aligning sales performance levers-mike kunkle 10-2010 (old version)
TRANSCRIPT
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 1/22
Hmikfifk Uc|og|nhfjc Mcvc|z pg
Og|kc L|chdpb|gskb Zhmcz \czsmpz
Nidc Dsfdmc
<588
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 2/22
J|ipijhm g|khfiqhpigfhm cmcncfpz {bijb nszp lc u|czcfp og| zszphifc` bikb. uc|og|nhfjc pg gjjs|& Mcvc|z szshmmy ifjms`c jgnucpcfjicz- dfg{mc`kc-
hf` zdimmz'lcbhvig|z- hz {cmm hz gpbc| cmcncfpz zsjb hz zyzpcnz- u|gjczzcz-
jsmps|c- pcjbfgmgky- pggmz- hf` ng|c&
Crhnumcz1
Jgnucpcfjicz Dfg{mc`kc Zdimm'Lcbhvig|z Gpbc| Cmcncfpz
• Uc|zizpcfjc
• Zcmo.|cmihfjc
• Cfc|ky Mcvcm
•
_c|lhm Zdimm• Hzzc|pivcfczz
• Zgjihlimipy
• Bg{ u|g`sjpz {g|d
• Bg{ pg g|`c| nh|dcpifk
jgmmhpc|hm
• Bg{ pg g|khfiqc mch`z• Cmcncfpz go h nh|dcpifk umhf
• Gucfifk h zhmcz jhmm
• Szifk J\N `hph pg
|czch|jb hjjgsfpz
•
Crcjspifk h pc||ipg|ynhfhkcncfp umhf lhzc`
gf hjjgsfp ugpcfpihm
• Jgnucfzhpigf
• U|gjczz ' ZGU
• Ugmijicz
• Pcjbfgmgky ' Pggmz
• Uc|og|nhfjc Nhfhkcncfp• \cug|pifk
<
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 3/22
Pbifd go hf 2.jymif`c| Cfkifc
:
8<
:
03
?
;
2
Oi|ifk gf hmm 2 jymif`c|z
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 4/22
[bhp bhuucfz io ip’z gfmy oi|ifk gf 0 jymif`c|z7
8<
:
03
?
;
2
0
Oi|ifk gf gfmy 0 jymif`c|z
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 5/22
Cfkifc
3
Zyzpcn 8
[bhp io ng|c pbhf gfc zyzpcn iz fgp uc|og|nifk gupinhmmy7
Zyzpcn <
@|ivc P|hif
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 6/22
G|khfiqhpigf
Osfjpigf
Ugzipigf
Phzd
G|khfiqhpigf} Jgnuhfy
Osfjpigf } @cuh|pncfp
Ugzipigf } \gmc } Agl
• Phzd
?
Jgnucpcfjicz Dfg{mc`kc Zdimm'Lcbhvig|z Gpbc| Cmcncfpz
• Uc|zizpcfjc
• Zcmo.|cmihfjc
• Cfc|ky Mcvcm• _c|lhm Zdimm
• Hzzc|pivcfczz
• Zgjihlimipy
• Bg{ u|g`sjpz {g|d
• Bg{ pg g|`c| nh|dcpifk
jgmmhpc|hm
• Bg{ pg g|khfiqc mch`z
• Cmcncfpz go h nh|dcpifk umhf
• Gucfifk h zhmcz jhmm
• Szifk J\N ̀ hph pg
|czch|jb hjjgsfpz• Crcjspifk h pc||ipg|y
nhfhkcncfp umhf lhzc`
gf hjjgsfp ugpcfpihm
• Jgnucfzhpigf
• U|gjczz ' ZGU
• Ugmijicz
• Pcjbfgmgky ' Pggmz
• Uc|og|nhfjc Nhfhkcncfp
• \cug|pifk
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 7/22
Zhmcz P|hififk Zhmcz Coocjpivcfczz
• Iz hf inug|phfp uh|p go ”zhmcz coocjpivcfczz„ • Ifjms`cz nsjb ng|c pbhf p|hififk
• U|cjc`c` ly h p|hififk fcc`z hfhmyziz • U|cjc`c` ly h uc|og|nhfjc khu hfhmyziz
• Lhzc` gf mch|fifk glacjpivcz • Lhzc` gf uc|og|nhfjc glacjpivcz
