top 10 practices of successful selling organizations

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Top 10 Characteristics of Successful Selling Organizations & Sales Management Best Practices The Center for Business Performance Solutions WCTC Sales Management Breakfast 3.22.2013

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Before you can learn about sales management best practices, you first have to learn what makes a company a successful selling organization. With these best practices, you can help design a sales management function that is right for your company.

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Page 1: Top 10 practices of Successful Selling Organizations

Top 10 Characteristics of Successful Selling Organizations & Sales Management Best Practices

The Center for Business Performance SolutionsWCTC

Sales Management Breakfast3.22.2013

Page 2: Top 10 practices of Successful Selling Organizations

Sales Management

• What is it?

• Why do you need it?

• How do you develop it?

• How do you make it part of the culture?

Page 3: Top 10 practices of Successful Selling Organizations

Top 10 Characteristics of Successful Selling Organizations

1. Have a Vision/Organizational Alignment

2. Market Oriented/Customer Focused

3. Culture of Continuous Improvement and Learning

4. Operate Under a Sense of Urgency

5. Process Driven

Page 4: Top 10 practices of Successful Selling Organizations

Top 10 Characteristics of Successful Selling Organizations

6. Superior People

7. Results Focused

8. Can Measure Success

9. Reward Success

10.Have Strong Sales Leadership/Sales Management Function

Page 5: Top 10 practices of Successful Selling Organizations

1. Have a vision/ Organizational Alignment

• Know what you want to be and where you want to go

• Never satisfied • Agility• Have a publicized goal - BHAG

Page 6: Top 10 practices of Successful Selling Organizations

2. Market Oriented/Customer Focused

• Know their “Ideal Client”• The customer is King• Aligned on the customer like a LEAN

manufacturing process• Outstanding marketing content

− Client-Centric− Multiple Channels− Communication

Page 7: Top 10 practices of Successful Selling Organizations

3. Culture of Continuous Improvement and Learning

• Make improvements over time at all levels• Realize improvement is not a cost• Culture of innovation • Bottom up solutions

Page 8: Top 10 practices of Successful Selling Organizations

4. Operate Under a Sense of Urgency

• Shorter sales cycles • Custom solutions• Offensively strong and defensively strong• Eliminate constraints for the sales force

Page 9: Top 10 practices of Successful Selling Organizations

5. Process Driven

• Defined Processes and Systems • Clearly define how a customer goes

from A to Z• Flawless execution • Coach to the system/process• Accountability

Page 10: Top 10 practices of Successful Selling Organizations

6. Superior People

• Hire right for the right traits − Can teach products and skills − Can’t teach enthusiasm or drive• Treat people as the end• Give the people the tools they need• Invest in them

Page 11: Top 10 practices of Successful Selling Organizations

7. Results Focused

• Tangible results are still a primary objective of any company

• Success comes from execution at all stages• Successful funnel management

− Volume and Velocity• KPI’s – Leading indicators

Page 12: Top 10 practices of Successful Selling Organizations

8. Can Measure Success

• Sales and profits do matter • How you get them matters• Professional sports teams analogy• Utilize business intelligence• Consistency/rhythm/cadence

Page 13: Top 10 practices of Successful Selling Organizations

9. Reward Success

• Celebrate success

• Pay for performance

• Give everyone skin in the game

• Open book management

Page 14: Top 10 practices of Successful Selling Organizations

10. Have Strong Sales Leadership/ Sales Management Function

• Leader

• Business Manager

• Coach

• Recruiter

• Trainer

Page 15: Top 10 practices of Successful Selling Organizations

Top 10 characteristics of a successful sales management function

1. Has a seat at the table to help craft the vision

2. Is the voice of the customer and the sales team throughout the organization − cross functional

3. Is always looking for a better way of doing things to get better results

4. Knows how to prioritize and motivate others

5. Has a methodical approach to the market – able to direct resources

Page 16: Top 10 practices of Successful Selling Organizations

Top 10 characteristics of a successful sales management function

6. Wants to win

7. Can build a team – Coach – Make tough decisions

8. Uses data to guide decisions – objectivity

9. Not afraid to give credit to others

10.Sells more through the team than they can on their own

Page 17: Top 10 practices of Successful Selling Organizations

Peter C. Rathmann, MBAPresident

262-442-0896 | [email protected]