katherine james- courion- change management in sales & marketing

ART Design Review Template

Is Your Company Ready?Feb. 2016K-1 SUMMIT Katherine James SR. Vice-President Global Sales

Change Management in Sales & Marketing

#Hello California! Today we are going to talk about experiences that impact companies when they go through a transformation. How many of you have been through an acquisition, an organizational change, or any type of major event that required serious adjustment? Show of hands? Wow!1

Change is Difficult to resist it when needed... Fatal

#When Taylor asked me to speak about this I immediately went to the TV show called House Crashers where they come in a completely renovate in a very condensed time frame. And thats the lens through which I see organizational change. This is a broad topic, many books have been written on the subject, but I selected key areas that will apply for this audience. For those I have not met, my name is Katherine James, Sr. Vice-President of Global Sales for Courion. Im certainly not an expert but have been through 52 acquisitions and now with Courion that number has moved to 56. The focus today will be managing change. Youll have a few things to think about and some actionable things to take away.

2

Change is Difficult to resist it when needed... Fatal

#

3

Transformation takes place at all levels in an organization.

#Here I am thinking something around we all remember the movie Remember the Titans and how it brought together two very different teams and made one championship winning team, right? Not only did the players have to decide to step up and play together but the coaches and fans had to learn to coach and cheer together. This is a great example of watching a transformation take place within a leader and how he inspires his team. 4


#Transformation takes place at all levels of an organization. The renovated house is a great analogy, but with SuperBowl around the corner, this just made more sense. Most of us have seen the movie, Remember the Titans and how it brought together very two different teams and made one championship winning team. Everyone on both sides was too afraid, or hurt, or angry to step up, reach out, and bring the two sides together until the 2 captains decided to work together. Once the two leaders of the team decided to come together as one team, amazing things started to happen. Lets see what can happen. Play the video: Thats really what its about,,, people coming together to create something as we say at Courion.REMARKABLE.5

Peyton ManningQB

VernonDavisTE

Jonathan StewartRB

Tedd Ginn Jr.WRCourion 2016 Better Together

#We know these players and were all excited to see them play against each other on Sunday but lets think about how successful these players are individually. How often they score or how many yards they get. But they cant win the game on their own. Only the team, working together, can win the game. The same is true for any organization coming together, figuring out how to work together to be successful. These are the companies that have come together at Courion. Heres the way it starts..6

Rapid Change Many things Happen

RumorsExcitementDoubtDisruptionGrowthUncertaintyConfusion

#This look familiar? Of course it does, you would be kidding yourself if you said it didnt . This stuff is hard, its even harder to do it successfully.7

CREATE A CHANGE PLANENGAGE PEOPLEACT QUICKLYKeys Elements for Successful Transformation

#Lets break it down and make it not so hard. For this , you need to write a few things down. So get something to write with and start with this; CREATE A CHANGE PLAN. Leave room under this to add some notes. No matter what your position in a company when you go through rapid highly impactful changes you better have a plan. Second, write down, ENGAGE PEOPLE, again leave room for a few notes. Last, write down ACT QUICKLY.

8


# Okay go back to the first one - CREATE A CHANGE PLAN : the notes under that key element: Clear initiatives, metrics to measure those by, and timeframes to get them done. These are the notes youll want to write down:INITIATIVES, METRICS, and TIMEFRAMES

9


#Next, under ENGAGE PEOPLE notes under this key element: EMPLOYEES, PARTNERS and CUSTOMERS. Be Present, In the Moment I like to say. Engage employees throughout the process. Take key people into confidence. This expands trust.

10


#ACT QUICKLY : Speed here is important. Communicate quickly in times of change with your employees, partners, and customers. Refocus so that energy can be spent on high levels of performance. AVOID drift.. What is drift? Very common in a high change environment. It is .. the pervasive tendency to do very little, wait and see, avoid decisions, lay low . The result the business is impacted and it can happen within hours of an announcement.

