weighting
Lead handling
Forecasting
Conversion
Products & Positioning
Competitive landscape
Markets & Sectors
Value Proposition
Roadmap & USP's
Goal, Strategy & Tactics
Messaging & Positioning
Coverage modeling
Assessment & Hiring
Tools & Planning
Training & Development
Segmentation & White-space
Comp plans
Transformational change
Communication & Contribution
Sales Constitution
Accuracy & Consideration
Guidance & Coaching
Behavioral competencies
Consultative
methodologies
Advanced
negotiation
Customer
collaboration
Commercial modeling
Velocity
& control
Cross-sell
& Up-sell
Thought
leadership
Political
alignment
Client
Dependency
Client
Demand creation
Super-charged
Sales
Customer
advocacy
Better
Returns
Scalable
Faster P2B
Consultative
modeling
Sales model alignment
Tailored programme
Value proposition hypothesis
Train methodology
Integrate sales process
Map in verifiable outcomes
Negotiation
techniques
Value v Cost
Buyer types & roles
Concessions
Value Perception
Monetary v non-monetary
Monetising deliverables
Compelling event
Collaboration
Account Development Planning
Shared milestones
Joint ownership
Client Services model
Contact strategy development
Political alignment
PR and advocacy
Commercial
Understanding financial objectives
Monetising client need
Budget profiling
ROI based proposals
Creating compelling events
Success criteria
Higher conversion
Greater scope solutions
Improved profitability
Shorter sales cycles
Proposition replication
High performer retention
Creativity & Confidence
Champion & Sponsor
Sector presence
Relationship longevity
PR & coverage value
Willing adopters
Reduced cost of Sale
Greater sales QBH return
Improved marketing ROI
Net profitability enhancements
Staff investment return
Basic performance recipe
Adaptable to Size and Reach
Aids acquisition integration
Modular to suit
On-boarding model
Business process enhancing
Predictive workload
Manageable
Net advantages
Cross-functional value
Measurable
Adoption
&
Change
Repetition
Celebrate Adoption
Reinforcement
Resistance Planning
Continuous Improvement
Predictive planning
Active v Passive
Behavioral v Capability
Assessment
Positive v Negative
Staged/phased adoption
Tools & Content
Manager adoption/embrace
Test understanding
Practice = Mastery
Common Language
Functional adoption
Coaching consistency
Predictability
Challenge adoption
Tiered adoption
Accreditation
Track process/aid usage
Source feedback
Coaching events
Challenge mediocrity
Publish successes
Communicate in 'new' language
Recognise the 'change'
Reward change embrace
Proactive stimulation
Market Focus planning
Business need Matched
Proposition positioning
Compelling triggers
Proposition Integration
Business Enablement
In-life Value add
IP & Expertise Value Perception
Solution Bundling
Commercial modeling
Influencer & Adviser
Inner-circle Participation
REAL Value Contribution
Executive programme
Trade relationship
Endorsement
Performance Scaling
Customer Journey mapping
Monetised Roadmap
Functional Impact Analysis
MSA contracting
Commercial modeling
Compelling business proposition
Proving the Compelling Event
Engagement Strategy
POC Validation
Monetised cost of Delay
Buyer aligned Process
Collaborative Selling
Proposition validation
Content Marketing
Sector leadership & Authority
Customer Insights
Unique Perspective
Solution - Problem alignment
STATS
TYPICAL DRIVERS
MEASURES
PRODUCTIVITY
Why
Transform ..?
Selling Time 24-35%
(+46%)
Manager Coaching 11-24%
(130%)
Sales Churn 12-3%
(-75%)
# Exceed quota 30-55
(80%)
Strategy buy-in 15-85%
(470%)
Increase sales performance
Underpin consolidation Outperform competition
Up-skill incumbent leadership
Drive growth
Engage new markets
Reduce risk
Sales/Top-line growth
Improved process collaboration
Develop & Retain talent
Reduced cost of sale
Improved velocity & P2B
Sales Effectiveness
Supplemental sales channels
Overlay sales
Performance mgt metrics
Cost v Quota alignment
Customer segmentation
Product to Solution shift
Direct/Indirect/Multi-channel
Redesign - roles & process
Stats shown represent variance and uplift between average and best practice
Engagement
Assessment
Take Action
PM Framework
Coach & Recover
Transformational Hiring
Assessment

&
Performance
Management
Persona Assessment
Performance metrics
Business & Behavioral
Measurable & Demonstrable
Predictable & Published
Fair & Reasonable
Timebound
Retain & Develop
Redeploy & Retrain
Remove
Process
People
Infrastructure
Culture

Hiring never stops!
Resume auditing/scoring
Competency segmentation
Challenging JD's
Situational Fluency
Non-compromising
Measurable Objectives
& Performance
Period & Cumulative
Dynamic review
Collaborative model
Disciplinary process
S.M.A.R.T
Quick-win
Shared contribution
Push v Pull coaching
PDP inclusion
Full transcript