logging in or signing up Changing Sales Force Behavior to Achieve High... AmitaiGivertz Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 1565 Category: Business & Fin.. License: All Rights Reserved Like it (7) Dislike it (0) Added: September 06, 2008 This Presentation is Public Favorites: 3 Presentation Description The presentation slides from an AMG Executive Briefing that revisits Changing Sales Force Behavior to Achieve High Performance originally published by Accenture in September, 2003. Comments Posting comment... By: sharmarajesh786 (7 month(s) ago) Hi, This is a good presentation. I would be greatful if you could send me a copy of the presentation for my personal use. Thanx Saving..... Post Reply Close Saving..... Edit Comment Close By: Mosaab_AbdelRaouf (12 month(s) ago) educative but still little old fashion one, but interesting too Saving..... Post Reply Close Saving..... Edit Comment Close By: prpalmeida (28 month(s) ago) I would be grateful if you could please send me a copy of this presentation to pedropereiradealmeida@googlemail.com Saving..... Post Reply Close Saving..... Edit Comment Close By: 730122 (28 month(s) ago) Please send me a copy to nazeera.sha@adcock.com Saving..... Post Reply Close Saving..... Edit Comment Close By: ayazfarooq (28 month(s) ago) please send me the copy at ayaz.farooq@treetonline.com Saving..... Post Reply Close Saving..... Edit Comment Close loading.... See all Premium member Presentation Transcript Slide 1: Changing Sales Force Behavior to Achieve High Performance An AMG Executive Briefing Slide 2: Amitai Givertz AMG Management Advisors Meet your presenter… Slide 3: Where to begin? An outline… Slide 4: How to align sales forcebehavior with business goals Where to begin? An outline… Slide 5: How to align sales forcebehavior with business goals Supportive programsto help manage change Where to begin? An outline… Slide 6: How to align sales forcebehavior with business goals Accenture High Performance Workforce Study/ChangingSales Force Behavior Where to begin? An outline… Supportive programsto help manage change Slide 7: Business success: Winning new customers is key Sales critical role: Delivering the promise Sales Leadership: Management and the missing links Slide 8: Business success: Winning new customers is key Sales critical role: Delivering the promise Slide 9: Business success: Winning new customers is key Sales critical role: Delivering the promise Sales Leadership: Management and the missing links Slide 10: Research shows sales is a criticalbut under-performing function… Slide 11: The Sales Challenge “Our sales managers do not leverage the new sales processes and tools to manage their teams” Slide 12: The Sales Challenge “Our salespeople sell products not solutions to our customers” Slide 13: The Sales Challenge “Our people are not sufficiently trained in prospecting and closing sales opportunities” Slide 14: The Sales Challenge “We lack adequate metrics to monitor the performance of our sales force” Slide 15: Lemons or lemonade? Slide 16: Effective recruitment Advanced s training Performance management Metrics Compensation and rewards Enabling the Sales Force Slide 17: Effective recruitment Advanced s training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 18: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 19: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 20: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 21: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 22: Setting New Objectives: Does everyone knowwhat is expected of them? Slide 23: Setting New Objectives:Create links between corporate goals and personal performance Slide 24: Accenture research points to seven key performance objectives commonto high-performance sales organizations… …yep, seven. Slide 25: Accenture research points to seven key performance objectives commonto high-performance sales organizations… …yep, seven. Slide 26: 1: Increasethe Value of Selling Time Goal time Slide 27: 1: Increasethe Value of Selling Time Goal time Clock time Slide 28: 1: Increasethe Value of Selling Time Goal time Clock time Paid activities Slide 29: 1: Increasethe Value of Selling Time Goal time Clock time Paid activities Unpaid activities Slide 30: 2: IncreaseCustomer Retention Relationships Slide 31: 2: IncreaseCustomer Retention Relationships Customer loyalty Slide 32: 3: IncreaseNew Product Market Share Provide the necessary support to ensure products’ success Slide 33: 4: Sell High Margin Stuff Focus on premium products/services that have high margin Slide 34: 5: Win the War for Sales Talent Recruit to profile Slide 35: 5: Win the War for Sales Talent Recruit to profile Engage and motivate Slide 36: 5: Win the War for Sales Talent Recruit to profile Engage and motivate Training and development Slide 37: 6: Organize the Sales Function Efficiency and effectiveness Slide 38: 6: Organize the Sales Function Efficiency and effectiveness Optimize time to add value Slide 39: 7: Minimize Ramp-up Time Reduce time to learn required skills Slide 40: 7: Minimize Ramp-up Time Reduce time to learn required skills Shorten the glide path Slide 41: Align behaviors to each of these seven key performance objectives Slide 42: "Goals are notachieved by accident… Salespeople needknow not only what is expected of them, but also what they have to do to reach those goals." Slide 43: Three Keys toChanging Behavior Slide 44: Ability. Motivation. Context. Slide 45: Product knowledge Ability Slide 46: Job-related knowledge Ability Slide 47: Customer-related knowledge Ability Slide 48: Goal setting: What’s expected? Motivation Slide 49: How is performance measured? Motivation Slide 50: Are people getting feedback? Motivation Slide 51: How are people compensated? Motivation Slide 52: Workplace environment Context Slide 53: Systems, process and people Context Slide 54: Collaboration Context Slide 55: Accenture found that a typical $1 billion company can generate millions of dollars in additional revenue simply by addressing critical human performance issues such as motivating and rewarding people, improving selling skills, and attracting and retaining quality individuals. WHAT’S ON YOUR AGENDA? Slide 56: Thank you! http://amgadvisors.net/events (561) 283-4744 | info@amgadvisors.net You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
