measuring sales effectiveness in pharma- 2013
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Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Measuring Sales EffectivenessIfti AhmedEx-Head of sales Academy
Global Marketing and Sales Excellence
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Who is Titanium?
We have a deep understanding of Pharmaceutical industry and its challenges
We are professionals with significant track records and key positions in management and sales performance
We are experienced trainers and coaches with an average of 100 days delivered each year
We are recognized speakers and facilitators
We are based in Switzerland with a strong network around the world
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
What does Titanium do? Training
We design customized trainings programs for our partners and manage their roll-out/implementation
We deliver trainings and coaching sessions in Management, Change Management, Performance and Sales Effectiveness
Consulting
We perform Business Process Improvement and reorganization, from the diagnostic phase to the implementation of the solutions, including actions plan
We have tools, Knowledge and capacity to help you measure sales & marketing performance
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Sales excellence…….Can you just make them
good!
A sales manager!
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Don’t just be good…….
Be good for something!
Henry David Thoreau
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
How do we measure Sales effectiveness?
More sales = More effective?
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Does that mean……
less sales = less effective?
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Why measure?
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
If you can’t measure it, You can’t manage it!
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
The man who lost his keys!
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Revenue
Customer Satisfaction
Market Share
Pipeline SizeVolume
Ramp-Up Time
IT Investment
Training Type
Coaching
Account Plan Completion
Tool Usage
Segment of Customer
Call Volume
Call Type
Up/Cross-Selling
Number of AccountsTime Allocation
Quota Achievement
Share-of-Wallet
Process Usage
Training Investment
Skill Level
Territory Coverage
New/Existing CustomersCall Outcomes
Customer Retention
Deal Size
Prospect Type
New/Existing ProductCan We Manage this Metric?
Courtsey of Jason Jordan- Vantage point performance
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
These are salesperson and manager activities that we can proactively direct and manage
These are objectives that can only be influenced by managing preceding
Activities
These are the outcomes of multiple objectives and
cannot be ‘managed’ whatsoever
Courtsey of Jason Jordan- Vantage point performance
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
What should we measure?
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
15
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Cause and Effect
Courtsey of Jason Jordan- Vantage point performance
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Courtsey of Jason Jordan- Vantage point performance
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Link the Objectives to relevant Activities, and manage the Activities
relentlessly
Select and quantify the Objectives that will BEST
lead to those Results
Identify the Results you want to achieve
Courtsey of Jason Jordan- Vantage point performance
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Select These(carefully)
Manage These(rigorously)
Measure It
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Quantity Vs Quality?
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
One key component of Pharma sales excellence
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
More than practice!!!
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Our Self evolving systems
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Skill Assessment Program: Coaching and training
Step 1: The knowledge Assessment
Assesses both knowledge and understanding through using the online assessment tool.
Step 2:The Behaviour Assessment
Assesses the behaviours using a simple electronic tool the “e-Valuator” this is a “360” process measuring the perceived behaviour as seen by the candidate, his superiors and his reports.
Step 3: Application
Certification requires that correct behaviours are applied to the correct frequency. This is recorded by the superior of the candidate who certifies the correct level based on personal observation in the Skill Analysis form.
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Step 1. Track knowledge!
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
E-Exam Email Invitation
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Knowledge over time
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
By function
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
By function & knowledge segment
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Across Business Units
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
2. Track the behaviours
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
What behaviours?
For Sales Managers
Change management
Management fundamentals
Coaching
Selling skills
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Behaviour is interactive!Traditional 360 tools are effective
however they can be:
Complex
Time consuming
Expensive
Functionality is limited
The answer……a lighter, simple, fast and cost effective process
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Track the behaviours
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Track the behaviours
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Track the behaviors
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
3. Track the practice/ Application
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Skill is more than practice!!!
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Special thanks to:
Amit Patel from Itcetra.co.ukJason Jordan from Vantage point
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
Contact me? ifti@iftiahmed.com
Ifti.ahmed@titanium-partners.net
Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst
The virtual trainer
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