11

Match Strategy to SuccessSVPs: Organizational EfficienciesComp plan worked but not idealImplement changes but limit disruption to the business

#So now, lets take this to specific examples and roles.

First: The organization; at Courion I flattened the organization and increased accountability. For Sr. VPs, look at your organization, is it as streamlined as possible and worked to figure out if everyone is truly involved,,, no passive participants is everyone on board? Second: In our latest acquisition, they had a teaming model. ( Inside & Outside sales ) On paper it seemed great but digging into to the details it was not ideal. One person sold $24k vs $800k,, ouch! So weve changed it so they now have a team number and individual number. Certain thresholds must be met individually as well as a team. Limit disruption: we carried over a special spiff into Q3 and closed 43% higher in TCV than the year before.did a press release, it was amazing.

12

Match Strategy to SuccessRVPs: TEAM ApproachBDRs, AEs, RSMs, CSMs & Partners Team the best with the best

#Next for the Regional Vice Presidents ( sales managers) : Maybe you dont have inside sales, but you can align teams that include BDRs, CSMs, and partners. In 2016, well have multiple ways to get leads, thats what you want. In our business as Im sure in yours, you want to maximum pipeline coverage. Teaming in the right way for your business will make that happen. Think about how you can team the right groups together with a plan that supports that successfully.Now, listen up, this is important,,,,, SALES MANAGERS>>>> team strong players with strong players; I used to think Ill team an A with a B, to make the B better,,,, Nope, didnt work that way,,,,,,A players with A players. If you dont youll drag down youre A+ players. Youll make your numbers faster with this approach. You can coach up the B players.

13

Beginning of Q3 2015 Pipeline Coverage -$4,073,246

Beginning of Q4 2015 Pipeline Coverage - $5,169,652

Beginning of Q1 2016 Pipeline Coverage - $8,250,684

Pipeline Growth

INTERNAL AND CONFIDENTIAL

#Increased Pipeline/Funnel Coverage Quarter over QuarterQ3 2015 BOQ Pipeline - ACV $4,073,246 Q4 2015 BOQ Pipeline - ACV $5,169,652 (27% Increase from Q3)Q1 2016 BOQ Pipeline ACV $8,250,684 (60% Increase from Q4)

First Year License Fees14

Match Strategy to SuccessRSMs: Customer/Prospect CommunicationWhy is it better for them?Have an Event to drive immediate valueShowum

#And third: The Regional Sales Managers, the field sales team: Engage with your customer right away, call them, talk to them, spend time with them during times of change. Create an event to invite them to when explaining the changes. A webx, a briefing, or send a press release with a personal note,,,, bring them into the fold. Barclays example before the announcement of the acquisition, with a big deal in play,,,, we called, both our CEO and I got on the phone with them, explained the acquisition in advance; it went a long way. $1.7M in total.. Great win in December. So COMMUNICATE with your ACCOUNTS. You say you have too many accounts, then I say, WHAT ARE YOU WAITING FOR? Show them this is a better environment, that the changes are good and explain HOW it will help them.

15

Transformation SuccessGet Comfortable being Uncomfortable

Books: The Advantage Organizational HealthThe First 90 DaysYoure in Charge Now What?

#One thing we say at Courion is this Get Comfortable being Uncomfortable ,,, in the environment of rapid change and constant change,,,,, youll come out ahead if you do.16


#And lastly,,, the Titans again,,,,,,, believing you can do it , believing you can tackle the challenges with a winning attitude is what it is all about. Lets see. This is a great example of watching a transformation take place within a leader and how he inspires his team. 17

YOU DECIDE

[email protected]://www.courion.com

#You are the leader : of your actions, your attitude, your influence on others, inspire them, transform them. It is not easy,,,, you decide. Thank you. This concludes my presentation.Ill be around until Saturday and happy to discuss any changes in your organization. Do we have time for a few questions? 18

katherine james- courion- change management in sales & marketing

Presentations & Public Speaking