How to Become a More Creative Sales Leader€¦ · How to Become a More Creative Sales Leader The Innovative Sale ‐ ... Bob Dillon, Director of SMB Agency Sales, Google “In almost

How to Become a More Creative Sales Leader The Innovative Sale‐ Helping You Think Differently and Create Better Sales Solutions

www.SalesGlobe.com770 337 9897

June 17, 2014

Page 2 © 2014 SalesGlobe, XactlyCorp

Advisory and Consulting Services‐Sales Innovation‐Sales Strategy ‐Sales Training and Coaching‐Incentive Compensation

www.SalesGlobe.com

Mark DonnoloManaging Partner‐ SalesGlobe

20+ Years Sales and Marketing

Closet “Art School MBA”

Author: What Your CEO Needs to Know About Sales Compensation and The Innovative Sale

Erik CharlesPrincipal Incentives Strategist, Xactly

20+ Years Incentives and Technology

hostsA Bit About Us


• On Ideas ‐ A Question of Why

• Perceptions and Realities of Creativity

• Where Do New Ideas Come From?

• A Left‐Brained Process for Right‐Brained Thinking

• Take a First Step‐ Find Your Customer’s Real Problem

overviewWhat We’ll Cover



Artistic creativity which is focused on expression, is usually mis‐targeted and produces little more than initial excitement. Functional creativity, however, is oriented toward solving an issue or meeting an objective.

•Targeted Toward Expression

•Minimal or No Constraints

•Targeted Toward an Issue or Objective

•Numerous Constraints

Artistic Creativity

Functional Creativity

creativityThe Artistic and the Functional


Reality: Innovation Can Grow Anywhere.

myth“I don’t work for a creative company.”

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=Fkh5MtlYMs2F7M&tbnid=zG_9kPDgZiemOM:&ved=0CAUQjRw&url=http://fuinabola.blogspot.com/2012/09/nike-logo.html&ei=w_wrUuTWEInS9QT7vIG4AQ&bvm=bv.51773540,d.eWU&psig=AFQjCNHppOOLwBOCdLvRUivc0pmbxYBt8w&ust=1378700860838311


mythReality: Most Creative People Have Learned How to Create.

“I’m not a creative person.”

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=OlSqah1r035fKM&tbnid=wpzjQxUiq3uehM:&ved=0CAUQjRw&url=http://www.123rf.com/photo_14500732_blackboard-with-physical-formulas.html&ei=nQEsUprdN5Hg8ATE84HIAw&psig=AFQjCNGBT3aYufRdwpO5dgbU_AHFuYHcvA&ust=1378702078619310

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=_KR3vjSQQ-n9YM&tbnid=DDBGceXOKymFpM:&ved=0CAUQjRw&url=http://puffin.creighton.edu/museums/archive/7_abarnett/page2.htm&ei=PgEsUvXKAYKK9gSr04GoDg&psig=AFQjCNFYrp7Y69haeFGUYSZbouZzyFofmg&ust=1378701716129573

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=iamoCErOkjz4UM&tbnid=eFTs-F2gJNvs1M:&ved=0CAUQjRw&url=http://www.biography.com/people/albert-einstein-9285408/photos/albert-einstein&ei=l_0rUtS8BoHG9gSH5oCYDA&bvm=bv.51773540,d.eWU&psig=AFQjCNG8BYBk1NnT8GT8218iShqdhjMgVA&ust=1378700960070767


mythReality: Innovation wins deals.

“Success in sales requires a unique level of creativity and innovation.”Bob Dillon, Director of SMB Agency Sales, Google

“In almost every case, our most successful sellers are the most creative.”Tracy Tolbert, Executive Vice President of Global Sales, Xerox Services

“Innovation has terrific power in the sales process.”Jeff Connor, Chief Growth Officer, ARAMARK Corporation

“The creative process empowers us all to be creative in our own way and to challenge the way things have been done.”Greg Johnson, Vice President, Product Delivery and Consulting, LexisNexis

“Innovation doesn’t apply to sales.”


R

brain

L

Adding the Creative Process


foundation

Known Approaches

Conditions

Discovery

Application

The Innovative

Sale Principles

The Innovative Sale

The Innovation Roadblock


Known A

pproaches

Conditions

Discovery

Application

3

5

7

Define Challenge

and Constraints

1

46

Gather Insight

28

The Innovative

Sale Principles

The Innovative Sale

challengeDefining the Customer Challenge and Gathering Insight


get up!


redefineMajor Insurance

Company

How can we cut the cost of our printing

paper?

What’s Your Problem?


Customer Challenge Dimensions

Financial

Mar

ket

Product

Reso

urce

s

Financial: Challenges around your customer’s revenue, profit, cost, share.

