Stratix: Solution Selling Transformation. Goal: Shift from Hardware VAR Sales to Higher Margin,...
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Transcript of Stratix: Solution Selling Transformation. Goal: Shift from Hardware VAR Sales to Higher Margin,...
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Stratix: Solution Selling Transformation
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Goal: Shift from Hardware VAR Sales to Higher Margin, Total Solutions Positioning & Sales
Today: Hardware Tomorrow: Total Solution
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Hiring Profile
SalesCheck™SalesCheck™
Solution SalesTraining
• Item 1• Item 2• Item 3
Assessment
Move to Solutions Team
Validate existing
Keepers
Deployed
Recruit
Leadership
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Hardware Solution Selling
Selling Transformation
System
People
Hiring Profile• Assessment• Spec• Berke
Recruiting retained vs. Contingency
Sales Training• Complex Sale
StructureAlignmentSolution• Hunters &
Maintainers
ProcessSolution Selling Requires Different Tools
CRM Tuning• Pipeline/Forecast Oversights
Leadership
Changing Approach in Mid-Stream
Build Dashboard and Key Metrics
Sales Operations Oversight
Goals
Rewards
New Market SWOT
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System
Sales Transformation – Key Issues
People• Create new solution seller profile
– Assess current direct team• Keepers• Transfers
– Backfill the Transfers and Growth• Recruiting based on profit• Accelerated Recruiting• Job Fair
– Onboarding Program – Accelerate Effectiveness Ramp– Explore New Sales Channels
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System
Sales Transformation – Key Issues
Process• Create new training program
– Tailored for Stratix Solutions– Selling to a Higher Level– On Coding Reinforcement
• Tune the Sales Process Methodology– Revamp the CRM Process– Establish Sales Quotas and Structure
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System
Sales Transformation – Key Issues
Leadership• Develop Rewards & Recognition Plan• Create New Business Target List• Develop New Marketplace Attack Plan• Develop New Lead Generation Process
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Assessment
Assess Existing Sales Team - Berke
• Cost: $3.5k• Time: 30 Days• Qualifying Sales Reps to new solution profile• Assessment profile becomes hiring profile
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Qualifying Sales Reps
• Qualifying sales reps to new solution profile• Assessment Profile becomes Hiring Profile
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SalesCheck
• Sales engine diagnostic• Survey up to 100 metrics/25 ideal• Your actual KPIs vs. 4,000 company average• Highlight improvement areas• Benchmark to Solution Selling Co.’s
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SalesCheck Focus
• Develop Sales Engine Diagnostic • Rationale
– Over 60% fail to meet their sales forecast – Promote use of data to drive decisions – Develop set of KPIs to bring insights to sales– Provide tools to get to problem areas– Benchmark KPIs to other companies – Linkage to TechCXO services (training, process
improvement, strategy, fractional, etc.)
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TalentCheck Focus
• Retained searches for sales talent • Rationale
– Strong competitive advantage (we have executed over 250 retained searches with a majority being for sales executives)
– Highest churn rate – Highest compensation packages (higher fees) – Linkage to TechCXO services (training, process
improvement, strategy, fractional, etc.) – Visibility
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TalentCheck:Hiring/Recruiting Solution Reps
• Cost: $30 k per rep• Retained search approach• Ongoing <90 Days
Hiring Profile
Recruit
Assessment
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• Establish search strategy, develop position specification
• Identify and review candidates• Qualify and assess (test) candidates• Present recommended candidates/ insightful write-ups• Select/present offer; assist in offer creation/delivery;
drive acceptance• Placement on boarding
The ProcessCrisply Executed with Weekly Updates
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• Completed more than 250 searches• Best in class firm experience• Technology company focused• Quality award winners• Multiple search providers: 90% follow-on work• Best practice solutions• Industry leading reputations
TalentCheck Partners
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TechCXO TalentCheck Scorecard
Candidate 1 Candidate 2 Candidate 3 Candidate 4 Candidate 5
Background Former SVP (Enterprise Software)
SVP (Tech Services)
Former SVP (Tech Start-Up)
VP (Public Tech Products &
Services Co.)
