reinventing sales management

How do you build sales

organizations that are fit

for the future

The single most

important invention in the last 100

years: Management

Time to Innovate

Management?

An era of unprecedented pace of

change

So, What has changed?

“Limited Resources”

To “Unlimited Resources”

What we sell?

How we sell? Whom do we

sell to?What

motivates us?

What hasn’t changed?

How we measure the success of the sales

folks?

Or Their

managers

So, What do we

do ?

To change the culture of

an organization

Change how first level managers

work

FromDo my quota

ToHelp my

people do their quota

FromManaging

Sales ProcessTo

Pattern Recognition

From Deal

CrunchersTo

Advisors to the strategist

From Managing

ToGuiding

So, What do I propose?

Role of a Sales exec?

- Do their sales quota

- Open their eyes & ears & absorb

- Feedback to their guides

Measure of Success?

- Against their sales quota

- Quality of Insights- Customer Success

Role of a Sales Guide?

- Help team meet quota

- Recognize patterns

- Provide feedback to Seniors

Measure of Success?

- Strength of the weakest link

- Patterns Recognized

- Customer Success

Contact Me @

- www.rmukeshgupta

.com-

www.twitter.com/rmukeshgupta

- mgr@rmukeshgupta.com