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XXXXXXDoes Your Sales Team Have the Winning Move?
Four Key Concerns for Sales Leaders
1.We are losing deals. What’s wrong — my
product or my sales people?
Four Key Concerns for Sales Leaders
1. 2.We are losing deals. What’s wrong — my
product or my sales people?
We missed our target
third quarter in a row. Why?
Four Key Concerns for Sales Leaders
1. 2. 3.We are losing deals. What’s wrong — my
product or my sales people?
We missed our target
third quarter in a row. Why?
Why are my sales team in the
office and not out talking to
prospects?
XXXXXXFour Key Concerns for Sales Leaders
4.1. 2. 3.We are losing deals. What’s wrong — my
product or my sales people?
We missed our target
third quarter in a row. Why?
Why are my sales team in the
office and not out talking to
prospects?
Why are my competitors’ rookies beat-
ing my seasoned salespeople?
Customers Are Spending Less Yet Demanding More
While CEOs have returned to their pre-recession expectations of growth, customers are spending less than in previous years,
asking for greater customisation.
DeManDing Morespending less
sales Organisations Are Reporting Changes to sales Cycles
78% 61% 57%have more people
involved in decisionsreport longer time
to sale closurebuyers are delaying
contact with you and your team until later in the purchasing process
Over a Third of Current sales Teams Are Unable to Adapt to These Changes
over a third of current sales teams are unable to adapt to the change in buying behaviour
This means that what gave you sales growth in the past may not do in the future.
Sales Leaders Have an Unclear View of Talent Within the Organisation
18%KnoW
only 18% of business leaders know if they have the right people to execute their strategy.
Sales Leaders Have an Unclear View of Talent Within the Organisation
18%KnoW
82%Don’T KnoW
only 18% of business leaders know if they have the right people to execute their strategy.
82% do not know how their best talent stacks up against competitors.
Sales Talent May Be Misaligned To Future Success
Most sales climates are aligned to the sales environment that was successful in the past, and are not fit for the future.
82%in a process driven climate
it Could Mean You’re losing Both Sales and good Sales People…
SaLeS PeoPLe
Quality
Operations
Corporate
Human Resources
HigH inTenT TO STay
Hig
H e
FFO
rT
sAles
LOSING gOOd
Sales teams lag behind other functions in terms of working
harder and intent to stay.
…which will ultimately cost your business money
9% 3%Lower
Discretionary effort
Lower Total Sales
Productivity
The cost of a single failed sales manager
£2.5 million Why?
1. Lost productivity
2. Poor team engagement
3. Lacklustre customer experience
4. Recruitment, salary and training£ $ €
insight into your sales team’s strengths, weaknesses and potential helps you build the team you need
to drive significant business results
High scoring telecom sales associates achieve over
£1 million more sales per year.
£2 million saved through reduced sales employee
turnover, unscheduled leave and non-starters.
retail sales people achieve 19% more sales per month
and a potential extra £46 million annually.
£1million million million
£2 £46
Three Key Recommendations to Help You strengthen Your Competitive advantage
Uncover the key qualities that make
your salespeople successful
1.
Three Key Recommendations to Help You strengthen Your Competitive advantage
Uncover the key qualities that make
your salespeople successful
Use objective assessment to find
out who’s really right for your organisation and how they compare
with the best sales talent in the market
1. 2.
Three Key Recommendations to Help You strengthen Your Competitive advantage
Uncover the key qualities that make
your salespeople successful
Discover what motivates your individual sales
professionals and use this information
to drive stronger results
Use objective assessment to find
out who’s really right for your organisation and how they compare
with the best sales talent in the market
1. 2. 3.
XXXXXX
Begin today with our sales Audit Find out who you need to help you dominate the sales board and win the game.
www.ceb.shl.com/sales-audit
CEB Sales Leadership Council, Sales Transformation Survey, 2013CEB, Hiring Challenges in Toady’s Sales Environment, 2013CEB, CLC Survey of Talent Assessment Decision Makers, 2012CEB, Driving Sales Transformation, 2014CEB, Global Labor Market Survey, 2013
© 2014 CEB. All Rights Reserved. CEB145055GD
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