Market or User: Challenges around who your customer serves or who uses their solution.

Product or Application: Challenges around what your customer offers or the application for their users.

Resources: Challenges around resources that enable them to accomplish their goals.

Ask What and Why. As you’re trying to bridge the gap, ask questions around the following four areas:

redefineGetting Insight to Redefine


Ask what, why, and redefine…What? Why? Why? Redefinition Point

Financial. What is your customer trying to accomplish?

“We need to lower our printing costs.”

“Paper has become too expensive.”

“Our marketing budget was cut.”

Address marketing budget constraints.

Market or Users. What are your customer’s priorities?

“Our high‐end insurance customers need to see us as a first‐ class provider.”

“They are discerning and have high expectations.”

“We charge significant premiums for coverage and our level of service.”

Maintaining the first‐ class image with high‐ end customers.

Product or Application. What are your customer’s priorities?

“Our marketing for these products has to look right.”

“Because they will compare it to our other products and similar competitor products.”

“They want to intuitively feel the difference between standard and top of the line.”

Making the product collateral look and feel comparatively better than alternatives.

Resources. What does your customer need to make it a reality?

“We need to value engineer our collateral.”

“We need the expertise to help us create the right image.”

“We don’t have an internal design team.”

Providing expertise on printing and design alternatives.

redefineWhat? Why? Redefine


Redefined Customer Challenge:

How can we address our marketing budget constraints (Financial) while maintaining a first class image for high‐end customers (Market/User) and making our collateral feel better than competitive product alternatives (Product/Application)by using the right printing and design expertise (Resources)?

redefineA Differentiated Starting Point


The Right, Upper Class, Passengers!

chapter 1The Real Challenge for Virgin?


Take Action1. Get the Book at SalesGlobe.com or

Amazon.com

2. Take The Innovative Sale Assessment at surveymonkey.com/s/CreativeQuotientSales

3. Host an Innovative Sale Workshop to Start Building Your Team’s Creative Muscle Memory

Questions?

Mark Donnolo: [email protected]; (770) 335‐9225

actionPutting It Into Creative Muscle Memory


ERIK W. CHARLES PRINCIPAL INCENTIVES STRATEG


“Having a job should be enough!”“Nothing lights fire like fear”

“Good motivation theories and practices are universal”“Sales reps are either naturally motivated or they aren’t”

@ 2014 Xactly Corporation


Not Engaged

Engaged

Actively Disengaged24%

63%

13%


2013 Gallup Employee Engagement Index (Worldwide)


Do incentives REALLY work?

Locke et al.: Increase productivity an average of 30%

Stajkovic & Luthans : 17% average increase in performance

Condly et al.: 22% gain in performance (average over 64 different studies)



FIXING THE PROBLEMS STARTS WITH GOOD DATA



2008 2009 2010 2011 2012 2013

$10 Billion in incentive payments in the last 2 years



5 PLACES DATA CAN HELP YOUR MANAGERS

#4 Where could performance improve?

#5 What are the best performers doing differently than the rest of the team?

#1 What is the rate at which team members are progressing toward THEIR goals?

#2 Is engagement flagging?

#3 Is turnover imminent?


WHO IS STEERING THE SHIP?

Have you promoted your best rep out of the field or have you truly found a sales leader?


Team Building

Do you have all of the roles identified?

Do you have a full team assembled?

How long will you give them to fill a slot?


Team Management


Team Training


MEASUREMENTS


THE MANAGER’S QUOTA

Sum of the Reps’ quotas?

Adjust for new hires?

Adjust for open slots?

What else matters?


WHAT ARE YOU TRYING TO ACHIEVE?

Top and bottom line growth

Market share

Customer satisfaction

Strategic product revenue growth

New account acquisition

Account/revenue retention


HOLD RESPONSIBLE FOR TURNOVER?


WHY IS HE STILL ON THE PAYROLL?

18.6% Turnover

22.2% Turnover

5.6% Turnove

r

100% QUOTA


“Hey Boss ‐ I need some quota relief!”



CHECKING THE NUMBERS

If the entire team hits quota, what is the Captain’s performance toward goal?

If the Captain hits their goal, where is the company against plan?

Captains will usually assign higher numbers downstream in case of a rep not performing.

Are there open positions in the Captain’s team? How does the Captain’s quota reflect open positions, new reps and experienced reps?


QUESTIONS?

For More Information Visit:

www.SalesGlobe.com

OR

www.XactlyCorp.com

Documents

How to Become a More Creative Sales Leader€¦ · How to Become a More Creative Sales Leader The Innovative Sale ‐ ... Bob Dillon, Director of SMB Agency Sales, Google “In almost