how-sales-teams-succeed-1227651626551257-9

8/3/2019 how-sales-teams-succeed-1227651626551257-9

1/22

BrianLam ertBrianLam ert

ASTDASTD

http://www.salestrainingdrivers.org


2/22

Evolutionof

Selling

Ro eo Wor p aceLearning&Per ormance

HelpingYour

Sales

Team

Succeed


3/22

The Economist, January 2008


4/22

Nothing happens inNothing happens in

un some o y un some o y sells somethin sells somethin

so

go

sell

something

or

help

so

go

sell

something

or

help

someonesellsomethingsomeonesellsomething


5/22

Increasethe

need

for

Efficiency

AccordingtoIBM,by2010theamountofdigital

informationonearthwilldoubleevery11hours

Currentamount

of

digital

information

equals

45

GB

of

dataforeverypersononearth


6/22

People agenda - CEOs priority list

Percentagewhostronglyagree: The

people

agenda

is

one

of

my

top

priorities:

58%

Myleadershipteamhasthecapabilityand

Mytimeisbestspentonthepeopleagenda:

Source: PricewaterhouseCoopers 11

th

Annual Global CEO Survey, 2008


7/22

CEOs Top Innovation Challenges

Rank Descriptionofgreatest

1 Acquiring/developingthe

right

talent 31.0%

2 Improvingcustomerrelationships 28.4%

3 Visiblecommitmentfromtopleaders 24.3%

4 Brandrecognition 23.3%

6 Increasingmarketsharethroughnewproducts/services 20.0%

7 Knowledgetransferamongemployees 16.9%

mprovement

nor g na

pro ucts processes .

9 Completelynewproducts/services 14.2%

10 Strategicmergersandacquisitions 13.9%

Source: Conference Boards CEO Challenge 2007: Top 10 Challenges N=769


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How Has the SalesHow Has the Sales



9/22

Yesterday Today

near

Prospecting

Prea roach

(nonlinear)

CustomerRetention

Approach

Presentation

RelationshipSelling

Marketing

OvercomingObjections

Closing

ProblemSolving

AddingValue

Followingup Relationship

Maintenance

Adapted from: W.C. Moncrief, G.W. Marshall / Industrial Marketing Management 34 (2005) 1322


10/22

Chan in Ex ectations...1. Take more responsibility

Make the right decisions for our business

. n ers an an re a e o our us ness

Understand our industry and our team

3. Be more professional

Take responsibility and show accountability

10


11/22

4. ListenMore

Articulatethe

value

5. BeProductive

Setappropriate

expectations

Gatherandsharerealinsightwithus


12/22

e me er o rao a ocus n

Late 1800s1920 Sales Science The transaction itself

1945 1985 Sales Relationship The transaction decision

2005 ?? Sales Competency The buying experience

Source: Is Your Sales Training Stuck in the 1890s, T+D , April 2008


13/22

Members Coped?Members Coped?



14/22

5 Biggest Mistakes Salespeople

Make

Notfollowing

sound

selling

processes

Nothonin andbuildin essentialskills

Notmaintainingproperfocus

o u ngan sp ay ngcon ence

Notgrowingintoagoodleader

Source: AMI survey, 5 Biggest Challenges facing Sales VPs in 2600 organizations, 2005


15/22

Trends in WLP

Business

Leadership

Development

Talent

BetterExecution

OrganizationalInvestments

SeniorLeadershipEngagement

Sell

somet ng

15


16/22

The Sales Rep-to-Manager

DisconnectSalesManager SalesManager

Says:

Thinks:

Doyouthinkthecustomer Whydidyouleavewithout

w uy romus a are

thenextsteps?

on t now.

followupcall?

It

may

be

the

last

sale

you

prettyhard.Iclosedthedeal,didntI?

.

Whathappenedtobuilding

relationships?

Theprofitsfromthese

Inoticed

that

20%

of

your

callswereonCaccounts.

Iwas

in

the

area

and

they

liketoseeme,soIcallon

themwhenIcan.

accounts

dontevenpayfor

thecalls. Youneed

.


17/22

The Sales Trainer-to-Sales Manager

sconnec

SalesManager SalesManager

Says:

Thinks:

Doyouhaveanythingthat Howwouldyoudefineand

w e poursa esrepsw

activitymanagement

measure a c v y n s

case?

o

Ineed

to

get

some

training

forourrepsthathelpsthem

buildrelationships.

properneedsanalysis

sourcethis

Mostofourbudgetistied

accountplanning

and

territorymanagement

developmenttraining,

but

I

willseewhatIcandohow

soondoyouneedit?

Iwill

run

the

training

myself


18/22

Competency ModelCompetency Model

The

definition

of

worldThe

definition

of

world

class

class

sellingselling


19/22

Sales Competency Model

19


20/22

Administrator

Analyst

Consultant

Developer

Manager

Strategist

Creating

and

Closing

Opportunities

ProtectingAccounts

DefiningandPositioningSolutions

SupportingIndirectSelling

SalesRoles

e ng a es ra egy

ManagingwithintheSalesEcosystem

DevelopingSalesForceCapability

DeliveringSalesTraining

CoachingforSalesResults

BuildingSalesInfrastructure

Partnering Insight Solution Effectiveness

DesigningCompensation

MaintainingAccounts

RecruitingSalesTalent SalesAreasofExpertise

SpanningBoundaries

CommunicatingEffectively

AligningtoCustomers

SettingExpectations

NegotiatingPositions

Analyzing

OrganizationalCapacity

UnderstandingBusinessContext

EvaluatingCustomerExperiences

GatheringIntelligence

PrioritizingStakeholderNeeds

BuildingBusiness

Skills

SolvingProblems

EmbracingDiversity

MakingEthicalDecisions

ManagingKnowledge

FacilitatingChange

FormalizingAgreements

ResolvingIssues

ManagingProjects

LeveragingSuccess

BuildingRelationships en y ng p ons

BuildingaBusinessCase

AcceleratingLearning

ExecutingPlans

MaximizingPersonalTime

Aligningto

the

Sales

Process

FoundationCompetencies


21/22


22/22

Thank You!

Director,ASTD

Sales

Training

andSalesTrainin Driver

O:7036838100

E:[email protected]


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