Changing Sales Force Behavior to Achieve High...

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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.

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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

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