modern sales acceleration - amazon web services · intelligent sales & profit acceleration...

Intelligent Sales & Profit Accelerat ion

Modern Sales Accelerat ionAccelerate Sales Effectiveness

Mark Roberts

GERHARD GSCHWANDTERFounder and CEO,

Selling Power

MARK ALLEN ROBERTSVP of Sa les and Marketing

SPA and SPASIGMA

www.SPARXiQ.com SCALING PROFITS. MAXIMIZING POTENTIAL.

Sales Effectiveness?

Accelerate ?

Accelerate Sales Effectiveness ?

Change in Sales Velocity Improve Sales Team Performance At Higher Speeds and Margins

5 Ways to Leverage Data to Drive Sales Effectiveness

1. Buyer Centric Approach 2. Sales Skills 3. Match Skills to Sales Roles 4. Strategically Close Skills Gaps 5. Hire strategically

A Case For Sales Effectiveness

Why Sales Effectiveness ?

Why Now?

Markets Are Changing

B2B Buyers are engaging later

Identify & Clarify Needs

Identify Solutions

Evaluate Solutions

Resolve Concerns

Negotiate

Implement

wait until after they have fully defined needs70%

wait until they have identified their solutions44%

only lock down the details

20%

What’s the definition of insanity?

“Insanity Is Doing the Same Thing Over and Over Again and Expecting Different Results”

What Will Many Sales Teams Do?

Work Harder

Leverage Data to Improve Sales Effectiveness

What MINDSET and SKILLS do salespeople need with today’s MODERN BUYERS?

The skills sales reps need to thrive today

Modern Sales Foundations Buyer-centric mindset Service orientation Prospecting skills (generate interest) Opportunity management skills Account management skills

Human Differentiators Emotional Intelligence / empathy Listening skills Consulting skills Judgment & decision-making skills Complex problem-solving skills Critical thinking skills Cognitive horsepower Flexibility Creativity Translate data to insights (“connect the dots”) Collaborate with others

How many of you feel 100% CERTAIN that YOUR sales team has the skills they need to ACHIEVE your 2020 SALES PLAN?

You’re NOT a lone

Top 20% performers compared with Bottom 20% performers in key metricsAverage Gross Margin: 10 Points

38%

28%

Customer Sales Retention: 1.9X91%

47%

What’s the potential for improvement?

Share of Customer Wallet: 6.2X74%

12%

1. Buyer Centric Approach 2. Sales Competencies 3. Match Skills to Sales Roles 4. Close Skills Gaps With Modern Training 5. Hire strategically

How Do We Accelerate Sales Effectiveness?

Buyer Centric?

How do your buyers buy today? What criteria do they need to make buying decisions? What is their buying process? What do they need at each stage of their buying process to move

forward? Who are the decision makers? Who are the influencers? What is the economic impact?

What Do Need To Know About Our Salespeople?

Will to Sell Sales DNA Sales Competencies

Sales Competencies: Will to sell

The Will to SellTh

e W

ill to

Sel

l

Strong desire for sales success

Strong commitment to sales success

Outlook

Responsibility

Motivation

Sales Competencies: Sales DNA

Sales DNA

Sales Competencies

Sales Competencies by role

Delivery: Modern Training ParadigmSimple, Intuitive,

Drip LearningEngaging

& EntertainingSocial

& Mobile

Mgr. / Peer Coaching

& Collaboration

Just-in-Time / Workflow Integration

DEEP LEARNING ISN’T JUST FOR MACHINES… IT’S FOR PEOPLE TOO!

Modern Training Platforms Skills to add value in every phase of customer relationships

Understanding how to accelerate the customer’s business outcomes

Driving business value beyond what’s “in the box”

Strategic Alignment to drive customer’s long-term growth

Sales Training & Coaching

Enabling Frontline Sales Managers to Support Rep Performance Sales analytics & ROAM analysis: identify performance gaps Performance analysis & solution selection: what will close the gaps

What is needed?

Providing sellers the tools and training to have the Right value-adding conversat ions With the right customer In the right format With the right purpose / intent At the right terms And at the right t ime Provide coaching Provide individualized learning plans

Hire for future sales competency needs

THE 20th Century Sales Reps’ Fate if They Don’t Adapt

Experiencing more defections than acquisitions

Accounts shrinking more than growing

New business is lacking and/or shrinking company margins

1. Buyer Centric Approach 2. Sales Competencies 3. Match Skills to Sales Roles 4. Close Skills Gaps With Modern Training 5. Hire strategically

How Do We Accelerate Sales Effectiveness?

Accelerate Sales Effectiveness

Art Science

Curious About Your Sales Team?

MARK ROBERTS

Vice President, Sales & MarketingSPARXiQ

PH: 330-413-8552Mark.Roberts@sparxiq.com

https://www.linkedin.com/in/markaroberts/WWW.SPARXiQ.com

Questions?