Sales Managers: Overwhelmed and Underdeveloped€¦ · covers customers, business, people (the...

© Copyright 2016, A Division of Miller Heiman Group

Sales Managers: Overwhelmed and Underdeveloped2017 Sales Manager Enablement Report | Highlights@pascalehall | Partner @ Minds&More, Sales Performance Consultant


Agenda

Pascale HallSales Performance ConsultantPartner@Minds&More

• Sales Execution challenges• The SRP Matrix and sales manager maturity a

winning duo (assessment of your sales organization)

• Clarity of task (pipeline in practice)• High Impact sales activities, metrics and

standards (workshop)• Key Take Aways• Q&A

Twitter: @pascalehall

LinkedIn: https://www.linkedin.com/in/pascalehall/Email: [email protected]


Quota attainment is decreasing

• Quota attainment is decreasing over years

• Quotas are raised year by year

Ø What‘s done to equip salespeople to hit their quota?

Ø Why is attainment decreasing?

© MHI Global, Inc. All Rights Reserved


Why?

• Customers’ behaviors have changed and continue to change

• Dynamic, ever-changing environment

• Increasing product portfolios, mergers and acquisitions

• Increasing number of decision makers and stakeholders

• Longer sales cycles

• Product benefits have to be translated into customer business value


B2B SALES LEADERS: TOP SALES OBJECTIVES 2016


Sales managers are always under pressure…

• Ongoing pressure during daily “sales rush hours”

• Many competing first priorities at the same time

• Numerous requests from many departments


…but they are underdeveloped

Key role with huge leverage factor

• Not properly defined

• Poorly developed and enabled

• Lack of investment


Sales manager have the key role in sales.

Sales managers who lead quota-carrying salespeople lead on average between six and ten salespeople.

Nobody else in sales has such a leverage effect!


…to improve quota attainment

• Aligning the sales process to the customer‘s journey is one of the essentials

• Only a dynamic alignment improves quota attainment above average of 55.8% up to 63.4%:+ 13.6%

Study’s average quota attainment: 55.8%



Defining and formalizing coaching

Awareness Need to change

Define Situation

BuyingEvaluate Options Select Best Implement Assess

Value

Implementation & Adoption

Customer's Journey

Internal Processes Marketing | Sales | Service

Opportunity Coaching

Funnel Coaching

Coaching on Skills and Behaviors

Lead Coaching Lead Coaching

Account and Territory Coaching

© 2016 MILLER HEIMAN GROUP. ALL RIGHTS RESERVED.

Source: CSO Insights Research Note Designing a Sales Coaching Framework


RELATIONSHIPS AND PROCESS MATURITY

RelationshipLevel

ProcessMaturity

Productivity

Performance


Sales RELATIONSHIP/PROCESS MATRIXTrusted Partner

Strategic Contributor

Solutions Consultant

Preferred Supplier

Approved Vendor

Random Process

Informal Process

Formal Process Dynamic Process


LEVELS OF CUSTOMER RELATIONSHIP


LEVELS OF SALES PROCESS


Why it Matters


Sales coaching defined

Coaching is a leadership skill to develop each salesperson's

full potential.


Assess your current sales management maturity

Proficient Sales Manager

Professional Sales Manager

Adaptive Professional

Sales Manager

Required Recommended World-ClassRandom

“Laissez-faire”Sales Manager

Source: CSO Insights Research Note Sales Manager: Maturity Assessment Model


Coaching maturity levels

Informal Formal DynamicRandom

• No coaching process defined

• Coaching is left up to each manager

• Coaching guide-lines available

• No formal coaching process

• Managers should coach, but there is no monitoring or measurement in place

• Coaching areas and coaching process defined and implemented

• Coaching skills are developed

• Sales managers are expected to coach based on the coaching process

• Periodic reviews to optimize the process

Formal plus:• Coaching process

connected to the enablement framework to ensure reinforcement

• Sales managers are required to coach, they are measured and compensated accordingly.

• Ongoing reviews to optimize the process.

Source: CSO Insights 2016 Sales Enablement Optimization Study

The path to high performance!


The approach to sales coaching mattersCoaching approach still not structured

• Majority (47.5%) leaves coaching up to each manager

• Only formal coaching approaches impact performance

Ø Informal and random coaching is useless!




Why coaching is key to performance


Who can ignore win rate improvements* of

• 12.9 percentage points or

• 27.9% improvement

* Compared to average win rate of 46.2%


Example of high Impact activity to coach


Define Situation


Value


Customer's Journey



Funnel Coaching







Workshop:Share per table 3 examples of high Impact activities


Define Situation


Value


Customer's Journey



Funnel Coaching







Take-awaysThe hardest role in sales

The business case

Assess SRP & sales manager maturity

Sales manager enablement program

Formalizecoaching

Leverage technology

• Sales managers are overworked, their role is overwhelming and they are underdeveloped

• Enabled sales managers achieve sales performance above average (e.g., 11% win rate improvement)

• Assess your sales managers’ maturity and skill levels

• Design holistic sales manager enablement program that covers customers, business, people (the triangle!)

• Coaching framework to drive sales performance, such as > 20% win rate improvement, >10% quota attainment

• Technology for sales manages goes beyond CRM; covers sales analytics & intelligence, mobile coaching apps, etc.

Sales Managers: Overwhelmed and Underdeveloped€¦ · covers customers, business, people (the...

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