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Do You Have a Winning Sales Team?

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XXXXXX Smarter Moves With Better Insight Do You Have a Winning Sales Team?


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Four Key Concerns for Sales Leaders 1. We are losing deals. What’s wrong — my product or my sales people?


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Four Key Concerns for Sales Leaders 1. 2. We are losing deals. What’s wrong — my product or my sales people? We missed our target third quarter in a row. Why?


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Four Key Concerns for Sales Leaders 1. 2. 3. We are losing deals. What’s wrong — my product or my sales people? We missed our target third quarter in a row. Why? Why are my sales team in the office and not out talking to prospects?


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Four Key Concerns for Sales Leaders XXXXXX 1. 2. 3. 4. We are losing deals. What’s wrong — my product or my sales people? We missed our target third quarter in a row. Why? Why are my Why are my sales team in the competitors’ office and not rookies beatout talking to ing my seasoned prospects? salespeople?


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Customers Are Spending Less Yet Demanding More spending less demanding more While CEOs have returned to their pre-recession expectations of growth, customers are spending less than in previous years, asking for greater customisation.


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Sales Organisations Are Reporting Changes to Sales Cycles 78% 61% 57% have more people involved in decisions CEB, Driving Sales Transformation, 2014 CEB, MLC Customer Purchase Research Survey, 2011 report longer time to sale closure buyers are delaying contact with you and your team until later in the purchasing process


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Over a Third of Current Sales Teams Are Unable to Adapt to These Changes This means that what gave you sales growth in the past may not do in the future. CEB, Hiring Challenges in Today’s Sales Environment, 2013


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Sales Leaders Have an Unclear View of Talent Within the Organisation 18% KNOW Only 18% of business leaders know if they have the right people to execute their strategy. CEB, CLC Survey of Talent Assessment Decision Makers, 2012


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Sales Leaders Have an Unclear View of Talent Within the Organisation 18% KNOW Only 18% of business leaders know if they have the right people to execute their strategy. CEB, CLC Survey of Talent Assessment Decision Makers, 2012 82% DON’T KNOW 82% do not know how their best talent stacks up against competitors.


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People Decisions Are Still Being Made on Intuition Percentage of business executives who use data for making talent decisions 25% Insight 75% Intuition alone Although intuition can add value to people decisions, over reliance on this exposes the organisation to a number of risks with long term consequences. Source: CEB, The Analytics Era: How Talent Analytics is Transforming HR’s Impact on the Business


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Sales Talent May Be Misaligned To Future Success 82% In a process driven climate Most sales climates are aligned to the sales environment that was successful in the past, and are not fit for the future. CEB, Sales Culture, 2013


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It Could Mean You’re Losing Both Sales and Good Sales People… LOSING Good Sales PEOPLE Corporate Operations High Effort Quality Human Resources Sales High Intent To Stay CEB, Global Labor Market Survey, 2013 Sales teams lag behind other functions in terms of working harder and intent to stay.


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…Which Will Ultimately Cost Your Business Money 9% 3% Discretionary Effort Total Sales Productivity Lower CEB Sales Leadership Council, Sales Transformation Survey, 2013 Lower


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The Hidden Cost of a Single Failed Sales Manager The cost of a single failed sales manager can be as high as £2.5million calculating direct and indirect costs including: 4. Recruitment, salary and training 2. Poor team engagement 1. Lost productivity 3. Lacklustre customer experience £$€ £2.5 million CEB, Sales & Service data, 2012


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More Informed Decisions about Your Sales People Drive Tangible Business Results £1 million High scoring telecom sales associates achieve over £1 million more sales per year. CEB Talent Measurement 2013 Business Outcomes Study Report £2 £46 £2 million saved through reduced sales employee turnover, unscheduled leave and non-starters. Retail sales people achieve 19% more sales per month and a potential extra £46 million annually. million million


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Gain the Insight You Need by Assessing Your Sales Team for Today’s Requirements Use objective assessment to harness the effectiveness of your sales talent Gain insight into your sales team’s strengths, weaknesses and potential Identify sales gaps and themes at an individual and organisational level Compare your sales people externally against industry and geographical benchmarks


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Three Key Recommendations to Help You Strengthen Your Competitive Advantage 1. Uncover the key qualities that make your salespeople successful


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Three Key Recommendations to Help You Strengthen Your Competitive Advantage 1. Uncover the key qualities that make your salespeople successful 2. Use objective assessment to find out who’s really right for your organisation and how they compare with the best sales talent in the market


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Three Key Recommendations to Help You Strengthen Your Competitive Advantage 1. Uncover the key qualities that make your salespeople successful 2. Use objective assessment to find out who’s really right for your organisation and how they compare with the best sales talent in the market 3. Discover what motivates your individual sales professionals and use this information to drive stronger results


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Where do you start? XXXXXX Begin today with our Sales Audit Find out who you need to help you dominate the sales board and win the game. www.ceb.shl.com/sales-audit © 2014 CEB. All Rights Reserved. CEB145055GD


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