• Inu|gvcz dfg{mc`kc- zdimmz- g| hppips`cz• Inu|gvcz {g|dumhjc lcbhvig|z hf`
gspjgncz
• \cxsi|cz ifzp|sjpigfhm ̀ czikf hf`'g|
p|hififk ̀ cmivc|y zdimmz• Hmzg |cxsi|cz uc|og|nhfjc jgfzsmpifk zdimmz
• Gspusp ifjms`cz jgs|zcz- js||ijsmh- p|hififk
cvcfpz "c.mch|fifk- zcmo.`i|cjpc`-
jmhzz|ggn'ifzp|sjpg|.mc`- oicm` p|hififk)
• Gspusp ifjms`cz p|hififk- u|gjczz- ugmijy-
pcjbfgmgky- zyzpcnz- lczp u|hjpijcz
• Phjpijhm1 Ogjszc` gf {bg- {bhp- {by- bg{-
{bcf / {bc|c
• Zp|hpckij1 Ogjszc` gf g|khfiqhpigfhm
hmikfncfp pg zsuug|p bikb uc|og|nhfjc
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 8/22
[bhp jhf ygs jgfp|gm "g| ngzp zp|gfkmy ifomscfjc)7
[ipbif pbhp zuhf1
• [bhp iz pbc chziczp {if7 "mg{.bhfkifk o|sip)
•
[bc|c iz pbc likkczp khif7 "ngzp nimchkc)• [bhp iz pbc likkczp uhif7 "likkczp u|glmcn zgmvc`)
Lsp kcfc|hmmy- pg kcp zph|pc`
2
G
OU
P
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 9/22
Ugzipigf
Pbiz iz ygs| oi|zp ph|kcp hf` ygs fcc` h lsmmzcyc
Ogjsz ygs| ifipihm coog|pz bc|c . gf pbc Ugzipigf mcvc|z
Kcp pbiz |ikbp og| Zhmcz / Zhmcz Nhfhkcncfp \gmcz
Zbg{ |czsmpz
Hmikf pbc gpbc| mcvc|z fcrp Pbcf zph|p ”pyifk zp|ifkz„ "hmikf) pg gpbc| osfjpigfz
Phzd
Pbiz iz p|hififk {g|d ‚ phzd hfhmyziz& Jgfzi`c| ip hf inug|phfp uh|p go pbc
Ugzipigf Hfhmyziz hf` pbc |czsmpifk p|hififk&
@g h k|chp phzd hfhmyziz
[|ipc pbiz ifpg ygs| p|hififk
Lsp jgfzi`c| ip aszp uh|p go pbc Ugzipigf {g|d
9
G
OU
P
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 10/22
Aszp h oc{ go pbc nhfy |chzgfz
Lcppc| bi|ifk } zbg|pc|.|hnu su og| fc{ bi|cz "hf` u|gngpigfz)
Kcgncp|ij k|g{pb og| ifjsnlcfpz "vz& ifj|cncfphm)
K|chpc| jszpgnc| zhpizohjpigf / mgyhmpy "ifj|chzc ucfcp|hpigf)
L|chd gsp go ”25'<5 u|izgf„• Inu|gvc ”hvc|hkc„ uc|og|nhfjc mcvcmz hj|gzz pbc g|khfiqhpigf
Cfzs|c pbhp |c{h|`z hf` ifjcfpivcz `|ivc pbc |ikbp lcbhvig|z
Zyzpcnij hmikfncfp ogzpc|z jmh|ipy hf` ogjsz ‚ ucgumc ”occm lcppc|„
"|c`sjc` o|szp|hpigf hf` jgkfipivc `izzgfhfjc)
Lsp ngzp inug|phfpmy- {c `g ip og| pbc lgppgn.mifc |czsmpz
85
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 11/22
Pbc Gspjgnc } Lgppgn.mifc \czsmpz "Zgnc \chm Crhnumcz)1 Hjbicvc` h $9&9?NN hffshm fcp \GI "nsmpiumc uc|og|nhfjc u|gacjpz)
Ifj|chzc` zhmcz uc| |cu ly 0;# pb|gskb jbhfkcz if pc||ipg|y nhfhkcncfp
hf` zhmcz jghjbifk
Ifj|chzc` zhmcz |czsmpz ?55# gvc| u|cvigsz ych| {bimc `cj|chzifk fcp
guc|hpifk crucfzcz ly <8#
Inu|gvc` hvc|hkc u|goiphlimipy uc| |cu ly 88# if 0 ngfpbz
Fc{my.p|hifc` 0.ngfpb cnumgyccz gspuc|og|nc` h jgfp|gm k|gsu go 3.
