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© 2016 Roger Harrop Associates www.rogerharrop.com
Desktop 3D printer uses paper, glue and razors
“The first time such technology has become available suitable for classrooms and offices”
© 2016 Roger Harrop Associates www.rogerharrop.com
Source: ORM
CEOs Business to Business
Believe an app would grow sales
41%
© 2016 Roger Harrop Associates www.rogerharrop.com
Source: T4U PartnershipJaguar:VR is helping it sell an ‘incredible amount of cars’
© 2016 Roger Harrop Associates www.rogerharrop.com
The millennials are the first to have better grasp of a key business tool than more senior workers
Source: PwC ‘Reshaping the Workplace’
© 2016 Roger Harrop Associates www.rogerharrop.com
Dissatisfied Satisfied Delighted
Not Met
Met
Better than At Risk
Looking
Gone
Loyal
At Risk
Looking
Advocate
Loyal
Product or Service
Process
At Risk
© 2016 Roger Harrop Associates www.rogerharrop.com
Exceptional at what you do
Great place to work
Basics of Business
© 2016 Roger Harrop Associates www.rogerharrop.com
Sources: MORI BITC/NOP
88%
What do you want your employer to be like?
45%
Committed to living its values
Believe employer actually is
What Employees
Want
© 2016 Roger Harrop Associates www.rogerharrop.com
My RoleDisciplineExcitedPraiseDon’t ScareImpressAutonomyWin
Source:Harvard Business Review
© 2016 Roger Harrop Associates www.rogerharrop.com
My Role
Discipline
Excited
PraiseDon’t Scare
Impress
Autonomy
Win
__ 10
__ 10
__ 10
__ 10
__ 10
__ 10
__ 10
__ 10
___ 80
Source:Harvard Business Review
What Employees
Want
© 2016 Roger Harrop Associates www.rogerharrop.com
Source: DBERR
Why do you follow someone?
“A feeling of fun, energy and
excitement”93%
© 2016 Roger Harrop Associates www.rogerharrop.com
Exceptional at what you do
Great place to work
Prospect for customers
Basics of Business
© 2016 Roger Harrop Associates www.rogerharrop.com
Pros
pect
ing
Sales Management Matrix™
£
StarJunior
CowDog
© 2016 Roger Harrop Associates www.rogerharrop.com
Pros
pect
ing
Sales Management Matrix™
£
StarJunior
CowDog
Brian
Mary
Dave
Sunil
Richard John
Darren
Laura
Susan
Colin
© 2016 Roger Harrop Associates www.rogerharrop.com
Pros
pect
ing
£
StarJunior
CowDog
Distributor Management Matrix
© 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson
52%
Travel
25% Travel
&
&
Admin
Admin
15% Service
15% Service
35%
Active
23%
Selling
Active Selling
10% Prospecting
25% Prospecting
Salesperson’s Time
33%
60%
© 2016 Roger Harrop Associates www.rogerharrop.com Source: Roland Berger Strategy Consultants
2030 Global Trends
Opp
ortu
niti
es
Risk
Demographics population 6.9bn to 8.3bn
ageing +5 years
urbanisation 59%
Globalisation TICKs gdp +7.9%pa
next 11 gdp +5.9%pa
Resources energy demand +26%
water demand +53%
commodities rare metals/food
Climate Change
CO2 +16%
warming +0.5ºC - 1.5ºC
ecosystem extremes
Technology diffusion high speed
innovation change lives
life sciences nbt
Knowledge know how 55% in 2ndary edu
gender gap narrowing
war for talent demand>supply
Responsibility cooperation nations
ngos +++
philanthropy +++
© 2016 Roger Harrop Associates www.rogerharrop.com
Sales Skills
Product Knowledge
Belief
Enthusiasm
Selling
© 2016 Roger Harrop Associates www.rogerharrop.com
power
9 Laws of Persuasion
consistencyexpectancycontrastassociationreciprocityscarcityfriendsconformity
© 2016 Roger Harrop Associates www.rogerharrop.com
power
9 Laws of Persuasion
consistency
expectancy
contrast
association
reciprocity
scarcity
friends
conformity
© 2016 Roger Harrop Associates www.rogerharrop.com
The CATSDEC process
“I’ll think about it”
Close
Total
Subject toDeal withEasy?
Catalogue Agree
© 2016 Roger Harrop Associates www.rogerharrop.com
Exceptional at what you do
Great place to work
Prospect for customers
Bottom line
Basics of Business
© 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson
52%
Travel
25% Travel
&
&
Admin
Admin
15% Service
15% Service
35%
Active
23%
Selling
Active Selling
10% Prospecting
25% Prospecting
Salesperson’s Time
33%
60%
© 2016 Roger Harrop Associates www.rogerharrop.com
Lower Cost n Direct costs n Labour costs n Overtime costs n Rework costs n Operating efficiency n Change over time Shorter Lead Time n Throughput time n Delayed production
monitor n Schedule achievement n Inventory levels Quality n First time okay rate n Rectification time n Scrap Rates n PPM levels n TPM achievement n SPC capability
Continuous Improvement Cycle
Order Fulfilment Quality Waste
Reduction
FlexilbilityContinuous Flow
© 2016 Roger Harrop Associates www.rogerharrop.com
Price/Perception Matrix™
Price
Perceived Added Value
Commodity
Buyer
High Added Value
Product/Service
You
© 2016 Roger Harrop Associates www.rogerharrop.com
Exceptional at what you do
Great place to work
Prospect for customers
Bottom line
Basics of Business
__ 25
__ 25
__ 25
__ 25
___ 100
© 2016 Roger Harrop Associates www.rogerharrop.com
The Change House
The Contentment RoomSun
Lounge
The Denial Room
Dungeon of Denial
The Confusion Room
Paralysis Pit
Wrong Direction Door
The Renewal Room
© 2016 Roger Harrop Associates www.rogerharrop.com
Millennials
Agility
Adaptive Helicopter
New Technology New Markets
Winning Companies
No Silos
Leadership
© 2016 Roger Harrop Associates www.rogerharrop.com
:: BUSINESS EXPERT :: AUTHOR :: INTERNATIONAL SPEAKER
www.rogerharrop.com
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