accelerating sales performance through people

Strategic Workforce Consulting for the Human Age

Accelerating Sales Performance through People

Yiorgos Fragkos

Strategic Workforce Consulting for the Human Age

2ManpowerGroup Solutions

We are Entering the Human Age

In this new age it will be the

power of human potential

that drives companies and

communities forward.

Winning in the Human Age

requires a new way of

thinking about and

approaching your workforce.

Strategic Workforce Consulting for the Human Age

3ManpowerGroup Solutions

Last century’s rulebook, management practices and tools impair an organization’s ability to achieve success. Without a workforce strategy that is not only aligned with but accelerates their business strategy, an organization is destined for failure.

“THE QUESTION THAT FACES THE STRATEGIC DECISION MAKER IS NOT WHAT HIS

ORGANIZATION SHOULD DO TOMORROW. IT IS, WHAT DO WE HAVE TO DO TODAY TO BE

READY FOR AN UNCERTAIN TOMORROW?”

– Peter Drucker

A Time of Great Risk and Uncertainty

Strategic Workforce Consulting for the Human Age

4ManpowerGroup Solutions

Where Strategic Alignment is Not a Luxury, but a Necessity

What people and culture do we need to deliver our customer experience?

What insight, knowledge, and data do we need to make better decisions?

What investments, choices ,and trade-offs will create the most value?

What work models, people practices, and talent sources will we need to succeed?

Strategic Workforce Consulting for the Human Age

Pharmaceuticals & Medical Products Practice

EMEA 2010 -2012 Experience

Strategic Workforce Consulting for the Human Age

Worked with more than 30 large organizations Restructuring Redeployment Sales Force Assessment & Development Leadership Development

3.000+ pharma executives of all levels

Specialized survey, followed by interview, of 120 pharma leaders

A common Need = How to accelerate Sales performance

The gist of this experience = 4 Pharma industry Myths

Pharmaceuticals & Medical Products Practice

Strategic Workforce Consulting for the Human Age

Common myths on Accelerating Sales

Performance

Strategic Workforce Consulting for the Human Age

Myth 1 # Sales training alone can upgrade your sales staff

Strategic Workforce Consulting for the Human Age

Myth 1 # Sales training alone can upgrade your sales staff

Strategic Workforce Consulting for the Human Age

Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep

Strategic Workforce Consulting for the Human Age

Myth 2 # A Sales Rep = a Sales Rep = a Sales Rep

Strategic Workforce Consulting for the Human Age

Myth 3 # Past success predicts future success

Strategic Workforce Consulting for the Human Age

Myth 4 # There is a single assessment tool which predicts sales effectiveness

Strategic Workforce Consulting for the Human Age

How ManpowerGroup Accelerate Sales

Performance Through Talent

Strategic Workforce Consulting for the Human Age

Accelerating Sales Performance Through Talent

Strategic Workforce Consulting for the Human Age

Sales & Business Strategy Alignment

Strategic Workforce Consulting for the Human Age

Talent Audit Sample Report

Strategic Workforce Consulting for the Human Age

Hiring & Selection Systems

Strategic Workforce Consulting for the Human Age

Develop Sales Talent

Strategic Workforce Consulting for the Human Age

Sales Force Development is a Process, not an Event

Strategic Workforce Consulting for the Human Age

Measure Progress and ROI

Strategic Workforce Consulting for the Human Age

Return on Investment from Our Case Studies

• Participants to the process, across 4 different countries:• Achieved 21% or more in sales quota• Had sales rates 18% higher than average sales force• Were three times more successful in proposals closing to sales• Were significantly better at both up-selling and cross selling• Were five time better at avoiding excessive discounting• Had considerably more effective new product launches

Global Medical Device Organization

Strategic Workforce Consulting for the Human Age