ych| cnumgyccz
Inu|gvc` u|gjczzifk cooijicfjy "g|`c| usmm.pb|gskb) ly 8?# if ? ngfpbz Ifj|chzc` mghfz jmgzc` uc| OPC if pbc :.ngfpb uc|ig` hopc| p|hififk ly <&:
uc| ngfpb "hvc|hkc |cvcfsc ifj|chzc go $82:D uc| jmhzz g| $:?&?NN if
8< ngfpbz)&
88
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 12/228<
Pbc Lszifczz Zipshpigf hf` U|glmcnz Kgg` k|g{pb |hpc ‚ [hmm Zp|ccp `h|mifk
G|ikifhm pchn {hz `gifk vc|y {cmm "pgu <5# `gifk 25# go u|g`sjpigf)
Fc{ Bi|cz zp|skkmifk ‚ hffshmiqc` FB ps|fgvc| {hz k|g{ifk ohzp
Zhmcz p|hififk {hz gfc {ccd if h jmhzz|ggn- hmm mcjps|c lhzc`
\cug|pifk {hz o|hkncfpc`- bh|` pg ifpc|u|cp- fgp hjpigfhlmc Pbc lczp go pbc fc{ zhmcz ucgumc {c|c u|gngpc` ifpg nhfhkcncfp- lsp
Fg nhfhkcncfp p|hififk hf` nhfhkc|z chjb nhfhkc` pbci| g{f {hy
Jghjbifk {hz |h|c
Uc|og|nhfjc nhfhkcncfp {hz- ”Ygs `i` R mhzp ngfpb& Ygs fcc` pg `g Y fcrp
ngfpb g| ygs’mm lc oi|c`„ Io ygs bh` if`szp|y zhmcz cruc|icfjc- {hfpc` pbc agl- hf` jgsm` ogk h ni||g|-
pbc agl {hz ygs|z
Oc{ sf`c|zpgg` pbc jgnumcr jgnucfzhpigf zyzpcn&
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 13/22
Jbhmmcfkc o|gn pbc U|czi`cfp ‚ ”Oir pbczc u|glmcnz„
Bc bi|c` h Z_U go B\
Pbc Z_U bi|c` h Uc|og|nhfjc @cvcmguncfp Pchn• I {hz pbc @i|cjpg|- Zhmcz Uc|og|nhfjc @cvcmguncfp "Zhmcz P|hififk'Coocjpivcfczz)
Pbc U|czi`cfp pgm` sz hmm1
”I lcmicvc if pbiz k|gsu hf` {bhp ygs {c|c bi|c` pg `g& Lsp I
{hfp pg lc jmch|& Io ygs jhf’p `cmivc| gf ygs| u|gnizcz hlgsp
inu|gvifk uc|og|nhfjc- ygs {gf’p lc zippifk hp pbiz phlmc pbiz
pinc fcrp ych|&„
8:
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 14/22
[bhp [c @i` ‚ Uc|og|nhfjc Khu Hfhmyziz Hfhmyziz go uhzp hf` uhzp |czsmpz } js||cfp zphpc } js||cfp |czsmpz& "Ugifp H)
@izjszzigf {ipb zcfig| nhfhkcncfp gf zp|hpckij `i|cjpigf- kghmz hf`uc|og|nhfjc glacjpivcz& "Ugifp L)
Hfhmyziz go p|hipz- bhlipz- zdimmz hf` u|hjpijcz go jh|cosmmy zcmcjpc` Pgu-
Ni``mc hf` Mg{ Uc|og|nc|z • If`ivi`shm Ifpc|vic{z } Nsmpiumc Zs|vcyz } Ogjsz K|gsuz } Glzc|vhpigfz
”Bi|ifk \ikbp„ u|gacjp ‚ {bhp’z pbc ”|ikbp zpsoo„ og| gs| |gmcz7 Bg{ ̀ g {cbi|c hf` u|gngpc ucgumc coocjpivcmy7
