© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 1
WORKSHOPS
InitiatingNew Business
WinningComplex Sales
Coaching the Sales Process
Managing Strategic Accounts
CONSULTINGAND COACHING
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 3
Agenda
Infoteam in Brief Sales Process – A Strategic Asset Infoteam Workshops Workshop Descriptions Comprehensive Solutions Case Study Successful Implementation Partnership with Infoteam
To recognise how Infoteam can improve your performance
OVERVIEW
Goal
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 4
Infoteam in Brief
Specialists in business-to-business sales process improvement since 1989
Proven, easy-to-use methods and tools delivered in 400+ workshops per year
Local support through 30+ consultants (12 languages) 300+ Corporate and SME clients Design and implementation of customised solutions Broad and deep experience in a wide range of industries
OVERVIEW
Corporate clients ArcorAscomBT IgniteCommerzbankDeutsche TelekomDussmannEpsonFestoGeneral ElectricListaOraclePwCSAPSiemensSchlumbergerSwisscomUnaxisXerox
Helping companies develop & deploy an ideal sales process
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 5
Sales Process – A Strategic AssetOVERVIEW
TimeManagement
TeamWork
Negotiating Skills
PresentationSkills
QuestioningTechniques
InternalSelling
ObtainingAppointments
ProposalWriting
Industry & CustomerKnowledge
The sales process is the Central Process Unit of selling
Sales Process
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 6
Infoteam WorkshopsOVERVIEW
InfoteamWorkshops
7. Account Development
3. Cover-the-BC
2. Qualification
6. Implementation
5. Decision
1. Identification
4. Proposal
Initiating New Business
Winning Complex Sales
Coaching the SalesProcess
Managing Strategic Accounts
Identify key issues in the sales process and deliver results through high-impact workshops
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 7
Initiating New Business (INB)
Generate new qualified opportunities for continued growth
WORKSHOPS
Account Managers, Virtual Account Team Members, Sales Managers
Goal
Target Audience
Duration
Contents andResults
• Reactive selling• Ineffective entry
strategies• Unproductive
appointments
Key Issues Pipeline of qualified opportunities
Systematic targeting of accounts
Shorter sales cycle and accurate forecasts
Improved control of sales process
Improved credibility & status Consultative approach to selling
Increased footprint Uncover new business with existing accounts
More successful sales calls Comprehensive preparation
2 Day Workshop, 1 Day Follow-up (after 3 Months)
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 8
Winning Complex Sales (WCS)
To maximise chance of winning through an effective sales process
WORKSHOPS
Goal
Account Managers, Virtual Account Team Members, Sales ManagersTarget Audience
Duration
Contents andResults
Improved closing rate Identify and eliminate sales process deficits
Accurate forecasts Better sales process control
Increased revenue Improve action plans in live-cases
Better resource utilisation Focus on the right projects
Better teamwork & coaching Common language
2 Day Workshop, 1 Day Follow-up (after 3 months)
• Selling to the wrong people
• Poor team communication
• Sales process only on paper
Key Issues
Long term impact Putting concepts into action
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 9
Coaching the Sales Process (CSP)
Faster implementation, sustained impact, real change
WORKSHOPS
Goal
• Initiatives that are not implemented
• No ROI for training
• Resistance to change
Key Issues
Sales Managers and Management TeamTarget Audience
Duration
Contents andResults
Faster return-on-investment Moving from concepts toaction
Sustained improvements Integrating practices intodaily business
Recognition for sales leadership
Lead the process of change by example
Improved productivity and motivation
Coaching, instead ofcontrolling
2 Day Workshop und 1 Day Follow-up (after 3 months)
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 10
Managing Strategic Accounts (MSA)
Increase customer loyalty and revenue through systematic account development
WORKSHOPS
Goal
• Account planning = paperwork
• Uncoordinated account activities
• Unexploited growth potential
Key Issues
Account Managers and Virtual Account TeamsTarget Audience
Duration
Contents and Results
Uncover new opportunities Deeper understanding of the customer
Motivated team and better results!
Collaborative account planning
More non-competitive repeat business
Create strong customer partnerships
Greater customer value Help customers achieve their goals
Greater customer loyalty and trust
Alignment between promise and delivery
1 Day Kick-off Workshop, 2 Day Account Planning (after 2 months)
PLATZHALTER
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 11
Comprehensive Solutions
Optimise sales process before automating (CRM)
Opportunity and account reviews
Win/loss analyses
Sales strategy Coaching of sales managers Aligning training with the sales
process Coaching change initiatives
OVERVIEW
Winning ComplexSales
Coaching the Sales Process
InitiatingNew Business
Workshops
Consulting and Coaching
Wide-ranging services designed to meet your needs
ManagingStrategic Accounts
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 12
FESTO
Mid-size German industrial company Market leader in pneumatics and automation Revenue (2001): approx. EUR 1.2 Mrd. Customers: Machine builders and end-user manufacturers 4500 employees in 176 countries (1000 in sales)
To increase market share with large customers
CASE STUDY
Primary Goal
Company Profile
Additional Project Goals
PLATZHALTER Transform from product to solution vendor Enhance growth through customer-oriented
behaviour
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 13
FESTO (Continued)
Identification of sales process issues through loss analysis Development of custom-made program based on WCS Development and deployment of train-the-trainer program Training of sales managers as agents for change World-wide deployment of workshops (1000 participants) Continuous coaching through sales managers Integration into SFA software
CASE STUDY
InfoteamEngagement
Success Factors
Program ownership at board level Sales managers taking responsibility for change Strong commitment from Key Account Director Training program totally integrated into company strategy
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 14
Successful Implementation
1. Management commitment and leadership 2. Keep things simple3. Focus on improving performance, not control4. Align compensation plans to support behaviour5. Use success as a catalyst for change6. Continuous improvement through loss analysis7. Support sales process with appropriate IT-tools 8. Focus on few high-impact initiatives
OVERVIEW
Critical Success Factors from our experience
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 15
Partnership with Infoteam
Track record of delivering results since 1989 Focus on core competence Pragmatic, easy-to-implement tools Live-case learning experience (no case studies) Knowledge transfer through on-the-job coaching Consultants with extensive sales experience Industry know-how Local language delivery capability (12 languages)
OVERVIEW
We keep it simple and deliver what we promise
© 2002 Infoteam Sales Process Consulting AG 12-09-02, Slide 16
THANK YOUOVERVIEW
It’s not how many ideas you have, but how many you make happen!