SocialSalesA prerequisite to #winning

First, a deeper dive into the sales rep research.

About Corporate Executive Board’s The Challenger SaleTo determine which type of sales rep is mostly likely to succeed in the current economy, Corporate Executive Board asked over 450 first line sales managers to assess three of their direct reports (two core performers and one high performer) across 44 different attributes covering areas such as attitudes, skills, behaviors, activities, and knowledge. They then used a number of regression techniques, including factor analysis, to assess the impact of each of these attributes on the overall gap-to-goal sales performance for each rep across the past year.

Note: Content, including the 5 common sales profiles, analysis of their performance, and the 3 techniques required for Challengers, is based on research by the Corporate Executive Board (CEB), as published in The Challenger Sale,www.thechallengersale.com, © Corporate Executive Board, 2011.

The “Problem Solver”

Detail orientated, reliable, and naturally drawn to solving client issues. The Problem Solver excels at handling the post-sale service issues that can harm a client relationship.

The “Relationship Builder”

Focused on serving the customer. This profile is adept at building and nuturing customer relationships by being highly accessable to customers and responsive to thier specific needs.

The “Challenger”

The debater on the team. The Challenger has a deep understanding of the customer’s business and isn’t afraid to share their view. Assertive in dealing with internal and external stakeholders. Tends to push people out of their comfort zone.

The “Lone Wolf”

Self confident. This profile follows their own instincts instead of the rules.

The “Hard Worker”

Always willing to go the extra mile. This person is self motivated and does not give up easily. The Hard Worker seeks out feedback and tries to identify opportunities for improvement.

What sales profile do you thinkwins the most?

Common Sales Profiles

The Challenger Sale ©Corporate Executive Board (CEB), 2011 www.thechallengersale.com

The “Relationship Builder”

The fan favorite

What do the numbers say?

Conventional wisdom says reps with the best customer relationships always win.Certainly building connections with your customers and prospects is important–but is it enough?

The “Relationship Builder”

Percent of top sales performers by type.

The “Challenger”

The “Lone Wolf”

The “Hard Worker”

The “Problem Solver”

The clear winner 39%

25%

17%

12%

7%

It’s not just about relationships. Top sales performers are “Challengers” who force their customers to think outside their norms, push for creative solutions to problems, and even highlight problems that their customers miss.

10X better forcomplex salesHigh performers in complex sales are 10x more likely to be “Challengers” than “Relationship Builders”.

The Challenger Sale ©Corporate Executive Board (CEB), 2011 www.thechallengersale.com

Every rep can be morelike the ChallengerSocial tools help reps understand customers

Win with social

Challengers use 3 techniques:1. Teach for differentiation2. Tailor the message3. Control the conversation

Get your entire team on track

The Challenger Sale ©Corporate Executive Board (CEB), 2011 www.thechallengersale.com

1.Teach fordifferentiation

Listen to customersInformation is currency to the Challenger–the social web provides unique perspectives into industry sentiment, market drivers, and the competitive landscape that can be easily shared with customers.

Collaborate as a teamEven the Challenger can’t do it all–challenger leverages their company social network to connect with experts, getting access to specific and valuable insight and advice that can be used to win deals. Competitive plays are just a connection away.

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Use social insightsThe Challenger includes social feeds from sources like Twitter, Facebook, and LinkedIn to get better insight into customer and prospect thoughts and preferences.

Tap into your company’s knowledgeThe Challenger impresses customers with an in-depth understanding of their business and industry. Connecting with winning strategies and content used in similar deals, and leveraging customer success stories that resonate with prospects is key to success.

2.Tailor the message

@salesleader #winning

Follow every customer interactionThe Challenger stays connected to conversations colleagues are having with customers to ensure they are driving towards a common goal.

Engage and collaboratewith customersThe Challenger doesn’t just rely on email, calls, and occasional visits. Social channels help create a high-touch, two-way environment, and drive the conversation to a successful close.

@ @##

3.Control the conversation

Creating aChallenger army

Promote company-wide transparencyPave the way for open communication among your team with collaborative technologies, transparent analytics, and social tools.

Sales people love to win and managers need to create an environment that makes it easy for reps to share and take up the challenge.

Share what works with each otherRecognize and call out specific activities that exist in each of the Challenger-fueled deals. Create discussion groups to compare notes on challenger deals. Actively review and discuss Challenger concepts and strategies.

Going socialisn’t just for sales

Welcome to the Social EnterpriseBecoming a social enterprise is fast becoming a prerequisite for success. It’s time to transform your business, to delight your customers by connecting to them—and to your employees—in new and powerful ways.

There’s a social component to every department.

Service

Finance

Product

Sales

HR

For more information, please visitsalesforce.com/salescloudfacebook.com/salescloud