Changing Sales Force Behavior to Achieve High... AmitaiGivertz Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 1565 Category: Business & Fin.. License: All Rights Reserved Like it (7) Dislike it (0) Added: September 06, 2008 This Presentation is Public Favorites: 3 Presentation Description The presentation slides from an AMG Executive Briefing that revisits Changing Sales Force Behavior to Achieve High Performance originally published by Accenture in September, 2003. Comments Posting comment... By: sharmarajesh786 (7 month(s) ago) Hi, This is a good presentation. I would be greatful if you could send me a copy of the presentation for my personal use. Thanx Saving..... Post Reply Close Saving..... Edit Comment Close By: Mosaab_AbdelRaouf (12 month(s) ago) educative but still little old fashion one, but interesting too Saving..... Post Reply Close Saving..... Edit Comment Close By: prpalmeida (28 month(s) ago) I would be grateful if you could please send me a copy of this presentation to pedropereiradealmeida@googlemail.com Saving..... Post Reply Close Saving..... Edit Comment Close By: 730122 (28 month(s) ago) Please send me a copy to nazeera.sha@adcock.com Saving..... Post Reply Close Saving..... Edit Comment Close By: ayazfarooq (28 month(s) ago) please send me the copy at ayaz.farooq@treetonline.com Saving..... Post Reply Close Saving..... Edit Comment Close loading.... See all Premium member Presentation Transcript Slide 1: Changing Sales Force Behavior to Achieve High Performance An AMG Executive Briefing Slide 2: Amitai Givertz AMG Management Advisors Meet your presenter… Slide 3: Where to begin? An outline… Slide 4: How to align sales forcebehavior with business goals Where to begin? An outline… Slide 5: How to align sales forcebehavior with business goals Supportive programsto help manage change Where to begin? An outline… Slide 6: How to align sales forcebehavior with business goals Accenture High Performance Workforce Study/ChangingSales Force Behavior Where to begin? An outline… Supportive programsto help manage change Slide 7: Business success: Winning new customers is key Sales critical role: Delivering the promise Sales Leadership: Management and the missing links Slide 8: Business success: Winning new customers is key Sales critical role: Delivering the promise Slide 9: Business success: Winning new customers is key Sales critical role: Delivering the promise Sales Leadership: Management and the missing links Slide 10: Research shows sales is a criticalbut under-performing function… Slide 11: The Sales Challenge “Our sales managers do not leverage the new sales processes and tools to manage their teams” Slide 12: The Sales Challenge “Our salespeople sell products not solutions to our customers” Slide 13: The Sales Challenge “Our people are not sufficiently trained in prospecting and closing sales opportunities” Slide 14: The Sales Challenge “We lack adequate metrics to monitor the performance of our sales force” Slide 15: Lemons or lemonade? Slide 16: Effective recruitment Advanced s training Performance management Metrics Compensation and rewards Enabling the Sales Force Slide 17: Effective recruitment Advanced s training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 18: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 19: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 20: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 21: Effective recruitment Advanced sales training Performance management Metrics Compensation and rewards Enabling the Sales Force Enabling the Sales Force Slide 22: Setting New Objectives: Does everyone knowwhat is expected of them? Slide 23: Setting New Objectives:Create links between corporate goals and personal performance Slide 24: Accenture research points to seven key performance objectives commonto high-performance sales organizations… …yep, seven. Slide 25: Accenture research points to seven key performance objectives commonto high-performance sales organizations… …yep, seven. Slide 26: 1: Increasethe Value of Selling Time Goal time Slide 27: 1: Increasethe Value of Selling Time Goal time Clock time Slide 28: 1: Increasethe Value of Selling Time Goal time Clock time Paid activities Slide 29: 1: Increasethe Value of Selling Time Goal time Clock time Paid activities Unpaid activities Slide 30: 2: IncreaseCustomer Retention Relationships Slide 31: 2: IncreaseCustomer Retention Relationships Customer loyalty Slide 32: 3: IncreaseNew Product Market Share Provide the necessary support to ensure products’ success Slide 33: 4: Sell High Margin Stuff Focus on premium products/services that have high margin Slide 34: 5: Win the War for Sales Talent Recruit to profile Slide 35: 5: Win the War for Sales Talent Recruit to profile Engage and motivate Slide 36: 5: Win the War for Sales Talent Recruit to profile Engage and motivate Training and development Slide 37: 6: Organize the Sales Function Efficiency and effectiveness Slide 38: 6: Organize the Sales Function Efficiency and effectiveness Optimize time to add value Slide 39: 7: Minimize Ramp-up Time Reduce time to learn required skills Slide 40: 7: Minimize Ramp-up Time Reduce time to learn required skills Shorten the glide path Slide 41: Align behaviors to each of these seven key performance objectives Slide 42: "Goals are notachieved by accident… Salespeople needknow not only what is expected of them, but also what they have to do to reach those goals." Slide 43: Three Keys toChanging Behavior Slide 44: Ability. Motivation. Context. Slide 45: Product knowledge Ability Slide 46: Job-related knowledge Ability Slide 47: Customer-related knowledge Ability Slide 48: Goal setting: What’s expected? Motivation Slide 49: How is performance measured? Motivation Slide 50: Are people getting feedback? Motivation Slide 51: How are people compensated? Motivation Slide 52: Workplace environment Context Slide 53: Systems, process and people Context Slide 54: Collaboration Context Slide 55: Accenture found that a typical $1 billion company can generate millions of dollars in additional revenue simply by addressing critical human performance issues such as motivating and rewarding people, improving selling skills, and attracting and retaining quality individuals. WHAT’S ON YOUR AGENDA? Slide 56: Thank you! http://amgadvisors.net/events (561) 283-4744 | info@amgadvisors.net