The Odd Couple - Sales & the CEO

1

The Odd Couple:

Sales & the CEO Peter R. Fillmore,

Founder & CEO, SmartFunnel.com

Webinar May 7, 2014

Copyright © 2014 SmartFunnel.com

Sales & the CEO – a Tale of two Roles

Copyright © 2014 SmartFunnel.com 2

The Odd Couple

What is the average tenure of a VP Sales?

According to Bosworth *


* Michael Bosworth - Author: Solution Selling

T

22 Months 44 Months!

What is the average tenure of a CEO?


Odd Couple

“The things we think, and do not say”

(Jerry Maguire – 1996)

Let’s start with the CEO


Mission – Cost People

(…Gaps)

Mission – CostPeople

(…Gaps)

Mission – CostPeople

(…Gaps)

• CEO Experience – No Sales …or… Sales

• The importance of “Accountability”

CEO style drivers


• For what? • …..Results? ……Actions?

Accountability


The Limits of Accountability


CEO

Sales Mgr

Sales

“Show me the money!”


“Show me the money!(?)”

Customers

Sales People


Anatomy of a Salesman


Personality + Skills

Motivation + Process

Sales People – 80/20 Rule


JourneymenEagles

Target

Sales Manager Role


Coach them !! …Design “buyer actions” …as your process

Sales Manager Role


Coach them !! …Guide behaviors

Accountability – better way


CEO

Sales Mgr

Sales


“Help me help you!”

Coaching – Sales Actions to drive Buyer Actions

Customers

• Are you in a new category?• Where are you in the adoption lifecycle?

Market Adoption


New Product, new Category?


The

Chas

m

Bowling AlleyEarly Market

Main StreetTornado !!

With thanks to Geoffrey A Moore - Author: Crossing the Chasm

Buyers & Sales Teams


Buyer Visionary Niche Mkt Majority Laggard

Corporate Motivator

Compet. Advantage

Urgent Pain removal

Infrastructure Do as told

Personal Motivator

Career Firefighter Manage the project

Comfort

Risk Attitude Seek & Manage risk

Select risk Avoid Risk Avoid change

$ Price Attitude

Value-based

CommoditySales =

Prod Mgr

Sales = Niche Bus Dev.

Sales = Just Ship!

Sales = Relationships

With thanks to Geoffrey A Moore - Author: Crossing the Chasm

• Not by % Probability• Not by “Confidence Level”• Not by “Stretch Targets”

• Buyers work on an internal playing field

• Forecast by Buyer Actions – use your sales process,

(aka “Buy Process”)

Forecasting


Blah, Blah


Summary – The end game

I’ve got your back!

Sales Mgmt Sales Team Sales Process Design Coaching individual Actions

CEOMarket/Product Maturity

Forecasting = Customer ActionsAccountability = $ Numbers…

April 2, 2014

Speeding up Sales

May 7, 2014

The Odd Couple:Sales & the CEO

June 4, 2014

Sales Forecasting

Webinars – A Trilogy


Suggestion:

Invite CFO to join you

Thank youThe Odd Couple: Sales & the CEO

May 7, 2014Peter Fillmore

[email protected]


mailto:[email protected]

http://www.smartfunnel.com/

Business

The Odd Couple - Sales & the CEO