welcome to todays webinar sales methodology rx: a prescription for healthy sales teams in an...

Welcome to today’s Webinar

Sales Methodology RX:A Prescription for Healthy Sales

Teams in an Unhealthy Economy.

Brought to you by:

Today’s Presenters

Danita ByeDanita ByePresidentPresidentSales Growth SpecialistsSales Growth Specialists

Today’s Presenters

Bill EckstromBill EckstromFounder, President/CEOFounder, President/CEOEcSELL InstituteEcSELL Institute

Study by Xerox Corp. in the early 1980sStudy by Xerox Corp. in the early 1980s

““They found that a Sales Manager atThey found that a Sales Manager atXerox Corp. would have to workXerox Corp. would have to work29 hours a day29 hours a day in order to complete in order to completethe daily tasks and duties laid out in theirthe daily tasks and duties laid out in theirjob description.”job description.”

Passage by Neil Rackham in the book Rethinking Sales ManagementPassage by Neil Rackham in the book Rethinking Sales Management

PLUSPLUS

Understand what is and what is not in your control

Of that, understand what drives production

Focus attention, detail and activity against the

drivers of productivity

Develop your sales leadership and management acumen

““The productivity of your team is a reflectionThe productivity of your team is a reflectionof the leadership and management acumen ofof the leadership and management acumen ofthose in management.”those in management.”

Bill EckstromBill EckstromFounder, CEO/PresidentFounder, CEO/PresidentEcSELL InstituteEcSELL Institute

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Leadership and ManagementLeadership and Management

The 6 PillarsThe 6 PillarsIt is how one leads and manages that will ultimately It is how one leads and manages that will ultimately

affect the success within each Pillaraffect the success within each Pillar

Sales Methodology RX

A Prescription for Healthy Sales Teams

in an Unhealthy Economy

EcSELL Institute, May 2009

Objectives •How to design a sales methodology that shortens your sales cycle •Which mindsets must be in place before you can successfully execute your sales process •What criteria that must be met before advancing to the next step of your sales process •How to use sales methodology to gets new hires up to speed quickly •How and when to measure progress so you can get accurate forecasts

Unhealthy vital signs • “We’re dependent on a few large clients; it’s too risky. We must diversify.”

•“90% of our sales come from current clients and their business is sliding. I need new clients.”

•“I have order takers; we need people who can generation new business.”

Unhealthy vital signs • “Our salespeople can’t hold margin. Help!”

•“Our website is generating leads; but no ones closing them.” •“Our sales cycle is so long; however, I don’t think there’s anything we can do to shorten it.”

Unhealthy vital signs • “We’re getting orders; but, they are smaller.”

•“Nothing’s closing. My people don’t know what do to with the spending-freeze stall.”

•“I have only have 1 person exceeding quota; the rest are struggling.”

Unhealthy vital signs

•“I have no confidence in the sales rep’s pipeline.”


Case Study Challenge

Mindset (Sales Force Overview Results)

Methodology Installation

Sales Mindset Coaching

• 3.4 B worldwide revenues

• 40 M in Narrow Web in Western Hemisphere

• 3 years of post-merger declining revenues & profits

• Changing marketplace, more competition

• Pricing eroded

• Relationship based selling…wasn’t working.


• Hank Malone named VP of Sales & Marketing

• Hank’s assessment:“The stand alone events that we had tried, like the annual sales meeting or sales training, failed to produce lasting results, so I knew that we needed a long-term, process-based initiative.”


• Market share grows 8% first year, despite mature market & recession

• Improved pipeline predictability from 10% to 70%, more accurate planning and more efficient operation

• Higher margins

• Shorten average sales cycle from 18 months to 4 months.

Case Study Results

• Do existing sales people have hunter/NBD mindset? Or, are they really account managers?

• What needs to happen to help them be more effective?

• Can they implement a sales methodology?

• If not, where do they need help and support?

• Where do sales systems & processes need to be strengthened?

• Where should development be focused to maximize ROI?

Sampling of Hank’s Questions (People, Process, Systems)

Sales Mindsets

Sales Mindset

Crucial Success Elements

0%

20%

40%

60%

80%

100%

Desire Commitment Outlook Responsibility

0%

20%

40%

60%

80%

100%

Sales Force Assessment-Mindset

Objective Management Group

Crucial Success Elements

0%

20%

40%

60%

80%

100%

Desire Commitment Outlook Responsibility

0%

20%

40%

60%

80%

100%


Any lack of results I experience from time to

time are due primarily to:

• Economy or marketplace

• My competitors

• Company policies

• My own personal ineffectiveness


Sales Mindsets

Sales Mindset

Impact


Major Performance Factors

0%10%20%30%40%50%60%70%80%90%

100%

No Need ForApproval

Supportive BuyCycle

Supportive RecordCollection

No Money Issues Ability To ControlEmotions

0%10%20%30%40%50%60%70%80%90%100%


Sales Force Assessment-Other Data

1. NBD MindsetHunters: 0

Qualifiers: 0Closers: 0Account Managers: 8

2. Selling System: 0

HUNTER SALES SKILL SET

SalespersonMyron Hillock Group

Dennis 38%

Kirk 75%

Matt 62%

Kevin Vehar Group

Brett 25%

William Arpin 50%

Gregory 25%

T. Michael 50%

New Product Business Development Group

Michael Green 12%

Hal Schillinger Group

Steve 38%

Michael Crosby 25%

Leo 25%

Michael Smith 50%

Lance Holbrook Group

William Bigham 50%

Kyle 62%

Jim 75%

Tony 62%

Sales Methodology Installation


On Deck/At Bat (Prospecting)

Key Tool: 20 Point System

Activity Points Earned

Contact with an emotional decision maker 3

First meeting with a new prospect 3

Five cold-calls via phone or visit 4

Obtaining a commitment to do something to move forward

4

Forcing a decision to NO! 5

Obtaining a referral from a client or co-supplier 5

Having a decision meeting 5

Closing a deal worth $20k per year 20


First Base: Fully Qualified Opportunity


Second Base: Fully Qualified Product and Service Solution

Requires that sales person has covered the following issues: 1.) Strategy and tactics2.) Dealing with the right people (Emotional vs. Logical)3.) Understand client’s perceived value & risk for not taking action4.) Determine if Cost of Pain outweighs the Cost of Change


Third Base: Negotiate and Close


Second Base: Fully Qualified Product and Service Solution


Third Base: Fully Qualified Product and Service Solution


Home: Deliver Sales and Payment per Agreement


Other:


Wimp Junction

Fat Words

Pre Call Planning

WIMP Junction: Price vs. Value Path

Fat Words

Upfront Contracts

Action Drivers

Trust Cycle

Sales Mindsets


Sales Mindsets


Impact


Major Performance Factors

0%10%20%30%40%50%60%70%80%90%

100%

No Need ForApproval

Supportive BuyCycle

Supportive RecordCollection

No Money Issues Ability To ControlEmotions

0%10%20%30%40%50%60%70%80%90%100%


• Market share grows 8% first year, despite mature market & recession

• Improved pipeline predictability from 10% to 70%, more accurate planning and more efficient operation

• Higher margins

• Shorten average sales cycle from 18 months to 4 months.

Case Study Results


A Prescription for Healthy Sales Teams in an Unhealthy Economy

EcSELL Institute, May 2009

EcSELL Institute members…• Have a desire to increase production

• Understand that they have control over six primary areas that affect productivity – 6 Pillars

• Talent I.D. and Acquisition

• Sales Methodology and Skills Development

• Professional Development

• Sales Analytics

• Compensation / Recognition / Rewards

• Planning

• Want information, tools and programming that are timely, consistent, fact-based and evolving

www.ecsellinstitute.com

Hands on learning / Rich discussion / Learn from world renowned experts!

Dr. J.P. Pawliw-Fry, Institute for Health and Human Potential

Discover the impact of Emotional Intelligence (EQ) on a sales team

Lowell Catlett, PhD, World renowned futurist /forecaster of economic trends

Learn about the five economic trends that are providing more business opportunities than even before!

Kimberly Rath, President, Talent Plus

Understand the difference between selection vs. hiring, talent vs. training and the attributes of the best sales teams

Ken Rubin, CEO, LucidEra

Identify hidden metrics that can lead to different sales management decisions

Mary Uhl-Bien, PhD, Assoc. Director, Global Leadership Institute

Explore emerging leadership theories and their impact on sales productivity

EcSELL Institute SummitJuly 28-29, 2009

Half Moon Bay, CAwww.ecsellinstitute.com/summit09

Questions and Answers

EcSELL InstituteEcSELL Institute

To learn more visit or call:To learn more visit or call:www.ecsellinstitute.com402-261-6948402-261-6948

Don’t miss our EcSELL Institute Don’t miss our EcSELL Institute Sales Management Summit!Sales Management Summit!July 28-29, 2009 July 28-29, 2009 www.ecsellinstitute.com/summit09

Sales Growth SpecialistsSales Growth Specialists

To lean more visit or call:To lean more visit or call:www.salesgrowthspecialists.com800-256-2799800-256-2799

http://www.ecsellinstitute.com/

http://www.ecsellinstitute.com/summit09

http://www.salesgrowthspecialists.com/

welcome to todays webinar sales methodology rx: a prescription for healthy sales teams in an...

Documents

sales process

sales leadership

sales training

sales manager

existing sales people

healthy sales teams

average sales cycle

annual sales meeting