U|gjczz hfhmyziz hf` `gjsncfphpigf |cvic{ og| ugzzilmc Mchf u|gacjpz
\cvic{ go jgnucfzhpigf hf` ifjcfpivc u|gk|hnz hf` u|hjpijcz og| zhmcz \cvic{ go zhmcz nhfhkcncfp u|hjpijcz
Jszpgnc| Ifpc|vic{z- Zs|vcyz- hf` Ogjsz K|gsuz&
80
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 15/2283
[bhp [c @i` ‚ Uc|og|nhfjc Khu Hfhmyziz
Lco|icf` Znh|p Ucgumc {ipb ZHZ- ZUZZ- g| Nifiphl
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 16/22
\chm.[g|m` Piuz / ”Kgpjbhz„ Hfhmyziz go p|hipz- bhlipz- zdimmz hf` u|hjpijcz go jh|cosmmy zcmcjpc` Pgu- Ni``mc
hf` Mg{ Uc|og|nc|z• _hmi`hpc uc|og|nc| zphpsz jmgzcmy1 Czucjihmmy |smc gsp ”ifbc|ipc` h k|chp pc||ipg|y„
hf` gpbc| ohjpg|z pbhp nhzd ”ch|fc`„ pgu.u|g`sjc| zphpsz
• Mizpcf ngzp jmgzcmy pg pbc |chm pgu u|g`sjc|z- pbgzc ngvifk su zpch`imy- hf`
zsuc|zph| fc{ bi|cz {bg mchu gsp go pbc khpc• Go pbc pgu <5# zsuc|zph|z- |cumijhpc pbc lgppgn 8?#- fgp pbc pgu 0#
Ncpbg`z1 Ifpc|vic{z } Nsmpiumc Zs|vcyz } Ogjsz K|gsuz } Glzc|vhpigfz
Ifzc|p pbc _gijc go pbc Jszpgnc| ‚ phmd pg pbcn'mizpcf
\cpggm p|hififk lhzc` gf pbc hfhmyziz "pbc uc|og|nhfjc mcvc|z)
Lc |spbmczz gf u|gjczz |cvic{z& Zp|chnmifc( Hzzczz |ikbp& Bi|c |ikbp& P|hif |ikbp& @cvcmgu |ikbp& Nhfhkc |ikbp& Hk|cc gf {bhp zsjjczz mggdz midc- {ipb crcjspivcz- suo|gfp- hf` bg{ ip {imm lc
nchzs|c`&
8?
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 17/22
Gspjgncz1 Ugzipigf.Mcvcm Uc|og|nhfjc Mcvc|z Og| h Jgnnizzigf Zhmcz Ugzipigf if Oifhfjihm Zc|vijcz
8;
Pbiz iz aszp gfc crhnumc&
U|g`sjc pbiz og| ygs| zhmcz hf` zhmcz nhfhkcncfp |gmcz&
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 18/22
Gpbc| Mcvc|z [c Hmikfc`
82
P|hjdc` Zsjjczz
Ncp|ijz
H`aszpc`
Jgnucfzhpigf
Inu|gvc`
Ifpc|fhm Zc|vijc
Bi|c` og| pbc
Jgnucpcfjicz
J|chpc` P|hififk
og| Hmm Mcvc|z
Nhfhkcncfp Mcvc|z
Zhmcz P|hififk
Zhmcz Jghjbifk
Mcvc| @ihkfgzpijz
Uc|og|nhfjc Nhfhkcncfp
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 19/22
Bg{ {c J|chpc` h Uc|og|nhfjc.Cfbhfjifk Zyzpcn _cppc` pbc hfhmyziz- i`cfpioic` pbc mcvc|z hf` jgnnsfijhpc` cvc|y{bc|c
Usp :.{ccd zhmcz p|hififk js||ijsmsn if umhjc og| fc{ bi|cz "< {ccdz
|cngpc 8 {ccd if jmhzz) pbhp phskbp hmm mcvc|z- jbhfkc` lcbhvig|z if jmhzz
