persona global october newsletter

Persona GLOBAL® NEWSLETTER

October, 2012 issue 2

4Cracking the Sales Management Code Overview 4Genius & The Persuasive Communicator4Persona GLOBAL Solutions4Misaligned Leadership: The Organizational Avalanche4Interview with Casey Collins

Content Editor: Leah RosenthalLayout & Design: May Leong

Issue 1, September 19, 2012

Persona GLOBAL® newsletter

CRACKING THE SALES MANAGEMENT CODE OVERVIEW PART I OF IIIWe introduced Cracking the Sales Management Code at our 33rd Annual Conference in Athens in August 2012. The workshop received extremely favorable feedback from the delegates that attended. To ensure that all our Partners and close contacts have the opportunity to learn more about this one of a kind methodology, we will be posting a three part series in our upcoming monthly newsletters.

BeliefToday it is widely acknowledged that the sales manager is the key change agent in any sales force. Consequently, companies have funneled more and more resources into developing their sales management team. And yet, better man-agement has not followed. Why is it that despite a focused sales management develop-ment effort, we haven’t created better managers and coaches?

Research suggests that the failure of traditional sales management training can be blamed on one of three reasons:

1. Most are coaching programs that are generic in nature, intended to promote structured, collaborative, and interpersonal dialog. These programs are not typically focused on coaching specific sales activities, but rather on teaching universal coaching principles.

2. Many are ‘leadership’ programs focused on setting goals, motivating employees, and adapting management styles to individual personalities. These programs are not sales-specific and can be applied to any supervisory position.

3. Other management pro-grams are ‘point solutions’ that address a single sales management task, such as time management, nego-tiation, or reading financial statements. While these training programs are spe-cific to sales, they do not address the larger is-sue of a sale management process and ignore

Determine Relevant Sales

Processes

Align Sales Activities

Coach to Elevate Performance

Opportunity ManagementCall Management Account Management Territory Management

Navigate A Single Call Win a Complex Deal Maximize Customer Value Efficiently Allocate Effort

All Sellers Engage in One or More of these Processes

the two things that are desperately needed in most sales managers’ lives: management rigor and clarity of task.

In our new book Cracking the Sales Management Code (McGraw-Hill 2012), we share ground-breaking insights into the management best practices of top sales forces. This research reveals a holistic management system that provides what sales management training has been lacking to-date – a true sales management methodology. It details a comprehensive infrastructure that helps sales managers focus their sellers on the activities that make a difference, while giving the managers a track to run on.

The Best Path™ to Effective Management

Determine Relevant Sales ProcessesEffective sales management is not a one-size-fits-all affair. The nature of a sales manager’s tasks can vary wildly, depending on the types of salespeople they manage. For example, a territory sales rep with 150 customers has a different sales challenge than a strategic account manager with four customers, and the activities that determine their success are also different. Therefore, a critical duty of sales management is to identify the type of salespeople they manage, as defined by the sales activities that drive success.

Research revealed that all sales activities fall into one of four fundamental sales processes – Call Management, Opportunity Management, Account Management, and Territory Management. Determining which of these processes is most relevant for your sellers is the first step in providing them with powerful guidance and coaching.

All Sellers Engage in One or More of these Processes

Depending on the specific processes that drive sales success, the types of interactions sales managers have with their sellers will range from frequent and tactical to infrequent and strate-gic. Identifying the right sales processes leads to focused selling efforts and high-impact sales management. Ignoring the unique attributes of the different sales processes leads to wasted effort , chaotic sales management, and lack of control over performance.

Different Management Approaches for Different Sales Processes

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© 2012 Copyright Vantage Point Performance, Inc.

Call Mgmt Opportunity Mgmt Account Mgmt Territory Mgmt

Content of the

Interaction

•Call objectives•Call execution

•Qualification•Buyer needs•Competitive positioning

•Company and customer goals•Mutual value creation•Action planning

•Customer focus•Prioritization of effort

Nature of Coaching

• Tactical• Interpersonal

•Strategic•Contextual

•Strategic•Project management

•Analytic•Tactical

Frequency •As-needed•Fairly frequent

•Opportunity-driven •Periodic •Typically quarterly

•Periodic analysis•Constant tactics •Monthly / quarterly

Common Tools

•Call plans•Coaching guides

•Opportunity plans•Coaching guides•Pipeline reports

•Account plans•Key performance

Indicators

•Prioritized customer segments•Desired call patterns

Different Management Approaches for Different Sales Processes

http://www.personaglobal.com/

Since 1980, Persona GLOBAL® has been both a direct management consultancy as well as the hub of a network of organizational development practitioners. We provide robust, field-tested performance solutions and survey instrumentation.

