How to Set Your Salespeople on Course to Win Today · 2019-05-07 · sales value pyramid: previous...

www.spasigma.comwww.linkedin.com/in/markaroberts

How to Set Your Salespeople on Course to Win TodayMARK ROBERTSVice President of Sales and Marketing, SPA


MODERNsales force

The


THIS WEBINAR IS DESIGNED TO BE

INTERACTIVE


Type your message here

share your thoughts, questions, & experiences


MEET THE PRESENTERS

Gerhard GschwandtnerFounder and CEO SELLING POWER

Mark RobertsVice President, Sales &

MarketingSPA & SPASIGMA


WHAT CHANGES HAVE YOU EXPERIENCED IN SALES IN YOUR MARKETS?


WHAT CHANGES HAVE YOU EXPERIENCED IN HOW BUYERS BUY TODAY?


WHAT UNIQUE SKILLS DO SALESPEOPLE NEED TODAY?


WHAT HAS THE DATA TOLD US OVER THE YEARS THAT WILL DISRUPT HOW WE WORK?

Mobile Internet Advances in Computing and Big DataChanging Work EnvironmentsLarge % of Current Workforce Retiring New Workforce


WHAT HAS THE DATA TOLD US RECENTLY ABOUT HOW WE WORK AND WHAT IS DISRUPTING HOW WE WORK?

Internet of ThingsAdvanced Manufacturing and 3D PrintingVery large % of Workers exiting the Workforce Every DayGrowth in Diversity and Inclusion


WHAT HAS THE DATA TOLD US ABOUT TODAY AND IN THE FUTURE ABOUT WHAT WILL DISRUPT HOW WE WORK?

Artificial Intelligence Machine LearningRoboticsAdvanced Materials


WHAT SKILLS WILL YOU NEED IN SALES TO NOT ONLY SURVIVE BUT THRIVE TODAY AND IN THE FUTURE?

Analysis Communication Value CreationTime Management Entrepreneurial MindsetBusiness Acumen Social Influence Negotiation


WHAT SKILLS WILL YOU NEED IN SALES TO NOT ONLY SURVIVE BUT THRIVE TODAY AND IN THE FUTURE?

Complex Problem SolvingCritical ThinkingCreativityPeople ManagementCoordinating with OthersEmotional Intelligence Judgment & Decision Making SkillsService OrientationNegotiationCognitive Flexibility


B2B BUYERS ARE ENGAGING LATER

Identify & Clarify Needs

Identify Solutions

Evaluate Solutions

Resolve Concerns

Negotiate

Implement

wait until after they have fully defined needs70%

wait until they have identified their solutions44%

only lock down the details

20%

CSO Insights, 2018


SALES VALUE PYRAMID: PREVIOUS STATE

TRANSACTIONAL

INFORMATIONAL

STRATEGIC

ADVISORY

RELATIONAL

CONSULTATIVE

TECHNICAL

Buyers Sellers


SALES VALUE PYRAMID: CURRENT STATE

TRANSACTIONAL

INFORMATIONAL

STRATEGIC

ADVISORY

RELATIONAL

CONSULTATIVE

TECHNICAL

Buyers Sellers


SALES VALUE PYRAMID: MISMATCH

TRANSACTIONAL

INFORMATIONAL

STRATEGIC

ADVISORY

RELATIONAL

CONSULTATIVE

TECHNICAL

Buyers Sellers

Hi,I’m Alexa!


SALES VALUE PYRAMID: FUTURE STATE

TRANSACTIONAL

INFORMATIONAL

STRATEGIC

ADVISORY

RELATIONAL

CONSULTATIVE

TECHNICAL

Buyers Sellers


sales force

The

WHAT DOES IT LOOK LIKE?

MODERN


WHAT IS “SALES ENABLEMENT?”


WHAT IS : SALES ENABLEMENT?

Sales enablement is a practical approachto strategically equip your sellers to have the right conversations with their customer every day.


Providing sellers the tools and training to have the right value-adding conversations with the right customerin the right format with the right purposeat the right termsand at the right time.

WHAT IS NEEDED?


HOW MANY OF YOUR ORGANIZATIONS HAVE IMPLEMENTED SALES ENABLEMENT?


SALES ENABLEMENT: FOUR GOLDEN GOALS

In less time

At the right price

At the right cost

Sell more


SALES ENABLEMENT & PROFITABLE GROWTH:WHAT DOES GOOD LOOK LIKE?

Grown ExistingCompletely Lost

Ret

aine

d re

venu

e

New Acquisitions

Cur

rent

yea

r sal

es

Prio

r yea

r sal

es

Reduced Existing

Minimal customer defections

Retained accounts growing

Healthy newbusiness


THE 20TH CENTURY SALES REP’S FATE IF THEY DON’T ADAPT

Experiencing more defections than acquisitions

Continuing accounts shrinking more than growing

New Business is lacking and/or shrinking company margins


Grown Existing

Completely Lost

Ret

aine

d re

venu

e

New Acquisitions

Cur

rent

yea

r sal

es

Prio

r yea

r sal

es

Reduced Existing

SALES ENABLEMENT & PROFITABLE GROWTH:WHAT IS POSSIBLE?

