Post on 14-Jan-2016
description
Moving Your Team From Pleading to Partnering: Developing A Needs-Based Sales Culture
A Need for Change
• Moved from a donor incentive driven culture to a relationship driven culture (had to break our cotton addiction)
• Struggling with projection accuracy
• Not-so-best practices
• Lack of opportunities for development
Moving to a New Culture
The Plan• New expectations• New Incentive Plan• Support Tools• Sales Training• Sales Coaching
New ExpectationsBlood Program Consultant will:• Achieve assigned collection
goal - every month • 10 – 15 weekly sales calls
with pre- determined objectives
• Annual collection plan for assigned territory and accounts
• Weekly review with Donor Services
A New Incentive Plan for New Expectations
Incentivize to match business objectives by providing a lucrative opportunity for incentive earnings that support:
• Consistent goal attainment every month• Collections during critical collection periods• Increased projection accuracy that supports the
budget and resource plans
$how me the Money: New Incentive Plan
Determined the maximum earning level for consultants and put 1/3 of that “at risk” in incentive earnings
Incentive Plan At A Glance• Production Incentive: Maximum pay during
critical months, must achieve 100% to earn, no extra incentive after 103%
• Projection Accuracy: Full earnings for 90 – 100% PA, ½ for 85 – 89.9%, decreasing incentives starting at 103% PA
• Consistency Incentive: To encourage consistent monthly goal achievement & discourage calendar manipulation for high earning months
• Holiday Incentive: Incentives for goals met during Fourth of July, Christmas & New Years
In Order to Build It,You Need the Right Tools
• Account planners• Monthly workshops
– Focus on market segments – Follow-up sales training– Sharing best practices/account strategies
• Specialized programs such as High School Honor Cord
• Branded marketing materials• PSS Sales Training
Ready or Not – Sales Training
Extreme Sales Makeover
• Achieve Global, Professional Selling Skills – Why?
• Expect Turnover
• Consultative Selling – From clerk to consultant
Clerk
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Salesperson
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Consultant
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fit your home entertainment needs
Use It or Lose It: The Need for Sales Coaching
• Dealing with resistance: “I went to PSS & all I got was this lousy notebook!”
• Translating the training for everyday application
• The role of sales coach – friend not foe
Recognizing Our Value:More Than Just A Blood DriveDepending on their needs, we are many different things to many different people:
Missions Outreach ProjectHigh School Recognition ProgramProject Management Opportunity
Leadership Development Corporate Social Responsibility
Program
High School Features/Benefits
Features:• Honor Cord Program
• Service Learning Program
• Health/A1c Screening
• Educational Presentations• Volunteer Opportunities
• Project Management (Blood Drive Timeline)• Local Community Ties• Engaging Donor Promotions• Blood Drive Committee• Donor Benefit Plan• NMDP (OBI exclusive)• Donor Schedule• Branded Materials
Benefits:• Allows more students award
opportunities• “Pre-packaged” program w/ proven
success• Opportunity to provide free health
screening• Can be tied into school curriculum• Social responsibility, character
development• Can be applied to other school projects• Knowledge of local impact• Excite the donor base• Leadership development, team-building• Credits provide health benefits for group• Mobilization of minority student groups• Efficient use of student/school time• Allows students to do more creative
recruiting
Recognizing Success
• No summer blood emergency appeal
• Working smarter w/ leaner resources
• Developing account strategies
Projection Accuracy Trends
0.7
0.75
0.8
0.85
0.9
0.95
1
1.05
April May June July August September October November December January February March
FY 2007/2008 FY2008/2009 FY2009/2010
Projection Accuracy Trends
Cost Per Donor
0.86
0.69
0.60
0.57
0.48
0.56
0.49
0.54
0.50
0.49
0.48
0.89
0.30
0.40
0.50
0.60
0.70
0.80
0.90
1.00
April May June July August September October November December January February March
Cost Per Donor
Recruitment Cost Per Donor