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During the PMMI annual meeting Chris Mott presented on his metrics based approach to assessing, selecting, training, onboarding, managing and upgrading B2B sales channel. A particular challenge is doing so when the reps don't work directly for you, but rather for a channel partner. And it's further complicated when international elements are added.
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1
The Missing Links
Building High Performing
International Sales Teams
Presented by:Chris Mott - Kurlan Associates
PMMI - October 2013
Sales DNA
2
Capabilities Shift• Value Presenters vs. Consultative Advisors – 21%• Account Managers vs. Proactive Hunters – 8%
Critical Data• Only 33% of weaker salespeople have strong Commitment• Nearly all Salespeople in the bottom
74% have issues with Rejection• 60% Make Excuses • 56% Are Not Extrinsically Motivated• 45% Are Not Self-Starters• 20% have either strength as a Hunter or Closer - 6% (both)
Inside the Sales Force
35%Overall Sales Capability
47%Hunter Skill Set
33%Consultative Seller
Skill Set
32%Qualifier Skill Set
24%Closer Skill Set
51%Account
Manager Skill Set
29%Farmer Skill Set
45%Sales Posturing
Elite 6% Next 20% Bottom 74%0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Percentage Of Sales Skills
Requires
• You must always be recruiting• 80-20 means the sales recruiting process is broken• Skilled enough to recognize the wrong people early• Get the identify step right – common problem• Assess Everyone – Sales Specific Assessment• Identify and discuss the hidden sales DNA
• Early (Resumes) – what’s not there?• Middle (Interview) – it’s an audition• Later (hiring) – proper on-boarding
Selecting Great Salespeople
Myth #1
• Representatives can not be held accountable
Myth #2
• We can’t get good data from our representatives
Myth #3
• They won’t follow a defined sales process
© Copyright 2008 Dave KurlanDaveKurlan.com
Baseline Selling
Suspect
Prospect
Qualified
Scored
They Need It
SOB Quality
Quantified Problem
Compelling Reasons to BuyThey’ll Spend More
Have Timeline for Decision
Know Process and Criteria for Decision
Needs and Cost Appropriate Presentation
Inoffensive Close
Commitment to Solve
Company, Capabilities and Value Proposition
Where Customers and Reps. Start
Scheduled 1st Meeting
Found an Issue
Engaged Prospect
Suspect
Prospect
Qualified
Scored
They Need It
SOB QualityCompelling Reasons to Buy
They’ll Pay More
Have Timeline for DecisionKnow Process /Criteria for Decision
Needs and Cost Appropriate Presentation
Inoffensive Close
With Decision Maker
QuantificationCommitment
Story & Capabilities
Value Proposition
Engaged Prospect
Booked Appointment
Reached a Prospect
Must Optimize The Sales Process
Where Value Is Sold
Should Spend 80% Of Their Time onThese Top 5
Sales Management Functions
Sales Managers
• Accountability• Coaching• Motivating• Growing People• Proactive Recruiting
Sales Management Functions
• Focus on Hunter and Qualifier Skills• Build their Consultative Selling Ability• Understand Sales DNA• You Must Provide Motivation• Leverage Metrics• Manage to a Defined Sales Process • Hold Your Salespeople Accountable• Regular Pre-Call Strategy• Consistent Post-Call Debriefing• Better Opportunity Management• Increase Focus on New Business• Stop Believing Myths• Use a Sales Specific Recruiting Process• Invest in your Sales Force
Required Competencies