modern sales acceleration - amazon web services · intelligent sales & profit acceleration...
TRANSCRIPT
Intelligent Sales & Profit Accelerat ion
Modern Sales Accelerat ionAccelerate Sales Effectiveness
Mark Roberts
GERHARD GSCHWANDTERFounder and CEO,
Selling Power
MARK ALLEN ROBERTSVP of Sa les and Marketing
SPA and SPASIGMA
www.SPARXiQ.com SCALING PROFITS. MAXIMIZING POTENTIAL.
Sales Effectiveness?
Accelerate ?
Accelerate Sales Effectiveness ?
Change in Sales Velocity Improve Sales Team Performance At Higher Speeds and Margins
5 Ways to Leverage Data to Drive Sales Effectiveness
1. Buyer Centric Approach 2. Sales Skills 3. Match Skills to Sales Roles 4. Strategically Close Skills Gaps 5. Hire strategically
A Case For Sales Effectiveness
Why Sales Effectiveness ?
Why Now?
Markets Are Changing
B2B Buyers are engaging later
Identify & Clarify Needs
Identify Solutions
Evaluate Solutions
Resolve Concerns
Negotiate
Implement
wait until after they have fully defined needs70%
wait until they have identified their solutions44%
only lock down the details
20%
What’s the definition of insanity?
“Insanity Is Doing the Same Thing Over and Over Again and Expecting Different Results”
What Will Many Sales Teams Do?
Work Harder
Leverage Data to Improve Sales Effectiveness
What MINDSET and SKILLS do salespeople need with today’s MODERN BUYERS?
The skills sales reps need to thrive today
Modern Sales Foundations Buyer-centric mindset Service orientation Prospecting skills (generate interest) Opportunity management skills Account management skills
Human Differentiators Emotional Intelligence / empathy Listening skills Consulting skills Judgment & decision-making skills Complex problem-solving skills Critical thinking skills Cognitive horsepower Flexibility Creativity Translate data to insights (“connect the dots”) Collaborate with others
How many of you feel 100% CERTAIN that YOUR sales team has the skills they need to ACHIEVE your 2020 SALES PLAN?
You’re NOT a lone
Top 20% performers compared with Bottom 20% performers in key metricsAverage Gross Margin: 10 Points
38%
28%
Customer Sales Retention: 1.9X91%
47%
What’s the potential for improvement?
Share of Customer Wallet: 6.2X74%
12%
1. Buyer Centric Approach 2. Sales Competencies 3. Match Skills to Sales Roles 4. Close Skills Gaps With Modern Training 5. Hire strategically
How Do We Accelerate Sales Effectiveness?
Buyer Centric?
How do your buyers buy today? What criteria do they need to make buying decisions? What is their buying process? What do they need at each stage of their buying process to move
forward? Who are the decision makers? Who are the influencers? What is the economic impact?
What Do Need To Know About Our Salespeople?
Will to Sell Sales DNA Sales Competencies
Sales Competencies: Will to sell
The Will to SellTh
e W
ill to
Sel
l
Strong desire for sales success
Strong commitment to sales success
Outlook
Responsibility
Motivation
Sales Competencies: Sales DNA
Sales DNA
Sales Competencies
Sales Competencies by role
Delivery: Modern Training ParadigmSimple, Intuitive,
Drip LearningEngaging
& EntertainingSocial
& Mobile
Mgr. / Peer Coaching
& Collaboration
Just-in-Time / Workflow Integration
DEEP LEARNING ISN’T JUST FOR MACHINES… IT’S FOR PEOPLE TOO!
Modern Training Platforms Skills to add value in every phase of customer relationships
Understanding how to accelerate the customer’s business outcomes
Driving business value beyond what’s “in the box”
Strategic Alignment to drive customer’s long-term growth
Sales Training & Coaching
Enabling Frontline Sales Managers to Support Rep Performance Sales analytics & ROAM analysis: identify performance gaps Performance analysis & solution selection: what will close the gaps
What is needed?
Providing sellers the tools and training to have the Right value-adding conversat ions With the right customer In the right format With the right purpose / intent At the right terms And at the right t ime Provide coaching Provide individualized learning plans
Hire for future sales competency needs
THE 20th Century Sales Reps’ Fate if They Don’t Adapt
Experiencing more defections than acquisitions
Accounts shrinking more than growing
New business is lacking and/or shrinking company margins
1. Buyer Centric Approach 2. Sales Competencies 3. Match Skills to Sales Roles 4. Close Skills Gaps With Modern Training 5. Hire strategically
How Do We Accelerate Sales Effectiveness?
Accelerate Sales Effectiveness
Art Science
Curious About Your Sales Team?
MARK ROBERTS
Vice President, Sales & MarketingSPARXiQ
https://www.linkedin.com/in/markaroberts/WWW.SPARXiQ.com
Questions?