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Sales Excellence Principles

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by

David Meijerink

on 4 June 2013

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Transcript of Sales Excellence Principles

In a nutshell.... Sales Force Excellence Principles Customer Strategy Market Approach Environment Support Are we doing the right things?
based on our mission?
based on our vision?
based on our values? Are we doing things right?
do people have the right skill set?
organization structure and size?
are people spending their time right?
did we choose the right segment/channel? Do we have the right support & tools?
Are people awarded and recognized for their contribution in the right way?
Do we train our people properly?
Are the right (IT) tools in place?
Can we measure results properly? Are the right processes in place?
forecasting
lead generation/qualification
lead follow up
RFP proces
account planning
after sales support
customer service existing market/channels
geography
distribution
price
economy
market dynamics
product
promotion
legislation Leading & guiding a sales team Expectations Feedback Resources Clear mission,vision, strategy?
Goals made clear to the team?
Clear individual expectations derived from the above are set?
Expected behaviour made clear?
Account and/or region planning in place? Coaching on strategy and on the job?
Performance feedback?
Recognition?
Incentive system in place?
Appraisal system in place? Best practice sharing?
Planning time?
Information systems & tools?
Sales tools?
Removal of obstacles and barriers? Job Fit Training & development Motivation Recruiting & selection process
Customer assignment
Job description
Succession planning
Assign/reassign
Exit Selling, strategy & negotiation skills
Product, service and pricing knowledge
Competitor knowledge
Customer/market knowledge
Practice labs
Business acumen
Career development Performance improvement plan
Coaching, mentoring
Counseling, HR My personal approach C I A CONNECT with customers to:
understand their needs
co-develop new solutions
create long term relationship
create best practices and ambassadors CONNECT with the team/individual to:
understand their needs
clarify the strategy and goals
remove obstacles to perform
make (individual) coaching plan CONNECT with stakeholders:
senior management to align strategic goals & priorities, remove obstacles to perform
other dept's (mrkt, cust. supp, ops, finance) to:
create mutual understanding and cooperate to achieve (sales)goals
improve (sales) processes IMPROVE f.i....
customer offer
processes
fact based working
sales planning/forecasting
consultative selling
kpi framework
sales skills
incentive system
etc... Accelerate....by:
enlarging sales force
enter new markets
increase targets
cross-sell
up-sell
hunting Is that really all there is to effective sales management......? Of course not.... You need the best people you can get! Interested? Contact me for a good cup of coffee Sales best practices Understand the Customer's Business Uncover stake holder Interests Build Trust Advance the Buying Process Create Value Execute a Plan Network Broadly Challenge
Traditional Thinking Coaching Best Practices Ask more than tell,
Listen more than talk,
Respond with empathy Maintain or enhance Self-Esteem Provide Specific, Fact Based, Practical Feedback Build Sales-Planning Skills Filter the demands on a Salesperson's time Operate with trust and respect Sales Excellence Principles 8 essential steps in managing change Create a sense of urgency Form a guiding coalition Create a vision Communicate the vision Empower others to act on the vision Plan and create short term wins Consolidate improvements and produce more change Institutionalize new approaches by John P. Kotter
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