inflection point introduction
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04/11/23Inflection Point, LLC
Creating the Model for a Sales Driven Company
04/11/23Inflection Point, LLC
What is the Function of Sales?• Develop Relationships which lead to customer confidence• Obtain Information to enhance competitive position• Gain Commitments• Maximize Share
• All other activities are superfluous!– Wrestling through inefficient sales
and reporting tools– Answering the same questions
to all stakeholders– Monthly searching for transfer business
• Sales is an art, a science, and a discipline; let’s treat it as such.
04/11/23Inflection Point LLC
What is Optimum?
• More face-to-face sales call• More effective sales calls that meet and exceed your
client’s expectations• Higher closure rates• More revenue• Higher satisfaction of your clients• Higher market-share
04/11/23Inflection Point LLC
Today’s Situation• We know all too well the situation ….. Tremendously Difficult
Economy, uncertainty, moratorium on spending and investment• However, regardless of macro economic conditions – business
happens• You can close a disproportionate amount of the available
business through intelligent sales productivity disciplines
• Now is the time to be proactive, not reactive “Cutting Sales Cost, not Revenue” McKinsey, March ’09. “Courageous companies can use the downturn to make their sales operations not only less expensive but also more effective.”
04/11/23Inflection Point LLC
Today’s Situation Cont.• Majority of business requires face-to-face interaction
– Sales professionals need tools, business process and infrastructure that supports best practices and minimizes or eliminates admin overhead.
• Decision makers primary complaints of sales professionals include– Lack of technical knowledge– Incorrect information– Inability to offer the right resources– Failure to follow-up– Taking time to explain the client’s
business – training the sales person• Resulting in business lost not by price, but by lack of preparation
and perceived difficulty in doing business
04/11/23Inflection Point LLC
Solution Velocity• Reducing the time to Yes
– Access to right people – the decision makers, the approvers and the influencers
– Focus on the right opportunities• High quality opportunities• Profitable opportunities • Winnable opportunities
– Best tools and business processes• Removing irrelevant information
and effort– Best value up front– Prompt information and answers to questions
04/11/23Inflection Point LLC
How?• Return of at least 10 hours per week to each sales professional for
effective face-to-face sales interactions.– Increase your sales force by 25% or more with no additional resources– Optimized sales tools, sales business processes, sales services and sales
process that models best practices and minimizes or eliminates administrative overhead.
• Information Entitlement– The right information, to the right people, at the right time – before, during
and after the sale– Worldwide design influence tracking– Worldwide channel independent
reporting that matches design to production– Holistic customer views from opportunity to end of life
• Funnel Health– A pipeline that supports growth with winnable, high quality opportunities
04/11/23Inflection Point LLC
Initial Area of Focus
• Activity management– Sales professionals perform as many as 39 separate types
of activities per day– Top performers focus on 8– Middle performers focus on a different 6– Evaluation of activity versus focus often results in 5 hours
per week in unproductive, urgent but of minimal impact activities
04/11/23Inflection Point LLC
Move the Curve to the Right
Numberof People
Effectiveness
Core Hi Performers
04/11/23Inflection Point LLC
Recommendation
• Evaluate activities– Develop infrastructure to mitigate low value activities and allow focus
on high impact activities – model the top performers.• Evaluate the sales process
– Is it known, repeatable, and designed to achieve the desired results?• Evaluate business process
– Is the business process supportive, neutral or interfering with sales closure?
• Evaluate the sales infrastructure– Enhance, hinder or neutral to
productivity?
Implementation and Adoption
• No business process changes, sales tools deployments, sales services or any recommendation will survive after implementation unless it is a condition of employment or it is accompanied by a detailed, logical, and inviting implementation and adoption plan.
• Inflection Point uses detailed implementation plans that address the holistic integration of the tool, process or service.
• Inflection Point uses a highly effective adoption program that invites, stimulates, sometimes amuses but insures your investment.
04/11/23Inflection Point LLC
Results Guaranteed
• Your customers demand quality and reliability in your goods and services.
• You should demand the same from your partners.• Inflection Point stands behind its service.
– If you are not satisfied with our service – there is no charge. – If we fail to deliver on our claims – there is no charge.
04/11/23Inflection Point LLC
Why Howard Hodges• 20+ years experience in sales, sales leadership, sales operations,
and sales productivity– Created the Office of Sales Productivity at a Fortune 500 semiconductor
company (TI)– Charter Member of the Sales Operations Excellence Center, a practice of the
Corporate Executive Board– Increased sales efficiency by >25%– Created, implemented and/or deployed worldwide a variety of sales
infrastructure systems including channel independent reporting (a global transfer business tracking system), account aliasing, lead management, technical information management, communication management, commission management, sales tool integration and sales support services
– Managed the Americas Rep network– Managed a Global Account Team that produced $300M annually
04/11/23Inflection Point LLC
Why Howard Hodges cont• Passionate about the art and science of sales and the discipline
of sales operations• Ability to evaluate, recommend and implement sales solutions
that work• Practical experience in all phases of sales and sales
infrastructure– Sales process development and training– Sales management and coaching– Territory management and customer segmentation– Infrastructure creation,
implementation and deployment– Integration of sales models
(direct, rep and distribution)– Integration of sales forces– Information creation and deployment
• BS Engineering and MBA
Inflection Point: The point at which the shape of the curve changes sign. Our
purpose is to introduce strategies, tools, and services that accelerate your revenue, profit, and market share upward, beyond market forces.
Your success is our passion.
Notes
Everyone Wants To Play In The Sales Sandbox
Prospecting programs
Sales guides and
playbooks
Competitive intelligence and
positioning
Differentiation strategy
Executive selling skills
and aides
Case studies and reference
programs
Thought leadership and Influence
program
Sales knowledge management
(portal)
Portfolio certification programs
Capability demos/ subject matter
expertise
Demand generation and
lead management
Solution presentations
Collateral
Client-facing tools
Sales communication
s
Account scoring and qualification
Portfolio packaging
and training Community marketing
Territory planning and coverage models
Account segmentation and targeting
Business case and ROI
proof
Seminars and events
Sales automation
Credibility and credentials
Win /loss analysis
Account discovery
and strategy
Sales methodology and training
Proposal and oral presentations
Sales messaging and positioning
Sales People Are The “Tip Of The Spear” For B2B
Our Framework – A P&L of Sales People
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