If the right tools and training helped sellers prevent defections, grow existing accounts, and add profitable new business…

How would that impact your company’s growth?


MODERNsales force

The

HOW DO YOU DO IT?


MODERN THREE STAGE SALES CYCLE

CONVERSIONENGAGE PROSPECT MAINTAIN & GROW RELATIONSHIP

35% Responded That Sellers Didn’t Know What Makes An

Ideal Target Customer

47% felt that their sellers didn’t know what offering to

lead with when approaching new

prospects

70% provided no data-driven guidance on what

add-on sales to recommend to existing

customers

* 2018 Survey of NAW Members


QUICK QUESTION: IN A RECENT STUDY BY FLORIDA STATE, HOW MANY MINUTES DID THE AVERAGE BUYER VALUE IN MEETING WITH A SALESPERSON TODAY?


6 MINUTES?


What could cloning do for your business?


TOP 20% PERFORMERS COMPARED WITH BOTTOM 20% PERFORMERS IN KEY METRICSAverage Gross Margin: 10 Points

Customer Sales Retention: 1.9X

38%

28%

91%

47%

Share of Customer Wallet: 6.2X

74%

12%

Source: SPA study of customer transaction data


Who do they talk to?

And about what?

How much value do they add to the customer relationship?

YOUR ENTERPRISE VALUE IS THE SUM OF EVERY CUSTOMER CONVERSATION YOUR SELLERS HAVE.


MODERN ANALYTICAL PLATFORMS: INSIGHTS TO ADD VALUE IN EVERY PHASE OF CUSTOMER RELATIONSHIPS

Targeting the best-fit prospects to grow new business

Cross-Selling & Up-Selling Existing Accounts to Grow Share of Wallet

Timely Insights to Nurture Customers with High Growth or Recover Customers with Risk of Defection


MODERN TRAINING PLATFORMS: PERFORMANCE SKILLS TO ADD VALUE IN EVERY PHASE OF CUSTOMER RELATIONSHIPS

Understanding how to accelerate the customer’s business outcomes

Driving business value beyond what’s “in the box”

Strategic Alignment to drive customer’s long-term growth


MODERN SALES

Mindset: Cultivating a Buyer-OrientationPreparing: Understanding the Customer Lifecycle & Buying ProcessPreparing: Building Your Value Story Researching: Researching Contacts and CompaniesProspecting Channels/Sequences: Email, Phone, Social, Routes, EventsProspecting Approach: Appointment Setting Practices That WorkNavigating Disinterest: No Time, No Budget, No InterestNurturing: Building Relationships When Buyers Aren't ReadyRelationship: Building Trust From the First Interaction

Sales Call PlanningRunning Effective Sales MeetingsDiscovery: Conducting a Situation AssessmentQualification: Qualifying the OpportunityBuyer Management (Buyer Types/Roles/Attitudes)Co-Creating a Solution/Value CreationCommunicating Value (Demos, Presentations, Proposals)Gaining CommitmentResolving ConcernsPreserving Value in Negotiation

Establishing Account ObjectivesRelationship Mapping & Networking within Your AccountUsing Force Field Analysis to Create Actionable Account PlansObtaining Referrals and Favorable IntroductionsQBRs and Account Reviews: Proven Value & Possible ValueNavigating Renewals or Pricing ChangesPreventing Account Loss: Reactivation Strategies

LEAD GENERATION: ENGAGING YOUR BUYERS

OPPORTUNITY MANAGEMENT: EARNING THE BUSINESS

STRATEGIC ACCOUNT MANAGEMENT: DEVELOPING KEY ACCOUNTS


WOULD BUFFETT INVEST IN YOUR TRAINING PROGRAM?

Over the years, a number of very smart people have learned the hard way that a long string of impressive numbers multiplied by a single zero always equals zero.

WARREN BUFFETT


THE FORGETTING CURVE

ROI

ROI

Forgetting Curve

Retentive Learning Curve

$1,000

$100

$1,200

30 days

$1,200


TRAINING ROI

TRAINING ROI PARTICIPATION RATE

LEARNING RATE

RETENTION RATE

Company with 500 reps loses $450K/year to FORGETTING

CURVE

50%Zero training

68%Dissatisfied

95%have ZERO

retentive training


MODERN TRAINING PARADIGM

DEEP LEARNING ISN’T JUST FOR MACHINES … IT’S FOR PEOPLE TOO!

Simple, Intuitive, Drip Learning

Engaging & Entertaining

Social & Mobile

Peer Coaching & Collaboration

Just-in-Time/ Workflow Integration


TOOLS AND TRAINING MUST BE

INTERWOVEN IN THE DNA

OF AN ENABLED SALES TEAM


got questions?


DON’T OVERTHINK THIS

http://go.spasigma.com/modernsalestraining

http://go.spasigma.com/modernsalestraining


MODERN sales forceThe

Mark RobertsVice President, Sales &

MarketingSPA & SPASIGMA

www.spasigma.com

www.linkedin.com/company/spasigma

https://www.linkedin.com/company/spasigma

[email protected]

330-413-8552

www.nosmokeandmirrors.com

How to Set Your Salespeople on Course to Win Today · 2019-05-07 · sales value pyramid: previous...

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