new millennium sales leadership
TRANSCRIPT
New Millennium Sales Leadership
Ken Thoreson – Acumen Management
Keith Lubner – Channel Consulting Corp
Ken Thoreson, President Acumen Management Group, Ltd
Ken’s Contact Info:
Email: [email protected]
Website: www.AcumenManagement.com and www.SalesManagementGuru.com
Top 50 Sales &
Marketing
Influencer's
2014
Partner
Business
Builder
Programs
Workshops
Keynotes,
Workshops,
Consulting
Services
Strategy,
Business
Management,
Sales
Leadership
The Sales Mgmt Guru Book
series, 5- DVD’s,
Sales Mgmt Tool Kit,
Peer Groups
Singularly FocusedVendor, ISV, Distributor, Partner
Acceleration FocusedPrograms that spur fast growth
and profits
Sales compensation2
Increase sales velocity3
Sell to business challenges4
Account planning5
Management of COS1
Sales organization design8
Sales management focus9
Sales training levels7
Cross sell & up sell6
Role
TacticsStrategy
Brilliant
Execution
• Lack of discipline to manage and lead
• Failure to execute consistency and hold
direct reports accountable
• Lack of coordinated business model and
reporting systems
• Failure to develop professional approach
• Have not set performance goals moving
forward eight quarters
• Poor compensation planning for all
employees
• High levels of sales turnover & ineffective
sales methodology
Discipline
Training that corrects, molds or perfects
the mental faculties or character
Accountability Obligated to give a reckoning or
explanation for one’s actions
Control A standard of comparison for checking
the results of an experiment or process
..."Telling"...The leader identifies a problem, considers alternative solutions, chooses one of them, and then tells others what they are to do. The leader may or may not consider what the group members will think or feel about the decision, but group members clearly do not participate directly in the decision making. Coercion may or may not be used or implied
Leadership Styles
Leadership Styles
..."Consulting"...The leader here gives the group members a chance to influence the decision from the beginning. Problems and relevant background information are presented, then the members are asked for their ideas. In effect, the group is invited to increase the number of alternative actions to be considered. The leader then selects the solution he/she regards as most promising.
Ten Laws of Leadership and Management
• Treat everyone with respect
• Set an example for others to follow
• Be an active coach
• Insist on excellence and accountability
• Maintain high standards of integrity
• Build group pride
• Show confidence in your people
• Maintain a sense of urgency
• Be available and visible
• Continually develop your own skills
Sales Management Environment
• Develop “business ecosystem” partners
• Adopt appropriate measurement systems
• Focus on near term programs
• Learn sales cycle masterfully
Managing Culture
1. Shared sense of mission or purpose
2. Have clear and attainable goals
3. Frequent objective feedback
4. Positive rewards for appropriate
performance
5. Timely support and help when
requested or needed
Keith Lubner, Managing Partner/President Channel Consulting Corp | C3
Keith’s Contact Info:
Email: [email protected]
Website: www.channelconsultingcorp.com
Channel
Enablement &
Recruitment
Ecosystem
Acceleration,
Optimization,
& Productivity
Programs
Channel
Marketing
Services
Channel
Strategy,
Metrics, &
Business
Intelligence
Cloud & Mobility Channels
Development & Launches
Singularly FocusedVAR, ISV, Distributor, Retail TECH
Channels
Acceleration FocusedPrograms that spur fast growth
and profits
Building Belief is Essential
• Sales Games
• Length of Sales Cycle = Length of Sales Contest
• Teams
• Fun
• Annual Trips
Building Belief is Essential
• Storytelling
• Employee Stories
• Customer Stories
• Recorded
Building Belief is Essential
• Reference Letters
• Last Step in Sales Cycle
• Posted in Lobby
• Read by all Employees
Building Belief is Essential
• Company Meetings
• Monthly/Quarterly
• Philosophy Statement
• Departmental Reports
• Thank You’s
• Reference Letters
Building Belief is Essential
• Client Visits
• By Salespeople
• At Company Meetings
Ken Thoreson, President Acumen Management Group, Ltd
Ken’s Contact Info:
Email: [email protected]
Website: www.AcumenManagement.com and www.SalesManagementGuru.com
Top 50 Sales &
Marketing
Influencer's
2014
Partner
Business
Builder
Programs
Workshops
Keynotes,
Workshops,
Consulting
Services
Strategy,
Business
Management,
Sales
Leadership
The Sales Mgmt Guru Book
series, 5- DVD’s,
Sales Mgmt Tool Kit,
Peer Groups
Singularly FocusedVendor, ISV, Distributor, Partner
Acceleration FocusedPrograms that spur fast growth
and profits
Internal
Resource
Market CompetitiveSolution
Market
Value
Partner
Assessment Process
Account
Plan
Execution Process
DashboardMarketing
Plan
?
