Sell Smarter, Not Harder - the OneTEAM Method - June 2014

www.ps-consulting.com.au

Introducing the

OneTEAM Method or

“How to stop losing sales in today’s challenging business environment.”

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© 2014 Peter Strohkorb Consulting, all rights reserved


Poor Sales and Marketing team collaboration:

What are some of the Symptoms ?

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Too many sales reps

are not hitting their

targets

Sales reps can’t find the right

content and are creating their

own marketing material,

instead of selling

Too many sales are lost, or

are stuck at ‘Wait and See’

New sales reps take

6 months+ to ramp up

There is too much price

discounting

Marketing has poor visibility

of what collateral the sales

reps use, or how they use it

Marketing is reactive to the

more vocal sales reps

instead of supporting all

Us and Them’ attitude creates

an unattractive work

environment with poor staff

morale creeping in



What do other Experts say ?

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“67% of sales professionals do not

achieve their personal sales quota.”

The TAS Group

“~60% of sales pipeline is stuck

with no decision pending.”

Qvidian

"Only 25% of sales leads and

collateral that Marketing creates is

ever used by Sales teams."

IDC

“Less than 35% of a sales rep’s

time is spent selling.”

CSO Insights

“Almost 78% of newly hired sales

reps take 6 months or longer to

become fully proficient at selling.”

Accenture, Connecting the Dots on

Sales Performance



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Our Research shows:

“Organizations with

poor

Sales+Marketing

Collaboration

almost double

their risk of

declining sales.”


So, how can we raise Sales Productivity ?

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87% is forgotten within 30 days (Ebbinghaus)

Risky, and ramp up time is costly ($60k+ for the first 6 months) (Forrester, et al)

Stuffing more leads into the sales funnel will not resolve a sales productivity problem (Peter Strohkorb Consulting)

Point solutions are only band-aids that do not deliver ongoing business benefits (Peter Strohkorb Consulting)

MORE

Sales Training?

MORE

Sales Reps?

MORE

Sales Leads?

MORE

Point Solutions?


no

no

no

no


We need a holistic Framework that

addresses all three elements of the

“Productivity Trinity” in the right order:

People first

Processes second

and Technology third

So, how can we raise Sales Productivity ?

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A holistic Framework to vastly

improve Sales Productivity

through tighter Collaboration

between Sales and Marketing

teams.

Introducing the OneTEAM Method

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Marketers now understand how they can better support Sales.

They have stopped spending time and effort on things that Sales don’t

use or value. In return, they are now much more appreciated by Sales.

Sales people can now focus on selling. They have regained the

time that they used to spend on creating their own marketing collateral

and on searching for the right marketing content. They perform at a

higher level and feel more supported and appreciated by Marketing.

Sales Reps become more effective. Having the right collateral at

hand when they need it makes them more effective, resulting in more

closed sales, higher margins and better customer retention.

Everybody wants to work with a collaborative team. Your new

team environment attracts high performers, lifting work quality and

staff morale across the entire organization.

OneTEAM Method Results

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What is the Business Potential ?

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Sample Calculation 1: Lift lower tier sales reps’ productivity by just 5%

1st Year 2nd Year 3rd Year 3 year

Total

Annual Sales Target (assuming 8% growth p.a.) $100,000,000 $108,000,000 $116,640,000

# of Salespeople 40 40 40

Sales Team Performance Categories

Top Sales Team Revenue Contribution 50% $50,000,000 $54,000,000 $58,320,000

2nd Rate Sales Team Revenue

Contribution 35% $35,000,000 $37,800,000 $40,824,000

Bottom Sales Team Revenue Contribution 15% $15,000,000 $16,200,000 $17,496,000

Total Actual Sales 100% $100,000,000 $108,000,000 $116,640,000

Sales Effectiveness of the 2 bottom teams

increased by just 5% p.a. Revenue $102,500,000 $110,700,000 $119,556,000 332,756,000

Revenue Increase

$ $2,500,000 $2,700,000 $2,916,000 $8,116,000




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Sample Calculation 2: Reduce reps’ discounting by just 2%

1st Year 2nd Year 3rd Year 3 Year Total


How many Salespeople ? 40 40 40

Avg Discount Given before OneTEAM Method 5% 5% 5%

Avg Discount Given with OneTEAM Method 3% 3% 3%

Additional Sales Revenue p.a. $2,000,000 $2,169,000 $2,332,800 $6,501,800

Improved Profit p.a. (assuming 40% sales margin) $800,000 $867,000 $933,120 $2,600,720




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Sample Calculation 3: Just 5% more sales deals won, or 5% fewer ‘Stuck’ deals



Avg Sales Price per Solution $20,000 $20,000 $20,000

Avg. Sale Closing Rate (assuming 5% improvement p.a.) 33.3% 35.0% 36.7%

Additional Sales Revenue p.a. $3,333,350 $3,510,019 $3,688,761 $10,532,130

Improved Profit p.a. (assuming 40% margin)

$1,166,673 $1,228,507 $1,291,067 $3,686,246



What is the Business Risk ?

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Sample Calculation 4: Just 5% fewer sales deals won, or 5% more ‘Stuck’ deals


Annual Sales Target (assuming 8% increase p.a.) $100,000,000 $108,000,000 $116,640,000

Number of Sales People 40 40 40

Avg Sales Price per Solution $20,000 $20,000 $20,000

Avg. Sale Closing Rate (assuming 5% decrease p.a.) 33.33% 31.67% 30.08%

Lost Sales Revenue p.a. $3,333,350 $3,690,017 $4,077,558 $11,100,925

Lost Profit p.a. (assuming 40% margin)

$1,333,340 $1,476,007 $1,631,023 $4,440,370



OneTEAM Outcomes


Greater Sales Productivity delivers the following Outcomes:

Financial

Faster closing rate, higher margins, fewer lost sales, higher revenue,

more profit

Strategic

more responsive, nimble and competitive business, ready to deal with

change at lower risk

Operational

More efficient processes, lower cost, fewer errors, less delay

Cultural

High performing teams in more collaborative environment, better staff

engagement, higher job satisfaction and staff retention

www.ps-consulting.com.au 14


CSO Insights 2013 Study*

* CSO Insights 2013 Sales Performance Optimization Study


The OneTEAM Method At a Glance 15

Your Free Services Your Assessment Your Implementation

Free

5 minute online

OneTEAM Method

ROI Check and

Self-Assessment

Test

Free

1 hour face-to-face

OneTEAM Method

Discovery Session

($695 value)

60-90 days

OneTEAM Method

Opportunity

Assessment

3-12 months

OneTEAM Method

Implementation

NOW

Detailed 360o Snapshot

• Sales

• Marketing

• Customers

Remediation

• People

• Processes

• Technology

• Ongoing improvement

High Level

• Benchmarking

• ROI Estimate

• Opportunities

High Level

• Situation

• Problems

• Opportunities

Sales feels

under-supported

by Marketing and

is not achieving

sales targets

FUTURE

Blame and

finger-pointing

disengage the

high performers

Marketing

understands how

to better support

Sales and is now

more highly

appreciated

The new

collaborative

team

environment

attracts high

performing

talent

Marketing

produces sales

material but is

uncertain of what

really works for

Sales

Sales is much

better supported

by Marketing and

now hits its

targets

http://www.ps-consulting.com.au/sales-and-marketing-assessment-test.php





http://www.ps-consulting.com.au/opportunity-analysis.php

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Take the Next Step:

Contact Us

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Date post:	22-Oct-2014
Category:	Business
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