THE  SALES  ENABLEMENT  IMPERATIVE  

70  CHANGE  

INITIATIVES  

Leading  Change,  John  Ko1er,  Harvard  Business  School  Corporate  Survey,  2008,  McKinsey  &  Co.    

BUSINESS  TRANSFORMATION  

CORPORATE    DIRECTIVES  

%  FAIL  2  SAVO  CONFIDENTIAL  ©  2011  

3  SAVO  CONFIDENTIAL  ©  2011  

=      SALES  EXECUTION  

CORPORATE  EXECUTION  

CORPORATE  EXECUTION  =  SALES  EXECUTION  

New  Products/Services    

Growth / Revenue Initiatives

M&A,  New  Markets  

New  Channels  

OperaTonal  Excellence  

Revenue  $$  

Sales Execution Buyer Decision

?  

?  

?  

?  

Time Money People

4  SAVO  CONFIDENTIAL  ©  2011  

???  

Source:  Forrester  Research  

         %  Products,  brands,  operaTons  

         %  InteracTons  with  sellers  

%  Sales  calls  execs  view  as  valuable  

30  

70  

11  

CUSTOMERS  FIND  LITTLE    VALUE  IN  THE  CONVERSATION…  

5  SAVO  CONFIDENTIAL  ©  2011  

DEPLOYING  GROWTH  INITATIVES  

6  

Growth  IniGaGve  

Execs   MarkeGng   Sellers/  Regions  

Channels  

SALES  EXECUTION  CHALLENGES:  

ACHIEVE  (successful  execuTon)  

ADOPT  (take  ownership)  

ACTIVATE    (Tmely  deployment)  

DEPLOYING  GROWTH  INITATIVES  

7  

Growth  IniGaGve  

Execs   MarkeGng   Sellers/  Regions  

Channels  

SALES  EXECUTION  OPPORTUNITIES:  

MOBILIZE  THE  TEAM  

EMPOWER  THE  INDIVIDUAL  

COMMAND  &  CONTROL  

SALES  EXECUTION  CHALLENGES:  

ACHIEVE  (successful  execuTon)  

ADOPT  (take  ownership)  

ACTIVATE    (Tmely  deployment)  

SOLVING  THE  SALES  EXECUTION  CHALLENGE  

SAVO  CONFIDENTIAL  ©  2011  

Pricing  

Products  

Data  

Ideas  

People  

Content  

Process  Corporate  Strategy  

8  

Management    Tool  /  Prescribe  

COMMAND    AND  CONTROL    

Coaching  &  Team  Selling  

MOBILZE    THE  TEAM  

Filter  /  Push  

EMPOWER  THE    INDIVIDUAL    

DRIVING  ALIGNMENT  

9  SAVO  CONFIDENTIAL  ©  2011  

Challenge:  Revenue  IniGaGves  

Deploy  new  Methodology  /  Power  PosiToning,  Messaging  &  Tools  

Improve  Overall  Sales  ProducTvity  and  New  Seller  Ramp  Processes  

Improve  Product  Launch  Success  Rates  through  be1er  Team  Selling  

SoluGon:  SAVO  

91%  adopGon  /  first  4  months  

Average  ramp  Gme  reduced  from  nine  months  to  five  

80%  reducGon  of  “random  acts  of  seller  enablement”  

“Omnicell  takes  pride  in  our  ability  to  deliver  market  leading  solu7ons  for  pa7ent  safety  and  opera7onal  efficiency  in  the  Healthcare  industry.    Our  partnership  with  SAVO  and  Corporate  Visions  is  enabling  us  to  grow  and  expand  our  market  presence  through  beCer  alignment  and  execu7on.”  

- Todd Sims , Omnicell

CORPORATE  EXECUTION  =  SALES  EXECUTION  

New  Products/Services    

Growth / Revenue Initiatives

M&A,  New  Markets  

New  Channels  

OperaTonal  Excellence  

Revenue  $$  

Sales Execution Buyer Decision

?  

?  

?  

?  

Time Money People

HOW  BIG  IS  YOUR  GAP?  

13  SAVO  CONFIDENTIAL  ©  2011  

THANK  YOU