Sales
Sheets
Training
Plan
Your
Sales & Business Plan
Value
Proposition
Transition Roadmap
Sales and Marketing Funnel
Measure Dispassionately
Glass pipeline - overall company
Stage 6
Target Contact Prospect
ProposalWin
Opportunity – Effort - Results
Universe
Stage 4Stage 5
Stage 3
Ideal Profile
Segment Campaign Execution Leads Req
Generate
Interest
Deliver
Close
Prove/
Convince
Convert
Interest
Lead to Prospect
Prospect to
Opportunity
Opportunity
To Proposal
Proposal to
Win
Volume, Source &
Conversion %
Volume, Pipeline $ &
Conversion %
Mix % &
Conversion %
Win %
Cycle Time
Avg. $ Sale
Sales Management Dashboard
Metric Products Services Training
Leads vs. Plan 21
15
12
18
9
8
Move Aheads
Vs. Plan
30
24
12
16
13
20
Avg. $$ vs. Plan 22k
21k
56k
34k
77k
90k
Pipeline vs. Plan 255k
300k
156k
90k
223k
345k
Unit Sales vs. Plan
6
5
2
3
3
4
Win % vs. Plan 55%
60%
45%
50%
33%
40%
% Svc vs. Plan 50%
50%
44%
40%
33%
35%
MENTOR KEY POINT: You
measure performance to create
a process to coach, mentor and
improve your organization and
team’s success!
NOT to micro-manage.
Sales Meeting Format
• Opening-
Rate 1-5 Previous Week and Success Stories
• Review Monthly/QTD Sales Achievements
• Discuss (Group) Strategic Sales Discussions
• Administrative Matters
• Ending –Positive Mental Thought (PMT)
Understand The Job
Training Must Take Place
Sales Training:Must be Comprehensive & Planned
• Sales Skills
• Product Knowledge
• Industry Trends
• Customer/Company Industry
• Competitive Information
• Technology Skills
• Management Skills
Planned 90 Days in Advance!!!
Sales And Marketing Training PlanApril-May - June
May 7th• Time: 8:00am-10:00am
• Person Resp. Joe
• Partnership-Jeff
• Forecast
May 21st• Time: 8:00am-10:00am
• Person Resp. Roger
• Selling Cloud and Product Demo-Rob
• Smart Business Roadmap Training-Role Play-Case Study
• Forecast
June 4th• Time: 8:00am-10:00am
• Person Resp. Joe
• Account Planning/Strategy
• Using CRM Software-Jeremy
• Forecast
“if you had it to do over again, what would you do differently, if anything?”
One on One Management
• Tell them “what it is you do not like”
• Tell them “how it makes you feel”
• Tell them “why it makes you feel
that way”
• Gain their viewpoint: “How do you
feel about it”
• Agree together on Action Plan to
correct.
Reviewing Performance
• “Inspect What you Expect”
• “What Get’s Measured, Get’s Done”
• You Can’t Manage What You Can’t Measure”
Keith Lubner, Managing Partner/President Channel Consulting Corp | C3
Keith’s Contact Info:
Email: [email protected]
Website: www.channelconsultingcorp.com
Channel
Enablement &
Recruitment
Ecosystem
Acceleration,
Optimization,
& Productivity
Programs
Channel
Marketing
Services
Channel
Strategy,
Metrics, &
Business
Intelligence
Cloud & Mobility Channels
Development & Launches
Singularly FocusedVAR, ISV, Distributor, Retail TECH
Channels
Acceleration FocusedPrograms that spur fast growth
and profits
56
Select a “buddy” for follow up and mutual coaching2
Send your weekly and monthly results to your manager3
Three weeks of actions designed to review, refresh and
utilize the knowledge and skills you have learned
1
Sustainability Program
Track your results and measure your performance4
Activity: Sustainability and Success
Sustainability Tracking Tool
Business Tracking Tool
Get Started with…
2 Engage Partner Benefits1 Sign up for the Marketplacewww.Elevate.IngramMicroCloud.com
3Attend the Tuesday “Trainer
Series” webinars
Begin transacting on
the Marketplace4