ebook building winning sales organizations

Building WINNINGSales Organizations

eBook

Presented By

3CW Advisors, LLC

Table of ContentsPage Contents

1 CEO’s & Presidents Retain 3CW Advisors When They Are Concerned About

2 Our Clients Tell Us Their Most Urgent Concerns Are . . .

3 Why 3CW Advisors?

4 Our Broad and Deep Experience Delivers Proven Results

5 Sales Performance Is The Interlocking Of . . .

6 How Our Proven Process Works

7 How 3CW Advisors Builds WINNING Sales Organizations

8 How 3CW Advisors Builds WINNING Sales Organizations (continued)

9 Sequence of Capabilities We Deliver

10 More Actual 3CW Advisors Case Studies

11 What Our Clients Say . . .

12 Client Engagements

13 About Us – A Short History Lesson

14 By Working With 3CW Advisors, You Gain . . .

15 Million Dollar Questions

CEOs and Presidents Retain 3CW Advisors

When They Are Concerned About

Revenue

Margins

Sales Cycle Time

Pipeline

3CW Advisors – EXPERTS At Building WINNING Sales Organizations Page 1

Missing Revenue Targets

Unreliable or Weak Pipeline

Long Sales Cycle and/or Stalled Sales

Declining Sales

Losses to Competitors

Declining ROI on Their Sales Operations

Excuses Instead of Results From Their Sales Team

Defining and Implementing a Proven Sales Process that Works

Building, Mentoring, Coaching and Leading a Winning Sales Team

Our Clients Tell UsTheir Most Urgent Concerns Are . . .

If any of this resonates, and you want to fix it, then

the next step is a short fact-finding discussion.

Page 23CW Advisors – EXPERTS At Building WINNING Sales Organizations

Why 3CW Advisors?

Page 3

We will accomplish similar results for your organization!

3CW Advisors – EXPERTS At Building WINNING Sales Organizations

Commercial & Government 24 Years

Sales - Business Development - Marketing - 24 Years

Senior Executive Leadership – 20 Years

Sales Process Management – 20 Years

International Business – 20 Years

General Management – 15 Years

Start-ups, Turnarounds, Revitalizations – 15 Years

Mergers and Acquisitions – 10 Years

Licensing and Teaming – 8 Years

Resources – 6,100+ Senior Subject Matter Experts

Page 4

Our Broad and Deep ExperienceDelivers Proven Results


People

Process

Plans

Sales Performance Is the Interlocking of . . .


Here is How Our Proven Process Works

Page 4Page 6

• STARTS WITH A SALES PRODUCTIVITY AUDIT. This is where our fact-finding process begins. The answers gained from this extensive and deep-diving tool, tell us IF we have a mutually beneficial proposition that warrants joining forces.

• AT FIRST DO NOTHING. When we first arrive on the scene of a sales operation that needs assistance, we don't do anything except Stop-Look-Listen. We take the time to understand your organization's situation, gather information about the processes and people involved, and then ...

• ASK LOTS OF QUESTIONS AND ASSESS. One of the mistakes that outside consultants make is to attempt to apply the same old solutions they used at their three previous engagements. We believe that every sales organization is made up of a unique blend of People, Process and Plans. We need to fully understand these in order to proceed successfully through the remaining steps.

• ANALYZE YOUR UNIQUE BLEND of PEOPLE, PROCESSES and PLANS. One of the main problems is that salespeople frequently don’t really believe in themselves. They hadn't yet experienced success, and there is little, if any proper sales process and a rigorous coaching model in place. Sure, you have the monthly “numbers review” but that is a lagging indicator.


How 3CW Builds WINNING Sales Organizations

Page 4Page 7

• FIND THE RIGHT MIX OF MANAGING-MONTORING-COACHING. Keep mind, all professional athletes have a coach. Spend way less time managing and way more time coaching. Manage the activities required to be successful not the month, quarter and year-end numbers. Ask your top performers to “step-up” and help the less capable. Ask them to share their knowledge and experience with less experienced salespeople.

• DON'T TOLERATE MEDIOCRE SALES PERFORMANCE. Far too often, poorly performing salespeople are allowed to continue their lackluster ways. They end up poisoning the well. A manager may not want to face the hassle of recruiting a replacement, or may want to avoid confrontation. This is a big mistake – terminate early. Always be recruiting and always have a bench of pre-qualified sales pros to join your team on short notice.

• INSTALL PERFORMANCE TOOLS AND SET METRICS. Install a CRM and insist that salespeople use it properly. You've got to communicate your expectations and use the CRM to keep score. So raise the BAR on everybody with standards that consist of Behavior, Attitude, and Activity WHICH ultimately achieve Results. Inspect what you expect.

• TERMINATE THOSE BELOW MINIMUM STANDARDS. If you don’t, your salespeople will be wondering, "Do you really mean it?" The first person you terminate will send a loud and clear message - performance standards will be enforced. If you don't enforce them, your standards are meaningless.


