powerbooster series sysco ™ sales leader powerbooster series the five “p’s” of executive...

Sysco™ Sales Leader

PowerBooster Series

The Five “P’s” of Executive Sales Leadership

Part 2High Impact Programs, Performance Tools, and Product Knowledge

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agenda

thePoint Marketing Associates will spend the most energy on following the

programs and processes that actually measure and inspect their results.

thePlatform Recognition, compensation, and professional development programs must

all be aligned to support Marketing Associates’ goals and incentives.

Performance tools that are easy to execute and generate ownership and accountability will be the most effective in helping Marketing Associates to over-achieve their goals.

thePlan How to put the concepts learned into real action.

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What do you think Employees really want?

Desire Ranking Good Pay Job Security Promotion & Growth Good Working Conditions Interesting Work Tactful Discipline Managers Loyal to Staff

Appreciation for Work Done Help with Personal Problems A Feeling of Being “In on Things”

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The Difference in the Rankings

Desire Managers’ Ranking

Employees’ Ranking

Good Pay 1 5 Job Security 2 4 Promotion & Growth 3 6 Good Working Conditions 4 7 Interesting Work 5 1 Tactful Discipline 6 10 Managers Loyal to Staff 7 8 Appreciation for Work Done 8 2 Help with Personal Problems 9 9 A Feeling of Being “In on Things” 10 3

Source: Towers Watson’s 2010 Global Talent Management and Rewards Study

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thePlatform

Recognition, compensation, and professional development programs must all be aligned to support Marketing Associates’ goals and incentives.

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Sysco™ Recognition Programs

Corporate Wide Torchbearer Club Pacesetter Club Chairman’s Club

Operating Company (OpCo) Rookie of the Year Marketing Associate of the Year District-DSM of the Year

Spiffs/Contests/Promotions

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Compensation - Setting the Stage 

At the beginning of a new goal period or review process, set the stage with MA’s by walking them through the following questions:

1. How much total compensation do you want to make? 2. What percentage of that figure is base?3. What percentage is commission/bonuses?4. How much will you have to sell based on the current compensation plan?5. What will you need to sell each quarter? Month? Week? Day? To achieve

this goal?6. Now project out to the future and imagine it’s at the end of this timeframe

and you have met your goals. What does this accomplishment enable you to do?

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The Definition of Compensation (outside of your paycheck)

HR Benefits

Work Environment

Training/Professional Development Opportunities

Security/Stability

Flexibility/Scheduling

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Sysco™ Professional Development Programs Sysco Interactive University (SIU) certification programs

Management Development Program (Sysco’s Diversity Group)

Talent Management Strategy (in development)

Leadership Development offerings (leadership workshops, conflict and 360 assessments etc.) Sponsored through the Sysco Learning & Development Dept.

Sysco S.T.E.P. (Step To Employee Promotion)

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 Review

Recognition, compensation, and professional development programs must all be aligned to support Marketing Associates’ goals and incentives.

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thePlan

Capture one key thought or new concept that you will take back to the job and implement.

Review your action plan with the person sitting next to you.

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thePlatform

Performance tools that are easy to execute and generate ownership and accountability will be the most effective in helping Marketing Associates to over-achieve their goals.

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Pre-Call Preparation

Initial Contact Name: Referred by:

Title/Function: Company:

History with Sysco

Call Objectives

Potential Needs

Solution/Product Targeting

Opening

Credibility Window©

Introduction:

Reasons:

Goals:

Outcome:

Additional Information Known

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Credibility WINdow ©

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Evaluating the Opportunity Suspect

I know the account fits our selling model. I know what % of their business (if any) we currently have. I know the background and account information for this prospect. I know the names and job functions of the primary contacts.

“C” I know the key business issues of each of the key contacts at this account. I know the daily operational problems for these people. I know how much money, time and/or resources are lost as a result. I know how these issues impact this account. I know what capabilities they individually are looking for. My solutions will meet these capabilities.

“B” I have created an Action Plan with the Decision Maker. I know what “proof” criteria will be required of me. I am aware of their purchasing process. I have a sense of who else they are looking at. I know what the competition is offering. I can provide buyer-based value that the competition can’t.

“A” Got the business! My negotiation “Stand Firm Action Plan” is prepared.

WIN Signature on agreement! How can I leverage this “win” into a new opportunity? Cross-sell/up-sell?

Learn The buyer did not buy. Do you know why? Is it recoverable?

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Forecasting Milestones

1. Qualify the prospect 2. Discover the competitive landscape 3. Build relationships 4. Uncover “needs” 5. Identify key players 6. Discover the buying/contracting process 7. Product/Cost justification 8. Get the order

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Target Opportunity List

A “Target Opportunity” is a unique prospect that can make or break your sales goals for a given forecasting period. The “Target Opportunity” hit list is not meant to replace a standard pipeline but rather as a reminder of those opportunities that should be highly visible and remain under the hot spotlight.

Examples of “Target Opportunities” may include: An account taken from the competition A large opportunity in a Sysco vertical industry Large opportunity in your geography

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Who’s on Your Target Opportunity List?

Prospect Products Potential Order Size/Annual

Revenue

Probability to Close (O-100%)

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Post Call Debriefing Checklist

1. Who are the key decision makers?2. How do you avoid a “single point of failure”?3. Who’s the primary competition? What do they offer?4. In their eyes, how have you differentiated Sysco from the

competition?5. Why will they buy from Sysco?6. What will keep them from buying from Sysco?7. What is the next step? By Whom? When?

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What steps have you put in place or will you put in place to make sure that your team is integrating the product knowledge and training they have received?

 What steps have you put in place or will you put in place to make sure that your team is up-to-date as it relates to product application knowledge?

Product Knowledge

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Key Competitor Knowledge

Competitor How do they compete?

(Cheaper? Brand recognition? Ease of use? Service? Value

Add?)

How do you overcome?

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Review

Performance tools that are easy to execute and generate ownership and accountability will be the most effective in helping Marketing Associates to over-achieve their goals.

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thePlan

Capture one key thought or new concept that you will take back to the job and implement.

Review your action plan with the person sitting next to you.

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“It is not enough to do your best; you must know what to do, and then do your best.”

- W. Edward Deming