3PC Gameplan on ipad

GENIUS & THE PERSUASIVE COMMUNICATORby Leah Rosenthal

In their highly regarded employee training program Genius Training, Apple emphasizes that empathy is a key. Apple refers to their salespeople as ‘geniuses’. For Apple, a genius doesn’t simply imply technical skills, being intelligent or extremely bright. Above all, a genius has good communication and people skills.

The importance of empathy is not new to us at Persona GLOBAL. One’s ability to be empathetic is a key communi-cation skill in, one of our best selling and most successful workshops, The Persuasive Communicator.

The Persuasive Communicator (PC), authored by Jon Gornstein, is a 16 hour workshop presenting lifelong skills enabling delegates to communicate effectively, become more influential and ultimately become successful persuasive communicators.

This robust workshop provides delegates with an intuitive, practical system for dealing with all people, especially those “difficult or uncoop-erative people” whom they have not been able to influence yet. Based on Persona GLOBAL’s proprietary Social Styles and Trust Building method-ologies, the Persuasive Communi-cator workshop enables delegates to build sustained, long term win/win business as well as personal

relationships.

By the end of the workshop, with the aid of analysis provided by Persona GLOBAL’s Game-plan mobile profiling software, each delegate has practiced the appropriate skills, developed an action plan, and tested this new approach to positively influencing their case study.

More than a classroom experience, the Persuasive Communicator methodology lever-ages technology as a virtual tutor, when need-ed. This cutting edge technology helps users move “beyond sales competency to sales flu-ency (greater retention and proficient use of acquired skills)”. Fluency can often be the difference between closing a deal, or not. Del-egates can acquire access to the same Persona GLOBAL’s Gameplan mobile applica-tion software on the iPad or Android phone. The mobile application provides business sup-port and reinforcement; it enables delegates to “Prep” themselves just before an important interaction with anyone they need to persuade, influence or motivate.

Over the past 30 years, Persuasive Communi-cator has proven to be one of the world’s most effective interpersonal communication skills training programs. More than 1.4 million people in 71 countries have attended this communications skill building workshop in their own language.

COMMUNICATE EFFECTIVELY

BUILD TRUST FOR RELATIONSHIPS

THAT LAST!




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PartneringMergers and Acquisitions•StrategicChange&SuccessionPlanning•AccountDevelopment•SupplyChainManagement•Business&Developmentalsupportsoftware

JUST ASK! Tell us the challenge your business is facing and we’ll provide you with a methodology to help…

Email inquiries to: [email protected]



MISALIGNED LEADERSHIP: THE ORGANIZATIONAL AVALANCHEby Wladimir Rodney Palermo, CEO - Persona GLOBAL Brasil.

An avalanche always starts with the displacement of the first stone. So also happens in business. The misalignment begins with the organizational misalignment of the first executive. By ‘first executive’ I do not mean the top executive in the company rather the first person to misstep – this is the first stone. Why does this happen? Why does a team member step outside their bounds and effect an organizational avalanche, or rather, the organizational misalignment? In this case, the terms internal avalanche and internal misalignment are interchangeable. Just as a mountain must be in balance with the stones that it is comprised of, the culture of an organization must be balance with its executives. The human ego must be aligned and in balance. What makes a group member’s ego go out of balance? He begins to act in discordance with the others, and apart from the Mission, to the Future Vision, and so to the strategy. This person believes that his position is the correct and better position. The higher the position of this executive in the organization, the greater the avalanche he will provoke. During the discussion phase of Mission, Vision and the development of strategies, anyone can contribute their vision. But after the consolidation the position, all leaders of all levels must stay aligned and keep their teams rowing in the same direction, with the same intensity.

It’s as simple as that.

