ten slides in ten minutes - get it done or give up
DESCRIPTION
Some thinking about sales and what is essential to have a winning formula. Seven key elements are noted and then a slide on the salesforce. Think of it in line with sales operations. Account Management and Capture Management is also a focus.TRANSCRIPT
S S Ten Slides in Ten Minutes: Get it Done or Give Up [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
March, 2014
2
The Magnificent 7: “Get it Done or Give Up”
If your Salesforce is without the above, likelihood they’ll eventually be without ‘Wins’
Qualification of Opportunities
Account Plans
Capture Plans Common
Methodologies & Processes
Satisfaction Surveys
Competitive Analysis
Benchmarking
1
2
3 4
5
6
7
Salesforce
At a Minimum
3
• All Business Units get to vote • Aligned to company strategy? • Value & Benefit selling • Able to delivery by all units • Growth of Strategic relationship
Be without and always be looking in…
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
1. Qualification of Opportunities
If there are any surprises (or commodity selling) then the relationship with the Prospect is questionable
Anything Else!
At a Minimum
4
• Understand the Industry • Understand the Client’s needs • Craft a Living Plan ( + milestones) • Include new ideas and thinking • Syndicate with all Business Units
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
2. Account Plan/s
Account Plans are the carriers of the lifeblood of an organisation. Without them there is no plan to sell…
Be without and always be looking in…
Anything Else!
At a Minimum
5
• Fundamental to Opportunity Mgt • Focus: Needs of the prospect • Robust differentiated strategy • Actions, timeframe and measures • Willingness to ‘listen’ to all !
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
3. Capture Plan/s
Capture Plan – Strategic plan to market your company as being best positioned to deliver the opportunity
Be without and always be looking in…
Anything Else!
At a Minimum
6
• Common language across units • Status monitor against process • Implementation of best practices • Creation of Centres of Excellence • ‘Our way of working’
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
4. Common Methodologies and Processes
A Sales Process is a necessity but must be built on Sales Methodologies to be effective
Be without and always be looking in…
Anything Else!
At a Minimum
7
• Voice of the Customer • The single version of the truth • Independently undertaken • Reveals: Repeatability or Jettison • Allows invigoration of Account
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
5. Satisfaction Surveys
Tells an organisation whether there is future business with a client – without a major intervention
Be without and always be looking in…
Anything Else!
At a Minimum
8
• Competitor coverage in market • Competitor solutions versus yours • Competitor growth strategies • Client’s perception of competitor • Competitor ability to satisfy
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
6. Competitive Analysis
An organisation must understand their competition – else they may be outsmarted & ‘leap-frogged’
Be without and always be looking in…
Anything Else!
At a Minimum
9
• Functionality against competition • Account Engagement vs Others • Pricing against competitors • Client satisfaction versus Others • Engagement experience vs others
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
7. Benchmarking
Benchmarking must be analysed honestly, holistically and from multiple dimensions
Be without and always be looking in…
Anything Else!
At a Minimum
10
• Open to new ideas • Functionality selling – not price • Industry Knowledge • Know Client’s Business Strategy • Resonate with client
How Mature is your
Salesforce?
Increasing the 'Loss Rate'
Creating a climate for success
Pinnacle Point: The Salesforce MUST be Dynamic & Open to New Ideas
The Salesforce must be dynamic and willing to learn daily. A static Salesforce is effectively ‘dead’.
Be without and always be looking in…
Anything Else!
At a Minimum