minds&more presentation sales summit brussels 2016

© 2016 Vantage Point Performance. All Rights Reserved.

CRACKING THE SALES MANAGEMENT CODE

MANAGE YOUR TEAMS TO COMMERCIAL SUCCESS

Tom DisantisChief Operating OfficerVantage Point Performance, [email protected] @tom_disantis

© 2016 Vantage Point Performance. All Rights Reserved. 2

For Your Consideration

Thanks again for joining Vantage Point and Minds&More’s presentation at The Sales Summit 2016. As a follow up, we wanted to provide you some helpful links, as well as our contact information.

Visit Minds&More’s website here. Visit Vantage Point’s website here.

Here is a link to Minds&More’s Mingle Monday meeting on 21 March in Diegem. And here is a link to Minds&More’s event calendar.

Stay current on the latest in sales management trends and research

Order Cracking the Sales Management Code

Thanks again, and please feel free to contact us with any additional questions:Benny Van CalsterPartner, Minds&MoreT +32 (2) 704 49 40 [email protected]

https://mindsandmore.biz/

https://mindsandmore.biz/en/about-us/calendar/mingle-monday-mar-2016/?date=2016-03-21

https://mindsandmore.biz/about-us/calendar/

https://mindsandmore.biz/en/blog/

http://crackingthesalesmanagementcode.com/

http://www.vantagepointperformance.com/


Introduction

We help clients to grow their business by building capabilities in marketing, sales & transformation

MARKETING

SALES

TRANSFORMATION

Define, develop, communicate and deliver offerings that have value for your customers

Boosting commercial performance enabling you to find, win and retain customers

Building organizational focus, capabilities and the necessary change to win more in the market


Proven Methodologies

Align sales and marketing on plans and

tactics

Helping sales leaders and their organizations drive growth

Manage indirect channels better

Assess and select talent

Build teams

Funnel Management

Commercial Performance

Enhance capabilities and management

Sales Management

Training and coaching for

Sales Managers

Channel Management

Call Centers

People & Organization


Long Term Relationships: 5 years/100+ Clients/150+ Projects

HouseholdNames…

IndustryLeaders…

as well as SME’s & Entrepreneurs…


Agenda

• The Challenges Sales Leaders Face• The Three Critical Questions for Sales

Leadership (and how to answer them)• Case Study Example – Data points• Conclusions and Next Steps


A Changing Environment

Sales has radically (and quickly) transformed

Sales People

Sales Leaders

Our Customers


The Toughest Job in Sales


The Pitfalls We Must Avoid

Our approach is

reactive

Our approach is

reactive

Our time management

is ad hoc

Our time management

is ad hoc

Seller interactions tend to be

inspection-oriented

Seller interactions tend to be

inspection-oriented

Fewer sellers make quota

Fewer sellers make quota

Lack of Long-term

improvement

Unprepared for seller

interactions

Develop a culture of

dependency



Leadership (and how to answer them)• Case Study Examples – Data points• Conclusions and Next Steps

Agenda


The Three Critical Questions

1. Where should my sellers focus their time (and why)?

2. What should I be doing to enable my sellers?

3. Is it working?


Building the Right Path

Link the objectives to relevant activities, and manage them relentlessly.

Select and quantify the best objectivesthat will lead to those results

Identify the results you want to achieve


Why Does this Matter?

Sellers need clarity of task


Your Mandate


Inspection

• Focuses on gathering factual information

• Examines what has already occurred

• Assesses seller compliance with agreed‐upon expectations (e.g., activity standards)

• Necessary for the manager

Coaching

• Focuses on gathering seller’s perspective

• Forward focused – explores what to do in the future

• Assesses seller’s approach to upcoming sales activities (e.g., sales calls)

• High value for seller and manager

2. What should I be doing to enable my sellers?


Coaching Four Different Ways

Help Them Find Deals

Territory Coaching

Allocating effort efficiently across different types of customers

Account Coaching

Maximizing long-term value from a single customer

Call Coaching

Planning and conducting individual customer interactions

Help Them Win Deals

Opportunity Coaching

Strategically navigating a multi-call sales cycle


3. Is It Working?

It is Working when Objectives are Met

ALIG

N

A

R

O

Proper and consistent qualificationactivities

Should lead to the sales objective of higher close rates.

Which should improve revenue results



Leadership (and how to answer them)• Case Study Example – Data points• Conclusions and Next Steps

Agenda


Seeing it in action

ABC wanted to increase revenue results by > 20%

Improving close rates identified as the biggest objective to achieve growth results

Early stage qualification activitiesneeded to improve dramatically


Focus = Big Impact

The Power of the Three Questions

This was the most practical training I’ve received as a sales manager.

Sales Manager, ABC Company


If you want more…

Events:• Mingle Monday

– 21 March, 1830-2100– NH Hotel Diegem

• Public Workshops– 19-20 April in Amsterdam – 12-13 May in Brussels

Websites:www.VantagePointPerformance.com

www.mindsandmore.biz