'

Joe Galvin

Понравилась презентация – покажи это...





Слайд 0

Joe Galvin Chief Research Officer Tamara Schenk Research Director


Слайд 1

THE PURSUIT OF WORLD-CLASS PERFORMANCE 2014 Miller Heiman Sales Best Practices Study


Слайд 2

13. The side making the most points in that time is declared the winner Sports have rules for Winning


Слайд 3

Sales is like a sport Playing Field Account, Territory, Market Opponents Competitors Strategy How to Win Rules Expense – Comp Plan


Слайд 4

WE Keep Score Number of Qualified Opportunities New Account Acquisition Average Account Billing YOY Existing Customer Growth Quota Achievement Forecast Accuracy Revenue


Слайд 5

2013 The Growing Gap between Good and Great 2013 Performance GAP Customer Core Collaborative Culture Calibrated Success


Слайд 6

The Pursuit of Performance Revenue Number of Qualified Opportunities New Account Acquisition Average Account Billing YOY Existing Customer Growth Quota Achievement Forecast Accuracy


Слайд 7

Behaviors of World-Class Performance Customer Core Provide Perspective Behaviors Collaborative Culture Conscious Collaboration Calibrated Success Performance Accountability


Слайд 8

AGENDA The Pursuit of Performance Miller Heiman Sales System® 2014 Miller Heiman Sales Best Practices Study 3 Behaviors of World-Class Sales Performance 6 Elements of the Sales System 12 Behaviors That Impact Performance Joe Galvin Chief Research Officer Miller Heiman Research Institute @joegalvin http://www.linkedin.com/in/joegalvin32 Tamara Schenk Research Director Miller Heiman Research Institute @tamaraschenk http://www.linkedin.com/in/tamaraschenk


Слайд 9

Six elements of the sales system


Слайд 10

The Miller Heiman Sales Best Practices Study World’s largest ongoing study of complex, business-to-business selling and sales management practices More than 30,000 participants over last 11 years. Not exclusive to Miller Heiman clients or alumni. All Respondents filtered to reflect complex sale; 3+ decision makers. Study includes 3 sections: Demographics, Behaviors and Metrics. Analysis defines key behaviors leveraged to drive sales performance.


Слайд 11

2014 Study Demographics N=1,155


Слайд 12

CRITICAL SALES ACTIVITIES Analysis elevates activities most linked to sales performance Identify respondents that collectively and consistently execute these 12 behaviors Designate this sub-segment as world-class population VALIDATE WITH SALES METRICS Number of Qualified Opportunities New Account Acquisition Average Account Billing YOY Existing Customer Growth Quota Achievement Forecast Accuracy DEFINING WORLD-CLASS Sales PERFORMANCE WORLD CLASS Small percentage of respondent base, 8.5% in 2014 Outperforms All Respondents on metrics measured by 22%


Слайд 13

Behaviors of World-Class Performance Customer Core Provide Perspective Behaviors Collaborative Culture Conscious Collaboration Calibrated Success Performance Accountability


Слайд 14

Performance-Driven Culture Organizational Attribute Individual Behavior Cultural Component Calibrated Success Performance Accountability What do we measure, recognize and reward? Customer Core Provide Perspective How do we connect and engage with our customers? Collaborative Culture Conscious Collaboration How do we work together?


Слайд 15

Behaviors that Drive World-Class performance Organizational Attribute Individual Behavior Cultural Component Customer Core Provide Perspective How do we connect and engage with our customers?


Слайд 16

Miller Heiman Research Institute Research Note: Providing Perspectives Provide a Perspective How YOU will achieve success Provide Perspective P


Слайд 17

Behaviors that Drive World-Class performance


Слайд 18

Conscious collaboration Customer Miller Heiman Research Institute Research Note: Sales Collaboration: Defining Attribute of World Class


Слайд 19

Behaviors that Drive World-Class performance Organizational Attribute Individual Behavior Cultural Component


Слайд 20

Performance Accountability Miller Heiman Research Institute Research Note: Performance Accountability: World-Class Sales Behavior Accountability


Слайд 21

Your Sales System: CUSTOMER MANAGEMENT


Слайд 22

Social Selling Knowledge Advantage Customer Community Multiple Customer Models Enabling Customer Context Forecast Accuracy & Funnel Confidence Strategic Focus


Слайд 23


Слайд 24

CHANGE THINKING TO GET TO THE NEXT LEVEL


Слайд 25

SALES ENABLEMENT – MISSING ELEMENTS Situation Consequences


Слайд 26

SALES ENABLEMENT – MISSING ELEMENTS Situation Consequences Execution Gap


Слайд 27

SALES FORCE ENABLEMENT – CUSTOMER CORE APPROACH Situation


Слайд 28

DESIGN POINT – CUSTOMERS AT THE CORE


Слайд 29

CUSTOMER'S JOURNEY


Слайд 30

CUSTOMER CORE SFE FRAMEWORK Integrated Content Management & Training Framework Powered by enablement & collaboration technology Business Awareness Skills, Knowledge, Cust. Mgmt.Strategies, Decision Dynamic Expertise


Слайд 31

YOUR SITUATION – YOUR NEXT STEPS


Слайд 32

BEHAVIORS THAT DRIVE World-Class sales PERFORMANCE


Слайд 33

Top 12 INITIATIVES SUMMARY


Слайд 34

Attributes of World-Class Competitors They love to compete… Cards, sports or business They practice hard… You don’t practice until you can do it right… …you practice until you can’t do it wrong They compete every day… They always play to win They want to compete against the best… It’s the only way to get better There is no cheating… Cheating isn’t competing, it’s cheating They are focused on results… Close calls and nice tries don’t matter Nothing beats winning… 2nd place is the first loser


Слайд 35

THE PURSUIT OF WORLD-CLASS PERFORMANCE 2014 Miller Heiman Sales Best Practices Study


Слайд 36

Thank you For more information SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700


×

HTML:





Ссылка: