S S Ten Slides in Ten Minutes: Rejuvenating a Sales Organisation [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham CP.APMP

February, 2015

bill.graham@sales-synthesis.co.za

2

Client Value Strategic

Alignment

Sales Management Value-Based Sales

•Business Strategy •Market Strategy •Compensation •Solutions/Products

•Processes •Support Tools •Relevant Solutions •Client Benefits

•Drive Processes •Situational Analysis •Opportunity Scout •Mentor Resources

•Execution/Delivery •Within Budget •Value Derivation •Mutual Roadmap

The Sales Value Continuum is an Imperative for ALL Stakeholders

Positive Climate

and Culture

3

Disappointment

Sales Failure produces a Negative connotation with ALL Stakeholders

Sales Leadership

Cross-Company Management

Executive Committee

Main Board Members

Salesforce

…that becomes a major challenge to reverse

4

Focus on the Famous Four …and backburner all other elements and issues

Methodologies and Processes

Sales Kit

Account Set

Support Structures &

Tools

Positioned Offerings

Streamlined and Relevant

Pipeline Producers

Simplified & reduced Admin.

5

Sales Kit – Equipped with Carefully Positioned Offerings …supported by education, training and value propositions

Sales Kit

Positioned Offerings

• Inclusion of salesforce • Client-centric offerings • Salesforce feedback

6

Methodologies and Processes – Streamlined and Relevant …allowing transparency & visibility

Methodologies and Processes

Streamlined and Relevant

• Internationally recognised standards • Consultancy-led sales • Strategic involvement • Robust Account management

• Reduce salesforce admin. • Interact with salesforce • Sales leadership support

7

Account Set – Pipeline Producers

Account Set

Pipeline Producers

…creating the robust qualified opportunities (with high probability of success)

• Typically requires a 3rd party facilitated workshop to unearth relevance

• Logical account allocations • Salesforce upliftment • Professional salesforce

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Support Structures and Tools …remove as much admin from the salesforce but allow visibility

Support Structures &

Tools

Simplified & reduced Admin.

• Leveraging Industry Best Practice • Opportunity Management System • Sales performance Management • Bid/Proposal Professionals

• Support at all touchpoints • Positive reinforcement • Leadership assistance

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A Conducive Climate & Culture adds Positive Progress

Status Quo

Progress towards New Business Growth

Methodologies and Processes

Sales Kit

Account Set

Support Structures &

Tools

Positive Climate

and Culture

The ascent of acceptability

Uplift all Stakeholders

• Surprise rewards • Family inclusion • Team events • Achievers Club

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Build a Roadmap to monitor Actions and Metrics

Define type of sales

organisation

Build a positive

sales culture

Infuse Knowledge: Make

learning exciting

Build a robust Business

Acquisition flow process

Positive & meaningful

client interactions

The ascent of acceptability

Robust relationship

development, based on trust and

openness

Professional Account

Management (Team effort)

Uplift all Stakeholders