CEO (Start-Up)
Attributes
Career Sales
Sales Process
Sales Builder
Grow Company
Sales Success
International Sales
Software/SaaS
Talent Manager
Complex GTM
Tenure
IPO
Score 3.6 2.4 2.3 2.5 1.5
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Solution Sales Training
• Opportunity Management and Account Management
• Aligning with executives• 2 Day Sales Class for new team
Solution SalesTraining
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Potential 2-Day Agenda
• Day One– Introduction, Goal and Objectives– Opportunity Management (OM)
• Understanding Changing Buyer Issues• Qualification Scorecard• Building Preference for Stratix by understanding Buyer Behavior (using
the DiSC profile)• Understanding Customer Issues – using the Discovery Map• Understanding Power and Politics -determine the true Decision Process• Principals of Strategy and Competitive Counter-Strategies• Pulling it all together – Plan to Win
• Day Two– Account Management
• White Space Mapping• Collaborate with your customer using the Strategy Map• Relationship Mapping – getting to key executives• Strategic Account Planning
– Opportunity Plan Review – Live Stratix Sales Opportunities
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Potential Agenda
Stratix Sales Tool Kit – powered by Revegy – Opportunity Management Tools:
• Qualification Scorecard• Relationship Map • Discovery Map• Opportunity Briefing Report
– Account Management Tools• Relationship Map• Strategy Map• Account Briefing Report
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Sales Process and Tool Enablement
Relationship Map
Opportunity Scorecard
Client Relationship Assessment
Opportunity Win Plan
Playbooks
Product Whitespace Map
Revegy, Inc. Confidential and Proprietary
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Relationship Map – Understand the Politics and Influence
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Use a Discovery/Strategy Map as a visual Pain Chain to align solutions to pain and collaborate with your prospects
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Whitespace Mapping – Which products of ours and our competitors does the customer have?
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Training and Tools Pricing• Two day Opportunity/Account Mangement
Onsite session - $12,000• Revegy system integrated with SFDC
– Initial Fees for configuration and integration with SFDC - $3,000--$9,000 (tbd based on customization requirements)
– Per User - $40-60/month – based on Opp Mgt/Acct Mgt configuration (12 month subscription) (15 users = $7,200 - $10,800)
• Total (est.) initial cost = $22,200 - $31,800
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Why TechCXO: Top 10 Reasons
1. Unique Total Solutions Offering – One-Stop Shopping2. Aligned to Your Need of Value, Cost, Speed3. SME in All Aspects of Sales Optimization4. Solutions Customized to Your Needs5. Proven Best-in-Class Components and Solutions6. Minimal Disruption to Your Daily Operation7. Highly Sustainable Solutions8. Prior Experience Leading Transformations9. Total Flexibility in Capability, Price, Timeframe and Delivery10. Significant Experience
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• 30 years experience as salesman, sales manager, general manager, CEO and search consultant
• Unique depth and breadth to the challenge of maximizing revenue generation
• Xerox > Recognition Equipment > > VITec > EMASS >• SpencerStuart > Heidrick & Struggles
Mike Allred
“the grand master of sales. Mike really has it all: great sales experience in the legendary Xerox operation, an enviable track record as a general manager and exposure to a wide variety of organizations and situations as an executive search consultant.”
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• Sales, Sales Management (Salesman, Sales Manager, Regional Sales Manager, VP Sales, SVP Sales)
– IBM, Nynex, Software Publishing, Ashton Tate, Bloc Development, Serius, Novell, Hubspan, Sterling Commerce
• General Management (GM, President)– - Echo High Tech (President); Sterling Commerce (SVP & GM)
• Talent Management (retained executive search, leadership assessment, fractional leadership provisioning)
– Heidrick & Struggles (Managing Partner); Korn/Ferry International (Senior Client Partner); Lonergan Richards (Managing Partner)
– Troberman & Associates (Managing Partner)
• Talent Management focus areas:– Sales & Marketing– Enterprise Software
Rick Troberman
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Brad Childress
• President and COO of The Complex Sale, a global sales effectiveness consulting and training firm
• EVP, Sales at nuBridges, an enterprise software company (acquired)
• Vice President & General Manager, D&B Software
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Timing & Cost
• Phase 1– Assess/Top Grade: $3.5k– Recruit $30k/rep– SalesCheck Benchmark $5k– Sales Training $32k
• Phase 2– Alignment TBD– Compensation– Process – Plan– CRM Tune– Dashboard