2013 WINTER CONFERENCE

Translation Texts for Cracking the Sales Management Code, Building a High Performance Team & Chronos are now available in our Download Center!

For further details and instructions, login to the Persona GLOBAL Partner Site, and select ‘News Briefs’ from the Reference Center.

NEW TO DOWNLOAD CENTER

Announcing our 2013 Winter Conference in

Sausalito! The conference will be

Feb 1th-4th, 2013.More Details Coming Soon!


Persona GLOBAL®

newsletter


RECENT & UPCOMINGWORKSHOPS

June to August, 2012: Persona GLOBAL Brazil held Persuasive Communica-tor Workshop for Ericsson in 19 Latin American Countries for 330 Managers. _____________________________

Late October & early November, 2012: PricewaterhouseCoopers (PwC) will conduct two Persua-sive Communicator Workshops for Orange Telecom._____________________________

This Fall: Alerion Consult AG, will conduct Organizational Alignment Survey for two bank firms in Switzerland._____________________________

This Fall: Abbott Laboratories has booked has booked 10 Successful Negotiator work-shops. Included in these 10, are workshops in Shanghai, Singapore, Taiwan, and USA!_____________________________

Every wonder who are the best potential buyers of Persona GLOBAL?

It’s Simple! Just visit the 60 day running Client list on the Persona GLOBAL website: www.personaglobal.com

Updated every business day…. these companies are already using a Persona GLOBAL workshop with one of our part-ners! Contact the partner and get a re-ferral! Save time, energy and ultimately money! Take advantage of what is one benefit being part of the Persona GLOBAL partner network!

Late September, Casey Collins came to visit our Headquarters in Sausalito. I had a few minutes to sit down, talk and learn more about him.

Q: Why did you become involved in Training & Development?After I graduated from college I was unsure of what I wanted to do. My second job out of college was in sales at Forum – that job taught me how to sell. I wanted to find a career that would enable me to work with many diverse companies.

Q: How have you noticed that the Train-ing & Development Industry has evolved over the last few years? These days, there is a constant stream of con-tent and information to mobile devices. There is a proliferation of access and tools at everyone’s disposal. Access doesn’t necessar-ily make people better. In fact, it may be a distraction. It’s important to determine what is meaningful. The question remains, how does more content translate into training?

Q: What inspired Playbook?I was intrigued by technology promoting devel-opment and I was looking to build a software application. The iPad was a turning point for

how employees were learning at work. We took a bet on the iPad and it has really taken off for us in Corporate America, pharmaceuti-cals, medical device companies etc.

Q: What is one valuable lesson you’ve learned from a mentor?My first Sales Manager at Forum taught me about the clarity of communication. I was asked to summarize my conversations with customers. This forced me to think of the objective of the conversation and to listen more effectively. Simple communication is a very effective tool.

Q: What were your impressions of Athens while there for the Persona GLOBAL International Conference a few weeks ago? The conference was wonderful. I enjoyed meeting all the delegates. The monuments in Athens were obviously incredible. The food was a highlight. My favorite restaurant was classic Greek restautant that served simple salad and your choice of prawns or mullet. Do-nuts in honey were another food favorite.

-Leah Rosenthal

INTERVIEW WITH CASEY COLLINSCASEY COLLINS, FOUNDER AND PRESIDENT, SCRIMMAGE, USA

Casey Collins has spent the last 13 years in the training and devel-opment business focusing on sales training, sales force productivity and effectiveness, marketing and brand strategy development, team leadership, collaboration skills, and specialty product launch develop-ment across all industries.

In 2007, Casey founded Scrimmage to continue connecting people to strategy through training and development and help his clients ignite their competitive advantage through better learning solutions. His cross functional team of ten in-house consulting and software development resources has helped make him a sought after resource in the pharmaceutical and biotech specialty training industry.

In 2010, Scrimmage launched Playbook™, a powerful learning technology platform built specifi-cally around the global adoption of the iPad. Playbook enables companies to build their own custom training apps, personalize the learning experience, deploy dynamic content, and begin analyzing and measuring training ROI in a revolutionary way. Playbook is used by thousands of sales people all over the world at companies like Sanofi, Stryker, Gilead Sciences, and Endo Pharmaceuticals.

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