How 3CW Builds WINNING Sales Organizations

Page 4Page 8

• HAVE A GREAT HIRING PROCESS. Ensure that you use an Assessment Tool (OMG is preferred; Divine also works) to confirm that the candidate has the key qualifications you are looking for and is coachable and trainable. Don’t find this out sixty days after hire.

• COACH, COACH AND COACH SOME MORE. Don't be a "desk jockey." Get out and work with your salespeople. It's the only way to grow your people and your business.

• CULTIVATE A BETTER "QUALITY OF LIFE". Have more fun. Institute a series of contests that got everybody focused on a team goal. For example, if we hit our office goal, salespeople who achieved their individual standards earned a round of golf with the others.

• KNOW WHAT EACH SALESPERSON WANTS. Every person has his or her own personal motivators. Your job is to find out what they are and help the salesperson toward achievement. This means that you must manage-mentor-coach each member of your team individually.


Sequence of Capabilities We Deliver

Page 93CW Advisors – EXPERTS At Building WINNING Sales Teams

Recruiting&

Team-Building

Sales Plan and

Strategy

MentoringAnd

Coaching

Sales andManagement

Training

Phase 1

Phase 2

Phase 3

Phase 4Leading

AndManaging

Sales ProcessAnd

Procedures

More Actual 3CW Advisors Case Studies


“The greatest story line for Michael Bunney is his loyalty, integrity and focus on results. I

greatly admire him as a professional and as a trusted friend. Michael Bunney is number

one in my book."

– Mike Bucchi, President, QinetiQ

“Bottom line, Michael was the BEST manager I have had in my career! I always had the

resources I needed, when I needed them. And when there was a tough customer, he was

there to close the deal.”

– Jim Tiffany, Sales Manager, Hughes Aircraft

“Michael can always be counted on to put forth the second effort to assist a company

employee accomplish his or her objectives in addition to his own. Michael is an

outstanding contributor on the senior management staff and a key member of the team”.

– John Kowalski, President, Pulse

“Under Michael’s leadership, Time Warner became the number one high speed broadband

operation in the world and that position continues to grow every week”.

– Jim Fellhauer, President, Time Warner

“Captain Bunney once again demonstrated superlative accomplishments. His consistent

positive attitude, strong dedication and commitment, and team player approach to his

assignments made a direct and positive impact to this command”.

– Theodore Hood, Admiral US NAVY

What Our Clients Say . . . . .


Virtual-Fractional-Interim Chief Sales Officer Engagement

Join senior management team

Operational authority

Revenue accountability

Time certain or continuous

Recruits replacement

Fractional-time (1-5 Days per week)

Conventional Consulting Engagement

Usually follows Virtual-Fractional-Interim engagement

Typical client-consultant relationship

Provides advisory, guidance and coaching

Usually continuous

Project Engagement

Specific project defined

Usually short-term

Engagement ends when project complete

Client Engagements


3CW Advisors, LLC was founded by Michael G. Bunney in 1992, originally under

the name of The Graham Group, Ltd..

Mr. Bunney is a proven sales leader with a consistent record of assisting our

client companies achieve mission objectives, build and lead winning sales

teams, generate rapid growth, and identify and capitalize on profitable new

global sales opportunities.

3CW Advisors assists and coaches CEOs and senior executives to manage their

sales organizations for increased revenue, improved margins, shorter sales

cycles and greater ROI. 3CW has broad expertise and includes proficiency with

clients serving industrial, enterprise, commercial, consumer, international and

government markets.

3CW Advisors looks forward to meeting with your company, to determine if we

are a fit? Then by working closely with your senior leadership, we develop the

roadmap and action plan to achieve the desired sales results by applying the

proven processes, methodologies and strategies we have learned from

their successful application over the past twenty-four years.

About Us – A Short History Lesson


INCREASED REVENUE

Our proven process show you and your sales team how to sell more in less time by applying our methods.

EXPANDED MARGINS

When PRICE becomes the only negotiating point, margins erode. We show you how to keep VALUE on the table and protect your margins.

SHORTER SALES CYCLES

We know that opportunities in your pipeline stall. We showyou how to prevent “Stalled and Stuck” prospects and move them to “CLOSE” status.

IMPROVED ROI

Sales operations are the CASH MACHINE of your business. We show you how to improve the ROI from your sales operations.

By Working With 3CW Advisors, You Gain


Million Dollar Questions1. Is your sales organization performing up to

full potential?

2. Instead of RESULTS, do you hear excuses

like “lousy territory” or “our product is

poor” or “our prices are too high” or “our

sales leads suck”?

3. Do you want to fix it?

4. The next step is the Sales Productivity

Audit.

3CW Advisors – EXPERTS At Building WINNING Sales Organizations Page 15

To See If 3CW Advisors Is A FitSchedule a short, fact-finding discussion

www.3CWAdvisors.us

Office: (512) 893-5350 • Mobile: (858) 444-7107

We Help You Build A Winning Sales Organizations

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