© 2016 Vantage Point Performance. All Rights Reserved.
CRACKING THE SALES MANAGEMENT CODE
MANAGE YOUR TEAMS TO COMMERCIAL SUCCESS
Tom DisantisChief Operating OfficerVantage Point Performance, [email protected] @tom_disantis
© 2016 Vantage Point Performance. All Rights Reserved. 2
For Your Consideration
Thanks again for joining Vantage Point and Minds&More’s presentation at The Sales Summit 2016. As a follow up, we wanted to provide you some helpful links, as well as our contact information.
Visit Minds&More’s website here. Visit Vantage Point’s website here.
Here is a link to Minds&More’s Mingle Monday meeting on 21 March in Diegem. And here is a link to Minds&More’s event calendar.
Stay current on the latest in sales management trends and research
Order Cracking the Sales Management Code
Thanks again, and please feel free to contact us with any additional questions:Benny Van CalsterPartner, Minds&MoreT +32 (2) 704 49 40 [email protected]
© 2016 Vantage Point Performance. All Rights Reserved. 3
Introduction
We help clients to grow their business by building capabilities in marketing, sales & transformation
MARKETING
SALES
TRANSFORMATION
Define, develop, communicate and deliver offerings that have value for your customers
Boosting commercial performance enabling you to find, win and retain customers
Building organizational focus, capabilities and the necessary change to win more in the market
© 2016 Vantage Point Performance. All Rights Reserved. 4
Proven Methodologies
Align sales and marketing on plans and
tactics
Helping sales leaders and their organizations drive growth
Manage indirect channels better
Assess and select talent
Build teams
Funnel Management
Commercial Performance
Enhance capabilities and management
Sales Management
Training and coaching for
Sales Managers
Channel Management
Call Centers
People & Organization
© 2016 Vantage Point Performance. All Rights Reserved. 5
Long Term Relationships: 5 years/100+ Clients/150+ Projects
HouseholdNames…
IndustryLeaders…
as well as SME’s & Entrepreneurs…
© 2016 Vantage Point Performance. All Rights Reserved. 6
Agenda
• The Challenges Sales Leaders Face• The Three Critical Questions for Sales
Leadership (and how to answer them)• Case Study Example – Data points• Conclusions and Next Steps
© 2016 Vantage Point Performance. All Rights Reserved. 7
A Changing Environment
Sales has radically (and quickly) transformed
Sales People
Sales Leaders
Our Customers
© 2016 Vantage Point Performance. All Rights Reserved. 8
The Toughest Job in Sales
© 2016 Vantage Point Performance. All Rights Reserved. 9
The Pitfalls We Must Avoid
Our approach is
reactive
Our approach is
reactive
Our time management
is ad hoc
Our time management
is ad hoc
Seller interactions tend to be
inspection-oriented
Seller interactions tend to be
inspection-oriented
Fewer sellers make quota
Fewer sellers make quota
Lack of Long-term
improvement
Unprepared for seller
interactions
Develop a culture of
dependency
© 2016 Vantage Point Performance. All Rights Reserved. 10
• The Challenges Sales Leaders Face• The Three Critical Questions for Sales
Leadership (and how to answer them)• Case Study Examples – Data points• Conclusions and Next Steps
Agenda
© 2016 Vantage Point Performance. All Rights Reserved. 11
The Three Critical Questions
1. Where should my sellers focus their time (and why)?
2. What should I be doing to enable my sellers?
3. Is it working?
© 2016 Vantage Point Performance. All Rights Reserved. 12
Building the Right Path
Link the objectives to relevant activities, and manage them relentlessly.
Select and quantify the best objectivesthat will lead to those results
Identify the results you want to achieve
© 2016 Vantage Point Performance. All Rights Reserved. 13
Why Does this Matter?
Sellers need clarity of task
© 2016 Vantage Point Performance. All Rights Reserved. 14
Your Mandate
© 2016 Vantage Point Performance. All Rights Reserved. 15
Inspection
• Focuses on gathering factual information
• Examines what has already occurred
• Assesses seller compliance with agreed‐upon expectations (e.g., activity standards)
• Necessary for the manager
Coaching
• Focuses on gathering seller’s perspective
• Forward focused – explores what to do in the future
• Assesses seller’s approach to upcoming sales activities (e.g., sales calls)
• High value for seller and manager
2. What should I be doing to enable my sellers?
© 2016 Vantage Point Performance. All Rights Reserved. 16
Coaching Four Different Ways
Help Them Find Deals
Territory Coaching
Allocating effort efficiently across different types of customers
Account Coaching
Maximizing long-term value from a single customer
Call Coaching
Planning and conducting individual customer interactions
Help Them Win Deals
Opportunity Coaching
Strategically navigating a multi-call sales cycle
© 2016 Vantage Point Performance. All Rights Reserved. 17
3. Is It Working?
It is Working when Objectives are Met
ALIG
N
A
R
O
Proper and consistent qualificationactivities
Should lead to the sales objective of higher close rates.
Which should improve revenue results
© 2016 Vantage Point Performance. All Rights Reserved. 18
• The Challenges Sales Leaders Face• The Three Critical Questions for Sales
Leadership (and how to answer them)• Case Study Example – Data points• Conclusions and Next Steps
Agenda
© 2016 Vantage Point Performance. All Rights Reserved. 19
Seeing it in action
ABC wanted to increase revenue results by > 20%
Improving close rates identified as the biggest objective to achieve growth results
Early stage qualification activitiesneeded to improve dramatically
© 2016 Vantage Point Performance. All Rights Reserved. 20
Focus = Big Impact
The Power of the Three Questions
This was the most practical training I’ve received as a sales manager.
Sales Manager, ABC Company
© 2016 Vantage Point Performance. All Rights Reserved. 21
If you want more…
Events:• Mingle Monday
– 21 March, 1830-2100– NH Hotel Diegem
• Public Workshops– 19-20 April in Amsterdam – 12-13 May in Brussels
Websites:www.VantagePointPerformance.com
www.mindsandmore.biz