Smarter Moves With Better Insight: Do You Have a Winning Sales Team?
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XXXXXX Smarter Moves With Better Insight Do You Have a Winning Sales Team?
description
Over the past 5 years organisations have reported changes to sales cycles with 78% finding more stakeholders are involved in the purchase decision and 61% reporting longer time to sales closure. Find out more on the key issues facing sales directors – and how you use objective assessment to boost the performance of your sales people.
Transcript of Smarter Moves With Better Insight: Do You Have a Winning Sales Team?
XXXXXXSmarter Moves With Better Insight
Do You Have a Winning Sales Team?
Four Key Concerns for Sales Leaders
1.We are losing deals. What’s wrong — my
product or my sales people?
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?
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?
XXXXXXFour Key Concerns for Sales Leaders
4.1. 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?
Why are my competitors’ rookies beat-
ing my seasoned salespeople?
Customers Are Spending Less Yet 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.
DeManDIng MoreSpenDing leSS
CEB, Driving Sales Transformation, 2014CEB, MLC Customer Purchase Research Survey, 2011
Sales Organisations Are Reporting Changes to Sales Cycles
78% 61% 57%have more people
involved in decisionsreport longer time
to sale closurebuyers are delaying
contact with you and your team until later in the purchasing process
CEB, Hiring Challenges in Today’s Sales Environment, 2013
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, CLC Survey of Talent Assessment Decision Makers, 2012
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
Sales Leaders Have an Unclear View of Talent Within the Organisation
18%KnoW
82%Don’T KnoW
only 18% of business leaders know if they have the right people to execute their strategy.
82% do not know how their best talent stacks up against competitors.
Source: CEB, The Analytics Era: How Talent Analytics is Transforming HR’s Impact on the Business
People Decisions Are Still Being Made on Intuition
Percentage of business executives who use data for making talent decisions
Although intuition can add value to people decisions, over reliance on this exposes the organisation to a number of risks with long term consequences.
75%InTuITIon aLone
25%InSIghT
CEB, Sales Culture, 2013
Sales Talent May Be Misaligned To Future Success
Most sales climates are aligned to the sales environment that was successful in the past, and are not fit for the future.
82%in a process driven climate
CEB, Global Labor Market Survey, 2013
it Could Mean You’re losing Both Sales and good Sales People…
SaLeS PeoPLe
Quality
Operations
Corporate
Human Resources
HIgH InTenT TO STAy
HIg
H e
FFO
rT
SAleS
LOSING gOOD
Sales teams lag behind other functions in terms of working
harder and intent to stay.
CEB Sales Leadership Council, Sales Transformation Survey, 2013
…Which Will Ultimately Cost Your Business Money
9% 3%Lower
Discretionary effort
Lower Total Sales
Productivity
CEB, Sales & Service data, 2012
The Hidden Cost of a Single Failed Sales Manager
£2.5 million £ $ €
The cost of a single failed sales manager can be as high as £2.5million calculating direct and indirect costs including:
1. Lost productivity
2. Poor team engagement
3. Lacklustre customer
experience
4. Recruitment, salary and
training
CEB Talent Measurement 2013 Business Outcomes Study Report
More informed Decisions about Your Sales people Drive Tangible Business results
high scoring telecom sales associates achieve over
£1 million more sales per year.
£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.
£1million million million
£2 £46
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
Three Key Recommendations to Help You Strengthen Your Competitive advantage
uncover the key qualities that make
your salespeople successful
1.
Three Key Recommendations to Help You Strengthen Your Competitive advantage
uncover the key qualities that make
your salespeople successful
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
1. 2.
Three Key Recommendations to Help You Strengthen Your Competitive advantage
uncover the key qualities that make
your salespeople successful
Discover what motivates your individual sales
professionals and use this information
to drive stronger results
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
1. 2. 3.
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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
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