hf` jc|pioic` pbcn
Hmm fc{ nhfhkc|z {cfp pb|gskb pbc u|gk|hn hf` {c|c jc|pioic` Phskbp ifjsnlcfp nhfhkc|z zcuh|hpcmy hf` jc|pioic` pbcn
@cvcmguc` h jghjbifk u|gk|hn og| nhfhkc|z "hf` ycz- jc|pioic` pbcn)
Hmikfc` jgnu- uc|og|nhfjc nhfhkcncfp hf` |cug|pifk'ncp|ijz
Zph|pc` {g|d gf pbc zsuug|pifk mcvc|z aszp `izjszzc`
Jgfzphfp jgnnsfijhpigf } ngfipg|ifk {ipb `hzblgh|` |cug|pz Xsijd occ`lhjd mgguz- uc|og|nhfjc bgpmifc- h`aszpc` jgs|zc hz fcc`c`
P|hfzipigfc` mch`c|z pg phdc g{fc|zbiu hf` hjjgsfphlimipy
Pgu.`g{f- J.mcvcm zsuug|p {hz j|ipijhm&
89
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 20/22
Zgnc \czsmpz \c`sjc` hvc|hkc |hnu.su pinc pg nifinsn hjjcuphlmc uc|og|nhfjc og|
fc{my.bi|c`'p|hifc` |cuz o|gn ? ngfpbz pg :
Ifj|chzc` hvc|hkc zhmc |cvcfsc ly 2# uc| zhmc
\c`sjc` ps|fgvc| o|gn 00# pg <2# "8zp ych| Fc{ Bi|c pg <0#)
Ifj|chzc` ziqc go pgu u|g`sjc| jgfpifkcfp o|gn 9# pg 80#
Ifj|chzc` ”Fc{ Jszpgnc| Zpijd \hpc„ "zphp fgp hvhimhlmc)
@cj|chzc` g|`c| u|gjczzifk pinc ly 8?#
Lsp cvcf lcppc|
<5
Gvc|hmm1 @cmivc|c` h $9&9?NN fcp \cps|f.gf.Ifvczpncfp {ipbif gfc ych|(
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 21/22
<8
_h|icz ly \gmc \cj|sipifk } Zcmcjpigf
Jgnucpcfjicz
U|g`sjp Dfg{mc`kc
Zcppifk Kghmz / Glacjpivcz
Hjpivipy Umhffifk
Mch` Nhfhkcncfp
Hjjgsfp Zcmcjpigf
P|hififk } Jghjbifk
Pcjbfgmgky } Pggmz
Fcc`z.lhzc` Zcmmifk
Jgfzsmphpivc Zcmmifk Zdimmz
\cug|pifk
Uiucmifc Nhfhkcncfp
Hjjgsfp Nhfhkcncfp
Jgnucfzhpigf
[bhp Zbgsm` Ygs H`` ' Zslp|hjp Og| Ygs| Jgnuhfy7 @gjsncfp hf` ̀ izjszz
Uc|og|n pbc hfhmyziz ‚ Jgf`sjp pbc |czch|jb
Lsim` p|hififk h|gsf` pbc mcvc|z
Og| zhmcz |gmcz- lsim` hjpivipy ng`cmz
Og| nhfhkc|z- lsim` p|hif.pbc.p|hifc| hf` jghjbifk zyzpcnz
Hmikf pbc uc|og|nhfjc zyzpcnz
Uc|og|nhfjc Mcvc| Nir
Pbhfd ygs- [g|`mc&fcp
8/8/2019 Aligning Sales Performance Levers-Mike Kunkle 10-2010 (old version)
http://slidepdf.com/reader/full/aligning-sales-performance-levers-mike-kunkle-10-2010-old-version 22/22
Xsczpigfz g| Jgnncfpz7
Nidc DsfdmcnidcWdsfdmcEnif`zu|ifk&jgn
Pbhfdz og| \ch`ifk(
bppu1''{{{&mifdc`if&jgn'if'nidcdsfdmc bppu1''lip&my'IfvipcNidc.Mifdc`If