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5 Keys to Cultivating a High Performance Sales Culture

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5 Keys to Cultivating a High Performance Sales Culture Michael Hanna Co-Founder & President


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Agenda Why Culture is the Main Driver of Sales Performance 7 Indicators of a High Performance Sales Culture 3 Sales Performance Killers 5 Keys to a High Performance Sales Culture: Formation through Vision and Values Guidance through Content & Capture Expansion through Capacity & Compensation Nurture through Community & Cadence Simplification through Clarity & Consistency Questions


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Why Culture is the Main Driver of Sales Performance Sales Culture: The environment in which sales people collectively develop the attitudes and habits that organically determine their sales results. Image from http://www.hbcanoekayak.co.uk/blog/wp-content/uploads/2015/02/kayaking-grade-2.jpg


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7 Indicators of a High Performance Sales Culture Poor performers feel out of place. Top sales reps are referring other top sales reps. Top performers persevere. When the going gets tough they get creative instead of drawing back. Clashing personalities suck it up for the greater good of the company’s vision. Excuses stand out like a soar thumb. Reps are quick to accept responsibility and slow to shift blame. People hold each other accountable. Family members feel like part of the corporate family.


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3 Sales Performance Killers Skepticism: Lack of trust in leadership and lack of conviction that the vision can and will be achieved. Passivity: A lack of ownership over the vision. Being quick to give up. Always seeking the path of least resistance rather than the path of greatest benefit. Gossip: Lack of trust in among peers. Unhealthy competition. A feeling that “my colleague’s demise is my benefit”.


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Formation through Vision and Values Vision (where & why): Clear Compelling Client-Focused Values (how): Enable the vision Uphold standards They are to be applied, not just written. Application must be systematic deliberate.


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Guidance through Content & Capture 6 Steps to Establish a Healthy Capture/Content Rhythm For each stage in your sales cycle identify three key activities that will get your prospect to the next stage. Configure your CRM system to capture and report on those activities. Dedicate one full day each month to analyzing that data, looking for trends that tie specific sales activities to sales results. Those are your high-impact sales activities. Create content and tools to make those high-impact sales activities as easy and natural as possible. Reinforce the use of those tools and content until those high-impact activities become high-impact habits. Rinse and repeat.


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Expansion through Capacity & Compensation Hire High-Capacity Performers Increase Their Capacity Keep Them Performing Near Capacity


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Nurture through Community & Cadence People commit to a company by contracts and compensation, but they are loyal to a leader by love and legacy. Contract + Compensation = Commitment Love + Legacy = Loyalty Leaders who care about them: this provides a sense of safety. A vision and chance to contribute to a legacy: this provides a sense of significance.


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Simplification through Clarity & Consistency Sales Operations is the keeper of clarity the and protector of simplicity.


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Agenda Why Culture is the Main Driver of Sales Performance 7 Indicators of a High Performance Sales Culture 3 Sales Performance Killers 5 Keys to a High Performance Sales Culture: Formation through Vision and Values Guidance through Content & Capture Expansion through Capacity & Compensation Nurture through Community & Cadence Simplification through Clarity & Consistency Questions


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Questions


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Contact Michael hannastrategy.com ca.linkedin.com/in/michaelhanna7/ @michael_hanna www.facebook.com/michael.hanna.988 www.youtube.com/HannaStrategyGroup michael@hannastrategy.com


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